Looking for an edge in today's tough selling market? Honesty Sells challenges you to abandon clichéd sales techniques that rely on manipulation and deceit. Instead, by being honest and open with clients, you will be rewarded with long-term, profitable relationships—at the expense of no one but your competition...
PRAISE FOR HONESTY SELLS
"I've been in the field of sales leadership for twenty-four years with a major organization. I've recruited, trained, and developed thousands of salespeople over those years. Where has this book been? It should be a must-read for every new salesperson. This is a simple topic that isn't easy to execute day to day. Honesty Sells helps you change your mental map about how to approach business and relationships. Do the right thing....always!"
—Scott DiGiammarino, Group Vice President, Ameriprise Financial
"Honesty Sells has already made a huge impact in my business and it's a keeper. I recommend it for any business CEO trying to maximize and keep their profits."
—Richard Strauss, President, Strauss Radio Strategies, Inc.
"Honesty Sells is not just a book for salespeople. As a public relations professional, Gaffney and Francis's solid principles and coaching have helped me to develop and maintain relationships that are key to the success of my business."
—Avery Mann, Director of Media & Public Relations, FOX TV's America's Most Wanted
"Literally thirty minutes after absorbing their sales advice, I was on the phone applying concepts and strategies that enabled me to effectively move forward a deal accounting for 57 percent of my quota for the entire sales quarter. Here's the best part: this was during my first month on the job."
—Raj Shahani, Yahoo!
"Thank you so much for the inspiration. Your selling techniques were just the shot in the arm that this old veteran really needed. I have four new clients in just a week's time! Hip hip hooray!!"
—Nancy Daniels, Regional Director, HelmsBriscoe
"A top-notch sales pro who knows how to make progress in a difficult market. Bad economy. Government sales. Makes no difference—the job gets done."
—Paul Lemberg, Lemberg and Associates
"In addition to the practical and proven tips and techniques, this advice is based on extensive sales research and investigation with respect to what produces results. All the 'out of the box' suggestions are attention-getting but also get results!"
—Janet Armstrong, Director, Management Consulting, Ajilon Consulting
"synopsis" may belong to another edition of this title.
Being in the top ten percent of sales performers today means first letting go of many old stand-by ideas that used to work but now only get between you and the sale. Overly aggressive cold calling, too-polished presentations and corporate brochures, and insincere closing tricks and tactics are not just out of date but—nine times out of ten—unsuccessful. That's what makes Honesty Sells different. This method doesn't rely on old tricks, gimmicks, or mind games. Instead, it shows you how to create immediate and lasting increases in your sales by selling yourself and your products, openly and honestly.
Has a prospect ever told you they'd do one thing only to do the exact opposite? Have you lost business because a prospect never bothered to respond to your offer? Have your clients ever abandoned you for your competition without any explanation? Honesty Sells gives you the proven strategies to reduce lost sales, stop clients from defecting to the competition, and increase your profits with those clients in whom you've already invested time and effort.
You won't find short-term tactics or manipulative strategies here. Instead, you'll find an effective, real-world model for building open, honest, and long-lasting relationships with your clients—the kind of relationships that can withstand the lure of lower prices and slick competitors and lead to increased leads, sales, repeat business, and long-term profits. Sure, building these client relationships takes effort, but top sales professionals know that the payoff is well worth the cost.
Honesty Sells uses examples from real salespeople and real clients to show you how to:
Today's savvy customers are too smart to fall for cheap sales tricks. Instead, they want trusted, long-term, value-based relationships with their suppliers that ensure consistent profit for all parties. Give them that and you'll keep your clients for life . . . honestly!
STEVEN GAFFNEY is a speaker, author, and leading expert on honest interpersonal communication, influ-ence, and leadership, as well as President of the Steven Gaffney Company. He is also the author of Just Be Honest and Honesty Works!. Learn more about Steven at www.stevengaffney.com.
COLLEEN FRANCIS is the founder and President of Engage Selling Solutions. An award-winning sales expert, she helps clients dramatically improve sales results with techniques proven in today's cutthroat sales environment. Learn more about Colleen at www.engageselling.com.
"About this title" may belong to another edition of this title.
Shipping:
FREE
Within U.S.A.
Shipping:
FREE
Within U.S.A.
Seller: SecondSale, Montgomery, IL, U.S.A.
Condition: Good. Item in good condition. Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00045427572
Quantity: 3 available
Seller: Wonder Book, Frederick, MD, U.S.A.
Condition: Very Good. Very Good condition. Like New dust jacket. A copy that may have a few cosmetic defects. May also contain light spine creasing or a few markings such as an owner's name, short gifter's inscription or light stamp. Bundled media such as CDs, DVDs, floppy disks or access codes may not be included. Seller Inventory # Z10I-00635
Quantity: 1 available
Seller: ThriftBooks-Atlanta, AUSTELL, GA, U.S.A.
Hardcover. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less 0.9. Seller Inventory # G0470411538I4N00
Quantity: 1 available
Seller: ThriftBooks-Dallas, Dallas, TX, U.S.A.
Hardcover. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less 0.9. Seller Inventory # G0470411538I4N00
Quantity: 1 available
Seller: Book Deals, Tucson, AZ, U.S.A.
Condition: Very Good. Very Good condition. Shows only minor signs of wear, and very minimal markings inside (if any). 0.8. Seller Inventory # 353-0470411538-vrg
Quantity: 1 available
Seller: Books Unplugged, Amherst, NY, U.S.A.
Condition: New. Buy with confidence! Book is in new, never-used condition 0.8. Seller Inventory # bk0470411538xvz189zvxnew
Quantity: 1 available
Seller: Big Bill's Books, Wimberley, TX, U.S.A.
Hardcover. Condition: new. Brand New Copy. Seller Inventory # BBB_new0470411538
Quantity: 1 available
Seller: Books Unplugged, Amherst, NY, U.S.A.
Condition: Good. Buy with confidence! Book is in good condition with minor wear to the pages, binding, and minor marks within 0.8. Seller Inventory # bk0470411538xvz189zvxgdd
Quantity: 1 available
Seller: Book Deals, Tucson, AZ, U.S.A.
Condition: Fair. Acceptable/Fair condition. Book is worn, but the pages are complete, and the text is legible. Has wear to binding and pages, may be ex-library. 0.8. Seller Inventory # 353-0470411538-acp
Quantity: 1 available
Seller: GoldenWavesOfBooks, Fayetteville, TX, U.S.A.
Hardcover. Condition: new. New. Fast Shipping and good customer service. Seller Inventory # Holz_New_0470411538
Quantity: 1 available