Honesty Sells
How To Make More Money and Increase Business Profits
(Sprache: Englisch)
How to become a world-class salesperson by building open, honest, and profitable relationships with customers Honesty Sells takes an unlikely approach to sales success; instead of verbal tricks, silly gimmicks, or mind games, great salespeople use honesty...
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How to become a world-class salesperson by building open, honest, and profitable relationships with customers Honesty Sells takes an unlikely approach to sales success; instead of verbal tricks, silly gimmicks, or mind games, great salespeople use honesty to win the trust of the customer for a long-term and profitable relationship. Manipulative tactics no longer work and clients are looking for long-term, trusted relationships with their suppliers-demanding a new approach based on open communication, trust, and loyalty. Honesty Sells gives readers a proven model-and an honest one-for getting around gatekeepers and objections, increasing customer responsiveness, closing sales faster, getting honest answers from prospects, and troubleshooting problems before they scuttle big sales or important projects. For any salesperson, Honesty Sells is the perfect straight-talking guide to sales success. Steven Gaffney (Arlington, VA) is a speaker, author, and leading expert on honest interpersonal communication, influence, and leadership, as well as the President of The Steven Gaffney Company. He is also the author of Just Be Honest (978-0-9715377-1-2) and Honesty Works (978-0-9715377-2-9). Colleen Francis (Ottawa, Ontario, Canada) is the founder and President of Engage Selling Solutions and an award-winning sales expert.
Inhaltsverzeichnis zu „Honesty Sells “
Acknowledgements. Another Book on Sales? Why you need to read this book. Chapter 1: Top 10 Sales Hall of Shame: When Bad Sales People Go Even Worse. Chapter 2: Honesty - The Best Policy for Closing Sales and Growing the Business. Chapter 3: The Startling Truth about Why Honest Sells. Chapter 4: Being Honesty with Yourself. Chapter 5: The Hidden Costs of Communication Breakdown. Chapter 6: Just the Facts - How Assumptions Impact Sales. Chapter 7: Be a Life Giver. Chapter 8: Getting the Truth. From Everyone. Chapter 9: Referral Selling. Ensuring Honest Relationships from the Start. Chapter 10: The Start of Your Selling relationship: Getting Started with an Honest Foot Forward. Chapter 11: Close More Sales by Acknowledging your Clients. Chapter 12: The Honest Way to Close More Sales. More Often. More quickly. Chapter 13: Overcoming Objections and Questions. Chapter 14: Turning a One-time Client into a Lifetime Client. Chapter 15: Remember to Practice Honesty Internally. Chapter 16: Some Final Thoughts. Biographies.
Autoren-Porträt von Steven Gaffney, Colleen Francis
STEVEN GAFFNEY is a speaker, author, and leading expert on honest interpersonal communication, influ-ence, and leadership, as well as President of the Steven Gaffney Company. He is also the author of Just Be Honest and Honesty Works!. Learn more about Steven at www.stevengaffney.com. COLLEEN FRANCIS is the founder and President of Engage Selling Solutions. An award-winning sales expert, she helps clients dramatically improve sales results with techniques proven in today's cutthroat sales environment. Learn more about Colleen at www.engageselling.com.
Bibliographische Angaben
- Autoren: Steven Gaffney , Colleen Francis
- 2009, 224 Seiten, Maße: 16,4 x 23,3 cm, Gebunden, Englisch
- Verlag: Wiley & Sons
- ISBN-10: 0470411538
- ISBN-13: 9780470411537
Sprache:
Englisch
Rezension zu „Honesty Sells “
"A much-needed book for all sales professionals who want to hit their targets without compromising their ethics." (Ethical Corporation Magazine, April 2009)
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