Paperback. It has been estimated that 80 per cent of all buying decisions are based on emotion. The key to successful sales is making the right connection with the customer and extracting the right emotional response. Updated and revised, this book sets out a tried and tested technique to achieve this objective by thinking, acting and responding on the basis of emotion. This book should enable readers to dramatically improve their sales performance, and enjoy it at the same time. Areas covered include: motivating people to talk to you; finding out what they really, really need; proposing solutions; addressing concerns; and achieving a genuine win-win close. It is estimated that 80 per cent of all buying decisions are based on emotion. The key to successful sales is making the right connection with the customer and extracting the right emotional response. Updated and revised, this book sets out a tried and tested technique to achieve this objective. Shipping may be from multiple locations in the US or from the UK, depending on stock availability.

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Bibliographic Details

Title: Emotional Selling (Paperback)
Publisher: Management Books 2000 Ltd, Cirencester
Publication Date: 2002
Language: English
ISBN 10: 1852524219
ISBN 13: 9781852524210
Binding: Paperback
Edition: 2nd Edition
Condition: new

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Synopsis

It is estimated that up to 80 per cent of all buying decisions are based on emotion. The key to successful sales is making the right connection with the customer, and extracting the right emotional response. This work sets out a technique to achieve this objective by thinking, acting and responding on the basis of emotion. The book offers to enable readers to improve their sales performance. Areas covered include: motivating people to talk to you; finding out what they really, really need; proposing solutions; addressing concerns; and achieving a genuine, WIN-WIN close.

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