- Paperback: 160 pages
- Publisher: Kogan Page Ltd (25 Sep 1998)
- Language English
- ISBN-10: 0749415592
- ISBN-13: 978-0749415594
- Product Dimensions: 20.8 x 13 x 2.4 cm
- Amazon Bestsellers Rank: 2,507,116 in Books (See Top 100 in Books)
- See Complete Table of Contents
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Product Description
Product Description
This radical approach to face-to-face selling seeks to help the improve any sales person's turnover by increasing their motivation and self-confidence. Pat Weymes rejects the traditional "hard sell" techniques in favour of non-manipulative selling. He stresses the importance of looking at techniques from the buyer's perspective, showing how empathetic selling can provide the foundation of a more productive, long-term seller-client relationship which will yield results year after year. His advice ranges from winning a client's support and gaining the competitive edge, through fact-finding, proposals and presentations, to negotiating, increasing productivity and forecasting sales. The advice is illustrated with case studies drawn from Pat Weyme's work with international corporations, and there are practical tips, checklists to reinforce learning and self-assessment quizzes to allow readers to monitor their progress.
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
5.0 out of 5 stars (2 customer reviews)
2 of 2 people found the following review helpful:
5.0 out of 5 stars
Common Sense Selling, 23 Mar 2000
By Denis Morcombe - Published on Amazon.com
This review is from: Creating Customers (Paperback)
If I had this book available to me five years ago, I have no doubts that I would have been more successful as a salesman more quickly that I was. This is the first time I have read a book on sales which was full of common sense examples. However, as I discovered, it is only common sense when it is brought to your attention. It is simple to read and the author goes to great pains to show the perils of using the old technique based selling - which clearly does not work in my high-tech industry. It covered other aspects of selling which I found refreshing and motivating!
I give this book a very high rating and suggest that if you don't have a copy - you won't regret the investment - I certainly didn't!
1 of 1 people found the following review helpful:
5.0 out of 5 stars
Excellent!, 5 Jan 2004
By Peter Grady - Published on Amazon.com
This review is from: Creating Customers (Paperback)
This is a great read and I would strongly recommend it to fellow sales professionals. Very motivating and an easy read. The section on Writing Proposals was terrific and has worked well for me. Got some other great ideas that I have been able to apply to my selling role. As you can tell - I liked it!
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