Empathy selling the powerful new sales technique for the 1990s
The concept of empathy selling is simple and systematic. Instinct is not infallible and the professional salesperson needs a technique that leaves little to chance. This guide shows salespeople how to analyze buyers' personalities, discover hidden intentions, adapt sales techniques to suit diff...
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | Inglés |
| Published: |
London :
Kogan Page
cop. 1992
|
| Subjects: | |
| See on Universidad de Navarra: | https://unika.unav.edu/discovery/fulldisplay?docid=alma991006947269708016&context=L&vid=34UNAV_INST:VU1&search_scope=34UNAV_TODO&tab=34UNAV_TODO&lang=es |
| Summary: | The concept of empathy selling is simple and systematic. Instinct is not infallible and the professional salesperson needs a technique that leaves little to chance. This guide shows salespeople how to analyze buyers' personalities, discover hidden intentions, adapt sales techniques to suit different personalities, close more sales, increase customers and increase customer satisfaction. The author shows that there are simple clues to a customer's personality that allow salespeople to assess the attitudes of the customers. He has identified seven basic stereotypes for buyers: the mover; the ditherer; the artist; the politician; the engineer; the hustler and the normal customer. By analyzing the sales prospect and adapting the pitch, the "empathy salesperson" is better able to handle objections and close the sale successfully. The text contains detailed information on personality analysis and sales techniques, checklists and personality summaries. |
|---|---|
| Physical Description: | viii, 143 p. : il. ; 23 cm |
| Bibliography: | Incluye referencias bibliográficas (p. 136) e índice |
| ISBN: | 9780749408886 9780749409692 |
