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
21st 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
Tabella dei contenuti
1 Moving Away from the Transactional Model.
2 Selling Snow to the Eskimos.
3 Putting the Relationship First.
4 Deconstructing the Myth of Benefit Selling.
Part I: The buyer’s motivation.
Part II: Benefi ts don’t work.
5 Stop Using Benefits – Start Using Problem
Maps(TM).
6 Why the USP Stops you Selling.
7 Your Emotional Selling Point and Giving Value.
8 Building Pipeline.
Part I: Managing the process.
Part II: Engaging your prospect.
9 Routes to Market.
10 Empowering your Buyer.
11 Understanding your Purchasers.
12 Asking Questions – the Diagnosis.
Part I: The doctor/patient relationship.
Part II: The fallacy of open and closed questions.
Part III: Clarity using Problem Maps(TM).
Part IV: Problems and solutions are not enough.
13 When It’s Time to Talk.
14 Objections and Concerns.
15 Traditionally It’s Called Closing.
16 Following Up – Continuing the Relationship.
Epilogue.
Index.
Circa l’autore
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.
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