Download The Six-Hat Salesperson: A Dynamic Approach for Producing by Dave Kahle PDF

By Dave Kahle

It is a six-point method of a perennial topic: the way to be a greater shop clerk. It makes use of the metaphor of "wearing hats" to provide an explanation for how salespeople can undertake varied roles for the numerous varied promoting events they might locate themselves in, within the more and more splintered enterprise global. there's details on how one can make the simplest use of every of the hats, and those are: astute planner; relied on good friend; powerful advisor; skilful influencer; adept human source supervisor; and grasp learner.

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Extra resources for The Six-Hat Salesperson: A Dynamic Approach for Producing Top Results in Every Selling Situation

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Yet my wife, Coleen, is certainly one of the best parts of my life. I met and developed a relationship with her as a result of taking a risk and attending a Parents without Partners meeting. It was the princi- Page 17 ple, It's a good idea to associate with people in the same situation as yourself, that drove me to seek out a support group and that led to my meeting her. Our daughter, Kelly, is certainly one of the best parts of our lives. Yet we did not set out to adopt an infant. Rather we followed the principle, It's more blessed to give than to receive, became foster parents, and eventually opened our home to a child who later became a permanent addition to the family.

2. Working with one category at a time, brainstorm a list of all the pieces of information you'd like to have within that category. 3. Develop a system and some tools to help you collect that information. 4. Store it efficiently. 5. Use it regularly. Step 1. Start by listing the kinds of information you think will be most useful to you. Think about your job and determine what kinds or categories of information you'd like to have to help you deal effectively with your customers. Here's a partial list that would fit most salespeople: Information about your customers and prospects.

It provides some of the energy to move us to sales success. But it can also be a major obstacle.  . aim" pattern. This kind of unfocused activity is a casualty of the Information Age. As a Six-Hat Salesperson, you understand that to be effective you must be focused and thoughtful about everything you do. Activity without forethought and planning is a needless waste of time and energy. The most important part of your job is the time you spend in front of your prospects and customers. Of all the different parts of your job, there is nothing more important to think about, nothing more important to plan, than that.

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