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Empathy Selling

The Powerful New Sales Technique for the 1990s

By (author) Christopher C. Golis
Format: Hardback
Publisher: Kogan Page Ltd, London, United Kingdom
Published: 17th Jan 1993
Dimensions: w 138mm h 216mm
Weight: 300g
ISBN-10: 074940969X
ISBN-13: 9780749409692
Barcode No: 9780749409692
Synopsis
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.

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