{"product_id":"sales-therapy-effective-selling-for-the-small-business-owner-paperback-softback-9781841127781","title":"Sales Therapy; Effective Selling for the Small Business Owner (Paperback \/ softback) 9781841127781","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eSales Therapy\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eEffective Selling for the Small Business Owner\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eGrant Leboff (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781841127781, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003ePaperback \/ softback, published 12 October 2007\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e208 pages\u003cbr\u003e21.5 x 13.5 x 1.3 cm, 0.259 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cem\u003e\u003cfont size=\"3\"\u003e\"This is a fascinating read and an exciting development for businesses.\"  (\u003ci\u003ePersonal Success\u003c\/i\u003e, November 2007)  \u003cp\u003e\"Anyone who has to sell anything - from products and services to themselves - should find the insights in this book invaluable.\"  (\u003ci\u003eHuman Capital Management\u003c\/i\u003e, January 2008)\u003c\/p\u003e \u003cp\u003e“one of the best-selling sales books of the year.” (\u003ci\u003eDaily Mirror,\u003c\/i\u003e Wed 26th March 2008) \u003c\/p\u003e\u003c\/font\u003e\u003c\/em\u003e\u003c\/p\u003e\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003eIf 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.  \u003cp\u003eReal selling is about understanding customers’ goals and \u003ci\u003ehelping\u003c\/i\u003e them to buy, not topping off a template presentation with a pushy attitude. So how do you put relationships first and still get results?\u003c\/p\u003e \u003cp\u003e\u003ci\u003eSales Therapy\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eThomas Power, Chairman of Ecademy, describes it as ‘One of the finest pieces of content on how to sell better in the 21\u003csup\u003est\u003c\/sup\u003e Century.’\u003c\/p\u003e \u003cp\u003eAt last, you can commit those terrible ‘closing techniques’ to the recycle bin. \u003ci\u003eSales Therapy\u003c\/i\u003e will help you build great relationships with your customers while making the art of selling fun and effective and helping your business to grow.\u003c\/p\u003e \u003cp\u003ePRAISE FOR SALES THERAPY\u003c\/p\u003e \u003cp\u003e‘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\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003e1 Moving Away from the Transactional Model 1\u003c\/p\u003e \u003cp\u003e2 Selling Snow to the Eskimos 11\u003c\/p\u003e \u003cp\u003e3 Putting the Relationship First 19\u003c\/p\u003e \u003cp\u003e4 Deconstructing the Myth of Benefit Selling\u003c\/p\u003e \u003cp\u003ePart I: The buyer’s motivation 35\u003c\/p\u003e \u003cp\u003ePart II: Benefits don’t work 39\u003c\/p\u003e \u003cp\u003e5 Stop Using Benefits – Start Using Problem Maps™ 49\u003c\/p\u003e \u003cp\u003e6 Why the USP Stops you Selling 63\u003c\/p\u003e \u003cp\u003e7 Your Emotional Selling Point and Giving Value 69\u003c\/p\u003e \u003cp\u003e8 Building Pipeline\u003c\/p\u003e \u003cp\u003ePart I: Managing the process 81\u003c\/p\u003e \u003cp\u003ePart II: Engaging your prospect 89\u003c\/p\u003e \u003cp\u003e9 Routes to Market 95\u003c\/p\u003e \u003cp\u003e10 Empowering your Buyer 105\u003c\/p\u003e \u003cp\u003e11 Understanding your Purchasers 117\u003c\/p\u003e \u003cp\u003e12 Asking Questions – the Diagnosis\u003c\/p\u003e \u003cp\u003ePart I: The doctor\/patient relationship 129\u003c\/p\u003e \u003cp\u003ePart II: The fallacy of open and closed questions 135\u003c\/p\u003e \u003cp\u003ePart III: Clarity using Problem Maps™ 138\u003c\/p\u003e \u003cp\u003ePart IV: Problems and solutions are not enough 145\u003c\/p\u003e \u003cp\u003e13 When It’s Time to Talk 155\u003c\/p\u003e \u003cp\u003e14 Objections and Concerns 165\u003c\/p\u003e \u003cp\u003e15 Traditionally It’s Called Closing 175\u003c\/p\u003e \u003cp\u003e16 Following Up – Continuing the Relationship 185\u003c\/p\u003e \u003cp\u003eEpilogue 191\u003c\/p\u003e \u003cp\u003eIndex 195\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Capstone","offers":[{"title":"Brand New","offer_id":52472120377624,"sku":"9781841127781","price":10.46,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9781841127781.jpg?v=1785717723","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/sales-therapy-effective-selling-for-the-small-business-owner-paperback-softback-9781841127781","provider":"Freshly Printed Books","version":"1.0","type":"link"}