Archive for December 22nd, 2020

Compelling Selling. Simple & profitable tips for effective, efficient sales conversations. Dr. Nancy Zare.

Compelling Selling. Simple & profitable tips for effective, efficient sales conversations. Dr. Nancy Zare. 2020.  The author, a psychologist has analyzed aspects of prospects and salespeople and identified 4 different buying styles and 4 different selling styles. Some of this is very reminiscent of the Social Styles work done a few decades ago. I had applied it to my selling syles and found it useful.  This book goes further by giving more insights into identifying and following up with the different buying styles.  It reflects the more pragmatic demands of today’s business reader. The guides are useful and simple so I suspect most young salespeople will be able to adopt them.  I started out thinking that the book would be a retread of older material but I found new insights from this work.

Category: Sales, Sales Efficiency

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