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Emotional Selling

By (author) David Yule
Format: Paperback
Publisher: Management Books 2000 Ltd, Cirencester, United Kingdom
Published: 31st Jan 2000
Dimensions: w 148mm h 210mm
ISBN-10: 185252314X
ISBN-13: 9781852523145
Barcode No: 9781852523145
It is estimated that up to 80 per cent of all buying decisions are based on emotion. The key to successful sales is making the right connection with the customer, and extracting the right emotional response. This work sets out a technique to achieve this objective by thinking, acting and responding on the basis of emotion. The book offers to enable readers to improve their sales performance. Areas covered include: motivating people to talk to you; finding out what they really, really need; proposing solutions; addressing concerns; and achieving a genuine, WIN-WIN close.

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