By Steven Gaffney
Trying to find an aspect in ultra-modern tricky promoting marketplace? Honesty Sells demanding situations you to desert cliched sales concepts that depend on manipulation and deceit. as a substitute, through being sincere and open with consumers, you may be rewarded with long term, ecocnomic relationships—at the price of not anyone yet your competition...
PRAISE FOR HONESTY SELLS
"I've been within the box of revenues management for 24 years with a big association. i have recruited, proficient, and built millions of salespeople over these years. the place has this e-book been? it may be a must-read for each new shop clerk. it is a basic subject that won't effortless to execute everyday. Honesty Sells is helping you modify your psychological map approximately find out how to procedure enterprise and relationships. Do the suitable thing....always!"
—Scott DiGiammarino, crew vp, Ameriprise Financial
"Honesty Sells has already made a huge effect in my enterprise and it is a keeper. i like to recommend it for any enterprise CEO attempting to maximize and retain their profits."
—Richard Strauss, President, Strauss Radio thoughts, Inc.
"Honesty Sells is not only a e-book for salespeople. As a public relatives expert, Gaffney and Francis's strong ideas and training have helped me to strengthen and hold relationships which are key to the luck of my business."
—Avery Mann, Director of Media & Public family members, FOX TV's America's so much Wanted
"Literally thirty mins after soaking up their revenues recommendation, i used to be at the mobilephone using innovations and techniques that enabled me to successfully movement ahead a deal accounting for fifty seven percentage of my quota for the full revenues sector. here is the simplest half: this used to be in the course of my first month at the job."
—Raj Shahani, Yahoo!
"Thank you lots for the foundation. Your promoting ideas have been simply the shot within the arm that this outdated veteran fairly wanted. i've got 4 new consumers in precisely a week's time! Hip hip hooray!!"
—Nancy Daniels, local Director, HelmsBriscoe
"A top-notch revenues seasoned who is familiar with the best way to make growth in a tough industry. undesirable economic climate. executive revenues. Makes no difference—the task will get done."
—Paul Lemberg, Lemberg and Associates
"In addition to the sensible and confirmed assistance and strategies, this recommendation is predicated on wide revenues study and research with admire to what produces effects. the entire 'out of the field' feedback are attention-getting but in addition get results!"
—Janet Armstrong, Director, administration Consulting, Ajilon ConsultingContent:
Chapter 1 best 10 revenues corridor of disgrace: whilst undesirable Salespeople move Even Worse (pages 1–12):
Chapter 2 Honesty—The top coverage for last revenues and becoming the company (pages 13–20):
Chapter three The Startling fact approximately Why Honesty Sells (pages 21–33):
Chapter four Being sincere with your self (pages 35–46):
Chapter five The Hidden charges of conversation Breakdowns (pages 47–53):
Chapter 6 simply the Facts—How Assumptions impression revenues (pages 55–80):
Chapter 7 Be a lifestyles Giver (pages 81–91):
Chapter eight Getting the reality from everybody (pages 93–102):
Chapter nine Referral promoting: making sure sincere Relationships from the beginning (pages 103–116):
Chapter 10 the beginning of Your promoting dating: Getting begun with a good Foot ahead (pages 117–125):
Chapter eleven shut extra revenues by means of Acknowledging Your consumers (pages 127–135):
Chapter 12 The sincere approach to shut extra revenues. extra usually. extra quick. (pages 137–144):
Chapter thirteen Overcoming Objections and Questions (pages 145–160):
Chapter 14 Turning a Onetime buyer right into a Lifetime purchaser (pages 161–181):
Chapter 15 be sure to perform Honesty Internally (pages 183–190):
Chapter sixteen a few ultimate recommendations (pages 191–194):
Read or Download Honesty Sells: How to Make More Money and Increase Business Profits PDF
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Additional resources for Honesty Sells: How to Make More Money and Increase Business Profits
Sample text
Or repent in a hurry. Assuming That Clients Will Think You Are Being Honest with Them Even if you have a mantel full of awards at home that say, ‘‘The Most Honest Salesperson Ever,’’ you have to constantly prove your honesty and trustworthiness to people you meet. Treating Prospecting as Something You’ll Outgrow Eventually 39 Sadly, it is a human characteristic that people tend to remember and talk more often about the negative experiences they’ve had than they do about the positive ones. Consider a bad experience you might have had in the past with a dishonest salesperson.
Do all your baby boomer clients make decisions the same way? Of course not. If we judge people by their titles or a characteristic and talk to them accordingly, we most likely won’t get the results we’re looking for. Besides, who has time for all that personality profiling and categorizing when there are sales to close? A two-way, open, honest conversation with all clients will enable us to discover what our buyers really want and need. These courses and seminars are not all bad. They can be helpful if they cause us to think more deeply about how to meet individual needs and how to best communicate with others.
It’s a valid and important part of human thought processes. The trouble with assumptions—arriving at conclusions based on what we think we know—arises when we don’t check them against verifiable facts. In business and sales, this can present a significant problem in the way we interact and communicate with clients and potential clients. Righteousness is toxic to sales. Have you ever met someone who thinks he’s always right? Or a salesperson who acts like she knows you? This is just one reason why understanding we could be wrong is so valuable.