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

"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) 

"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) 

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 21^st 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

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.

Selling as most people know it doesn't work anymore. In a business world driven by relationships and reputation, it's like trying to force a square peg into a round hole. Small business owners instinctively know that it's relationships that count. The challenge is how to put the relationship first and still get results. Sales Therapy is the answer to that dilemma. It's an approach that will enable you to win customers by caring.

The Sales Therapy model means your focus is on the customer, not you, the relationship comes first, not the transaction, you can concentrate on the sales process, not the result, you fulfill your customer's goals and you don't make sales, you help people buy.

It's time to commit those terrible 'closing techniques' to the recycle bin. When you're selling your business' products or services, you don't have to have all the answers. You're there to ask the questions. Sales Therapy shows you exactly what you need to do.

Frustrated at the way the traditional methods of selling are being taught and conducted within the workplace, Grant Leboff formalised his own sales philosophy Sales Therapy, a new sales methodology for the 21st Century. As the Managing Director of two companies, Leboff puts what he says into practice, every day. Phone Intelligence Ltd is a business–to–business telemarketing company. Its services include market research, appointment making and lead generation as well as training and consultancy in the telemarketing arena. The Intelligent Sales Club Ltd provides sales and marketing support to business owners through seminars, training and resource materials. It also provides consultancy helping companies build brands, refine their sales message and approach, and determine their best routes to market. Grant Leboff spends a significant amount of time giving talks about sales and marketing for a variety of business groups. He is also a regular contributor to many business magazines and newspapers.