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 preparation: the “what”: knowing the product, the industry and the competition; the “how”: applying the knowledge, enhancing social interaction, developing relationships and dealing with emotional ups and downs; and the “why”: understanding the customer’s purpose, intention, values, inner belief boundaries and self-value. Emotional factors are powerful contributors to sales success. In this book, readers 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. Sales expert Ron Willingham shares new discoveries about the deeper causes of sales success or failure.
Ron Willingham
$25
Prentice Hall Press
May 2014
