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Authenticity: The Head, Heart, and Soul of Selling
Most sales training focuses on getting to know the product, analyzing the market, and identifying the competition, but there is more to sales success than that. Successful selling takes three types of
• The knowing the product, the industry, and the competition
• The applying the knowledge, enhancing social interaction, developing relationships, and dealing with emotional ups and downs
• The understanding the customer’s purpose, intention, values, inner belief boundaries, and self-value
Emotional factors are powerful contributors to sales success. In this book, you will go beyond the what to the how and why, and learn whole-being selling—selling that utilizes the head, heart, and soul and brings mental, emotional, and spiritual forces together.
in Authenticity , sales expert Ron Willingham shares new discoveries about the deeper causes of sales success or failure, and offers a step-by-step guide
• Develop stronger client relationships through enhanced social skills
• Increase the value you bring to customers (and feel more worthy of success and compensation)
• Boost sales by learning and applying the fundamentals of client-focused selling
• The knowing the product, the industry, and the competition
• The applying the knowledge, enhancing social interaction, developing relationships, and dealing with emotional ups and downs
• The understanding the customer’s purpose, intention, values, inner belief boundaries, and self-value
Emotional factors are powerful contributors to sales success. In this book, you will go beyond the what to the how and why, and learn whole-being selling—selling that utilizes the head, heart, and soul and brings mental, emotional, and spiritual forces together.
in Authenticity , sales expert Ron Willingham shares new discoveries about the deeper causes of sales success or failure, and offers a step-by-step guide
• Develop stronger client relationships through enhanced social skills
• Increase the value you bring to customers (and feel more worthy of success and compensation)
• Boost sales by learning and applying the fundamentals of client-focused selling
336 pages, Hardcover
First published May 6, 2014
11 people are currently reading
29 people want to read
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April 4, 2016
Notes:
Use a client focused sales system.
Your purpose is to help people. Understand their needs, create the most value for them, and compensation will be generated for the value created.
Create a focus statement starting with "I help people enjoy..." Ex: I help organizations enjoy greater efficiency by providing them with state-of-the-art software for their accounts receivable
When talking with prospects, start with question about how they have been successful. Ex: what are some things that helped you get to where you are today?
Resist offering your opinion unless they're asked for. When things clients say things that remind you of your own experiences, and you're tempted to jump in and tell your story... Don't.
Initial email shouldn't be transaction focused - explaining features, benefits and price. Listen to needs. Repeat purpose statement. "I help organizations..."I wouldn't know whether I have the best solution for you until I understand more about your wants or needs. Do you mind if I ask a few questions to see if I might be able to help you?"
You demonstrate your professionalism when your intent, words, and actions say: "My purpose is to get sufficient information that helps me understand your wants or needs to see if I have solutions that help you get what you want."
Four dominant buying motives:
1. Pride - pride of ownership
2. Profit - to increase, gain, save, earn
3. Pleasure - enjoyment, entertainment, fun, social activity
4. Peace - peace of mind; freedom from worry, risk, or problems
Correlate with 4 personality types, respectively: Socializer, Achiever, Controller, Conformer
When mentioning a feature, follow it with "Here's how this will help you"
Your price is important only after people have agreed that your product or service will give them the benefits they want.
Use a client focused sales system.
Your purpose is to help people. Understand their needs, create the most value for them, and compensation will be generated for the value created.
Create a focus statement starting with "I help people enjoy..." Ex: I help organizations enjoy greater efficiency by providing them with state-of-the-art software for their accounts receivable
When talking with prospects, start with question about how they have been successful. Ex: what are some things that helped you get to where you are today?
Resist offering your opinion unless they're asked for. When things clients say things that remind you of your own experiences, and you're tempted to jump in and tell your story... Don't.
Initial email shouldn't be transaction focused - explaining features, benefits and price. Listen to needs. Repeat purpose statement. "I help organizations..."I wouldn't know whether I have the best solution for you until I understand more about your wants or needs. Do you mind if I ask a few questions to see if I might be able to help you?"
You demonstrate your professionalism when your intent, words, and actions say: "My purpose is to get sufficient information that helps me understand your wants or needs to see if I have solutions that help you get what you want."
Four dominant buying motives:
1. Pride - pride of ownership
2. Profit - to increase, gain, save, earn
3. Pleasure - enjoyment, entertainment, fun, social activity
4. Peace - peace of mind; freedom from worry, risk, or problems
Correlate with 4 personality types, respectively: Socializer, Achiever, Controller, Conformer
When mentioning a feature, follow it with "Here's how this will help you"
Your price is important only after people have agreed that your product or service will give them the benefits they want.
June 1, 2021
Not my typical genre. It had some helpful tips but sounded a little dated. I couldn't get the website resources mentioned to work.
Displaying 1 - 2 of 2 reviews