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Empathy Selling: The Powerful New Sales Technique for the 1990s Paperback
Condition: Pre-owned; Very Good (VG)
Author: Christopher C. Golis
ISBN-10 : 074940888X
ISBN-13 : 978-0749408886
The concept of empathy selling is simple and systematic. Instinct is not infallible and the professional salesperson needs a technique that leaves little to chance. This guide shows salespeople how to analyze buyers' personalities, discover hidden intentions, adapt sales techniques to suit different personalities, close more sales, increase customers and increase customer satisfaction. The author shows that there are simple clues to a customer's personality that allow salespeople to assess the attitudes of the customers. He has identified seven basic stereotypes for buyers: the mover; the ditherer; the artist; the politician; the engineer; the hustler and the normal customer. By analyzing the sales prospect and adapting the pitch, the "empathy salesperson" is better able to handle objections and close the sale successfully. The text contains detailed information on personality analysis and sales techniques, checklists and personality summaries.
| How We Grade Our Books New (N): Brand New Book Excellent (EX): The book has no torn or missing pages, has no writing or highlighting. It's like new. Very Good (VG): The book has no torn, missing pages, writing or highlighting. Might have some creases on the spine; no hard cracks; maybe slight forward lean and short inscription inside; perhaps very minor bumping on the corners of the book. Good (G): This book has no large tears or any missing pages, but it may contain very little writing or highlighting. A few creases on the spine, perhaps a forward lean, bumping on corners or shelf wear; maybe an inscription inside or some shelf wear or a small tear or two on the dustjacket. Acceptable (AC): This book has no missing pages and may have considerable writing or highlighting but the text must not be obscured. |
