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Sales Therapy: Effective Selling for the Small Business Owner [Paperback]

Grant Leboff
4.7 out of 5 stars  See all reviews (9 customer reviews)
RRP: 12.99
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Book Description

12 Oct 2007
If you work in a small business, you have to know how to sell. Full stop. But selling as most people know it doesn’t work anymore. It’s relationships that count.

Real selling is about understanding customers’ goals and helping them to buy, not topping off a template presentation with a pushy attitude. So how do you put relationships first and still get results?

Sales Therapy smashes the age–old sales model with an effective new approach grounded in behavioural psychology. It is natural and effortless to use because it mirrors the way people actually interact with each other. And it really works.

Thomas Power, Chairman of Ecademy, describes it as ‘One of the finest pieces of content on how to sell better in the 21st Century.’

At last, you can commit those terrible ‘closing techniques’ to the recycle bin. Sales Therapy will help you build great relationships with your customers while making the art of selling fun and effective and helping your business to grow.

PRAISE FOR SALES THERAPY

‘This is one of the finest pieces of content on how to sell better in the 21st Century. Grant you are absolutely right with your judgment’ Thomas Power, Chairman of Ecademy


Frequently Bought Together

Sales Therapy: Effective Selling for the Small Business Owner + Sticky Marketing: Why Everything in Marketing Has Changed and What to do About It + Stickier Marketing: How to Win Customers in a Digital Age
Price For All Three: 43.86

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Product details

  • Paperback: 206 pages
  • Publisher: Capstone (12 Oct 2007)
  • Language: English
  • ISBN-10: 1841127787
  • ISBN-13: 978-1841127781
  • Product Dimensions: 22 x 13.9 x 1.3 cm
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (9 customer reviews)
  • Amazon Bestsellers Rank: 373,919 in Books (See Top 100 in Books)
  • See Complete Table of Contents

More About the Author

Grant Leboff is one of the U.K's leading Sales and Marketing experts.

His latest book, 'Stickier Marketing' went straight to #1 in the Amazon Sales & Marketing Chart, and was in the top 10 overall Business Chart, on publication, in February 2014. It provides companies with the new principles of marketing so they can thrive in a digital world.

This follows the success of Leboff's two other titles 'Sales Therapy' and 'Sticky Marketing' both of which were in Amazon's top 10 Business Books, and #1 in the Sales & Marketing bestsellers chart.

A thought leader in his field, Leboff's main focus is to address the massive changes that are taking place in a world that is constantly being introduced to new technologies and an evolving World Wide Web. He continually challenges Sales & Marketing conventions that become accepted wisdom, but don't necessarily deliver results.

Having built a successful direct marketing company, which he started in 2002, Leboff sold it in 2008. As well as working as a Non Executive Director, he now has a number of business interests.

Sticky Marketing Club® Ltd., is a strategic consultancy providing companies with Sales & Marketing strategies to thrive in a digital world.

The Sticky Communication Agency Ltd., creates and distributes content, and manages its clients' social media presence, to ensure their digital marketing is implemented successfully.

Leboff's Sales and Marketing portal, stickymarketing.com produces a wealth of resources and information on effective Sales and Marketing for business in an ever changing business environment.

He is a highly sought after consultant and speaker, and constantly makes presentations at conferences and events all over the world.

Leboff is a Fellow of both The Institute of Direct and Digital Marketing and The Institute of Sales and Marketing Management, as well as being a regular contributor to many business magazines and newspapers. Amongst others, he has been featured in the Daily Telegraph, The Independent, The Financial Times, The Daily Mirror and The Sun, and has appeared on BBC Radio on numerous occasions.

Product Description

Review

"This is a fascinating read and an exciting development for businesses."  (Personal Success, November 2007)

"Anyone who has to sell anything – from products and services to themselves – should find the insights in this book invaluable."  (Human Capital Management, January 2008)

“one of the best–selling sales books of the year.” (Daily Mirror, Wed 26th March 2008) 

From the Inside Flap

Why, when most people are trying to sell something, do they still make 'sales presentations' when they are normally a waste of time? Persist with the myth of 'open' and 'closed' questions when the model is flawed? Insist on 'selling the benefits' when it never works? Obsess with 'handling objections', when it's the traditional sales model that creates them? Focus on 'closing' when that's not the way to get results?

Changes in the world have rendered the old transactional sales model obsolete. Sales Therapy presents the new one.


Inside This Book (Learn More)
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Front Cover | Copyright | Table of Contents | Excerpt | Index
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Customer Reviews

4.7 out of 5 stars
4.7 out of 5 stars
Most Helpful Customer Reviews
2 of 2 people found the following review helpful
5.0 out of 5 stars A sales approach for today's environment 21 Mar 2008
Format:Paperback
I first heard Grant speak at a networking event and was struck by the eminent common sense of what he had to say. This book clearly and simply explains why all the conventional sales approaches are doomed to failure and are quite unsuitable for today's environment. If you run your own business and focus on relationships, integrity, quality and doing the best for your customer, Grant's approach will resonate fully with you. It builds upon those foundations and provides you with the insights and tools to improve your effectiveness and grow your business. This is way everyone will be approaching sales in the future, so get ahead of the game now.
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1 of 1 people found the following review helpful
5.0 out of 5 stars An excellent book on sales 4 Dec 2007
Format:Paperback
The author is a self effacing man who runs his own succesful small business.

If you run your own small business and would like more sales then buy Grant's book.

You will be delighted, I was.
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5 of 6 people found the following review helpful
Format:Paperback
After years of reading books on strategic planning, market planning and growing a small business, I have found that this book stands head and shoulders above all the others. Grant has succeeded in writing a down to earth, common sense and very practical guide. This is probably one of the best and most usable business books I have read this year. Having been in business for over 20 years and noticed a terrific change in the landscape over that time, I can vouch that Grant hits the nail on the head with his vision, knowledge and recommendations. Overall a perfect 'How To' business texbook that I know I'll keep close at hand.
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4.0 out of 5 stars How businesses should be selling 20 Feb 2013
Format:Paperback
A really good discription and stratgey to build profitable relationships, would love to understand more the implication of this approach when up against short term / poor delivery sales approaches as part of surviving in the short term - there has to be a way!!
Great work as usual Grant, thoroughly enjoyed and a great example of professional selling
Ben Turner
Sales Director, Institute of Sales & Marketing Management
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5.0 out of 5 stars Win customers by caring 7 April 2008
Format:Paperback
I'm not the fastest of readers, but at around 200 pages, I started and finished in the same day. It was a refreshing read and made so much sense. With the use of problem maps to understand the buyers motivations, Grant's sales philosophy encourages the small business to focus on the customer and win clients by caring - not by selling. I whole heartedly agree with Grant's approach.
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