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Sales Therapy
Effective Selling for the Small Business Owner
Grant Leboff (Author)
9781841127781, Wiley
Paperback / softback, published 12 October 2007
208 pages
21.5 x 13.5 x 1.3 cm, 0.259 kg
"This is a fascinating read and an exciting development for businesses." (Personal Success, November 2007) "Anyone who has to sell anything - from products and services to themselves - should find the insights in this book invaluable." (Human Capital Management, January 2008) “one of the best-selling sales books of the year.” (Daily Mirror, Wed 26th March 2008)
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
1 Moving Away from the Transactional Model 1 2 Selling Snow to the Eskimos 11 3 Putting the Relationship First 19 4 Deconstructing the Myth of Benefit Selling Part I: The buyer’s motivation 35 Part II: Benefits don’t work 39 5 Stop Using Benefits – Start Using Problem Maps™ 49 6 Why the USP Stops you Selling 63 7 Your Emotional Selling Point and Giving Value 69 8 Building Pipeline Part I: Managing the process 81 Part II: Engaging your prospect 89 9 Routes to Market 95 10 Empowering your Buyer 105 11 Understanding your Purchasers 117 12 Asking Questions – the Diagnosis Part I: The doctor/patient relationship 129 Part II: The fallacy of open and closed questions 135 Part III: Clarity using Problem Maps™ 138 Part IV: Problems and solutions are not enough 145 13 When It’s Time to Talk 155 14 Objections and Concerns 165 15 Traditionally It’s Called Closing 175 16 Following Up – Continuing the Relationship 185 Epilogue 191 Index 195
Subject Areas: Business & management [KJ]
