The New Science of Selling and Persuasion: How Smart Companies and Great Salespeople Sell

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9780471469247: The New Science of Selling and Persuasion: How Smart Companies and Great Salespeople Sell
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One of the world's most sought-after sales training and consultingexperts reveals the strategies smart companies use to sell anythingto anyone
This book takes a new and relevant approach to sales from theperspective of both organizational and individual performance.Based on the author's broad-based personal experience working withover 2,000 sales organizations, it combines organizationalguidelines, sales management strategies, how-to sales tips, andcareer guidance for sales executives, sales managers, andsalespeople alike. Incorporating proprietary research, casestudies, real-world examples, and practical information, this bookwill revolutionize the very way sales organizations sell.
William (Bill) Brooks (Greensboro, NC) is the founder and CEO ofThe Brooks Group, an internationally recognized consulting firmwhose clients have included General Motors, Chase Manhattan, SaraLee, and Microsoft among thousands of others. He delivers more than150 keynote speeches annually to sales organizations.

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From the Inside Flap:

Sales has changed dramatically in the last few decades, yet manyorganizations and many salespeople continue to employ simplisticpractices that no longer work. The New Science of Selling andPersuasion brings sales into the twenty-first century withcarefully researched tactics and strategies that work in the realworld of modern sales.

Backed by facts and figures, author William T. Brooks offershard science that dispels such time-honored myths of sellingas:

Myth #1: Closing is the key to selling.
Truth: Research clearly shows that how you open a sale is moreimportant to customers than how you close it.

Myth #4: Persistence is the key to sales success.
Truth: Badgering bad prospects doesn’t work; concentrating onthe right prospects from the beginning does.

Myth #7: Experienced salespeople don’t need toprospect.
Truth: Prospecting is an art and a science that inevitably leads tomore sales.

Myth #12: Cold calling works.
Truth: Cold calling is the least effective way to find newprospects.

Rather than repeat selling’s time-worn myths, Brookshighlights the underlying principles, consistent patterns,statistical realities, and proven standards that yield predictablesales improvement. There’s no way to guarantee that a customerwill buy anything, but the cutting-edge strategies you’ll findhere are proven to lead to better prospects and more repeatbusiness.

More than just a guide for salespeople, this one-of-a-kind bookhelps business leaders diagnose and correct organizational problemsthat inhibit sales growth. Based on his long experience as asalesperson and sales consultant, Brooks offers cures fororganizational ills in sales management, culture, and hiring, amongother areas. Looking at both organizations and the individuals whocomprise them, he gives both sales managers and salespeople thetools they need to take a critical look at their own salesstrategies and at their organization’s structure.

The old tricks and tactics of the last century no longer workwith today’s savvy, cynical customer. Combining step-by-stepstrategies with organizational guidelines, personal sales tips, andeven career guidance for sales pros, The New Science of Selling andPersuasion presents a practical, relevant, and revolutionaryapproach to sales that works wonders for organizations andindividuals alike.

From the Back Cover:

"Building upon lessons learned for over a quarter century of theoryand practice, Bill Brooks brings to the table the ultimatesynthesis of selling and persuasion techniques. A must-read forserious business executives!"
–Richard Gimmel
President, Atlas Machine & Supply and
President, Industrial Compressor Distributors Association

"This powerful, easy-to-use program by Bill Brooks is theultimate scientific synthesis of sales theory and practice. It isan essential tool for every professional whose pursuit isexcellence in the art of persuasion and the science ofselling."
–Steven Powell
Regional Sales Manager, First Citizens Bank

"Indeed, Bill Brooks has placed in perspective the essentiallessons of a century of business history, and combined thisintelligence with tools for effective professional salesmanagement. The New Science of Selling and Persuasion awaits smartbusiness managers who are seeking the ultimate salessolutions."
–Jack Perry
Senior Vice President, National Sales Development, ManulifeFinancial

"At a time in business history when increased competition,customer demands, and a constantly changing selling terrain arethebaneof all sales executives,Bill Brooks has combined, withremarkable clarity, principles underlying the art of persuasionwith the science of selling. The New Science of Selling andPersuasion will surely empower the executive who plays towin."
–Bob Damstetter
Vice President, Sales, Townsend Engineering Company

"Bill Brooks’s well-researched book is a powerful tool forevery sales force. It should be required reading for salesprofessionals who seek to develop the way of successful selling ina complex, demanding business arena."
–James Canale
CEO, Net2 Technology Group

"Bill Brooks has the uncanny ability to articulate the truth. Iknow his message is correct because it resonates with my ownheretofore unspoken belief structure. Bill has simply andsystematically provided the language that crystallizes thought, theprerequisite to action."
–Mike Pierson
Vice President, Beckwith & Kuffel, Inc.

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Book Description John Wiley and Sons Ltd, United States, 2004. Hardback. Condition: New. 1. Auflage. Language: English. Brand new Book. One of the world's most sought-after sales training and consulting experts reveals the strategies smart companies use to sell anything to anyone This book takes a new and relevant approach to sales from the perspective of both organizational and individual performance. Based on the author's broad-based personal experience working with over 2,000 sales organizations, it combines organizational guidelines, sales management strategies, how-to sales tips, and career guidance for sales executives, sales managers, and salespeople alike. Incorporating proprietary research, case studies, real-world examples, and practical information, this book will revolutionize the very way sales organizations sell. William (Bill) Brooks (Greensboro, NC) is the founder and CEO of The Brooks Group, an internationally recognized consulting firm whose clients have included General Motors, Chase Manhattan, Sara Lee, and Microsoft among thousands of others. He delivers more than 150 keynote speeches annually to sales organizations. Seller Inventory # AAH9780471469247

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