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.
Similar Posts:
- More Sales . Less Time. Surprisingly simple strategies for today’s crazy-busy sellers. Jill Konrath.
- Insight Selling. Surprising Research on what sales winners do differently. Mike Schutz & John Doerr
- Rainmaking Conversations. Influence, persuade and sell in any situation. Mike Schultz & John E. Doer
- What Great Salespeople Do. The science of selling through emotional connection and the power of story. Michael Bosworth & Ben Zoldan
- Buying Facilitation. The new way to sell that influences & expands decisions. Sharon Drew Morgen.
Category: Sales, Sales Efficiency