Plain Selling: Selling is Simple But Not Easy

Selling isn't a perfect science. There isn't a 'right' way to sell.David Yule looks at 'Psychological' factors facing buyers, 'Motivational' Factors affecting buyers and how to ethically influence buyers.Practical tools include an easy to follow behaviour model and a 'Decision Influencers' model to appeal to individual buyers. The book starts with the 'Myths' of selling where David blows some popular training concepts. Prepare to be surprised!Selling isn't a perfect science. There isn't a 'right' way to sell.David Yule turns selling on its head. Instead of looking at the sales process he considers the buyers first. How they make decisions, their personality, roles and behaviours. Then and only then can you think about selling.The book is in three sections:•'Psychological' factors facing buyers•‘Motivational' Factors affecting buyers and how to ethically influence buyers.•Practical tools including an easy to follow Behaviour Model and a 'Decision Influencers’ model to appeal to individual buyers. The book starts with the 'Myths' of selling where David challenges some popular training concepts. Prepare to be surprised!Straight talking with examples to show how to maximise your effectiveness selling products and services. The concepts are equally valuable for new and experienced salespeople.

David Yule is a motivational speaker with a world-wide reputation. He has been involved in Sales, Sales Management and Training for over 30 years. He has wide experience in a variety of industries including, Retail Operations, the Financial Sector, the Automotive Industry, Distribution and the Legal Sector. An accomplished speaker David has presented to large groups in the UK on behalf of the Institute of Sales and Marketing and recent speaking contracts have been in Switzerland, Brazil, Australia, New Zealand, Mauritius, Hong Kong, The Caribbean, Poland, Romania, Portugal, Kuwait and Dubai. David qualified with a BSc in Psychology. He also qualified as an Associate of the Chartered Insurance Institute and is a Fellow of the Institute of Sales and Marketing Management. He is an avid reader of business books particularly those focussing on buying patterns and increasing sales. David's first book 'Emotional Selling' was followed by 'Practical Selling' which focuses on 87 practical tips for increasing turnover and profit. 'Ditch the Discounts' is designed to help CEO's to build a company that can avoid discounting despite the competition. 'Plain Selling' is a no-nonsense guide to selling from a buyer's perspective. David has developed and delivered training courses, which are based on the psychological needs of buyers and the buying process. His motivational courses helps delegates to learn in a way that gives maximum impact. He has also developed an assessment tool to assist in recruiting and training salespeople. The basis of the tool shows that the conventional approach to sales training is flawed. It normally comes from a belief that there is a correct way to sell and if the correct process is followed more sales will result. The Selling Style Assessment Tool shows there are many ways to sell and being better using your own style is more successful than learning someone else's style. There are a few words that typify David's approach; 'there is nothing common about common sense' and 'the obvious isn't always apparent'.