Should salespeople be strong, determined, manipulative and pushy, or should they learn how NOT to be manipulative and pushy? The "Helping People to Buy" route chooses the latter. It is for those who want to develop 'partnerships' and who enjoy helping others, even if they never see them again - but do want a referral or a testimonial. The book provides modern takes on classic principles of selling, persuasion and negotiating and the psychologies involved, and introduces new cutting edge techniques like Janus Creative Planning(R) and Experiential Profiling, so executives at any level can think about who they and their people are and how to change, grow and evolve. Complementing the 12 Bright and Dark sides of Experiential Profiling, the book contains 37 other behaviour checklists which demand readers are mindful, reflect and think.
Should salespeople be strong, determined, manipulative and pushy, or should they learn how NOT to be manipulative and pushy? The "Helping People to Buy" route chooses the latter. It is for those who want to develop 'partnerships' and who enjoy helping others, even if they never see them again - but do want a referral or a testimonial. The book provides modern takes on classic principles of selling, persuasion and negotiating and the psychologies involved, and introduces new cutting edge techniques like Janus Creative Planning(R) and Experiential Profiling, so executives at any level can think about who they and their people are and how to change, grow and evolve. Complementing the 12 Bright and Dark sides of Experiential Profiling, the book contains 37 other behaviour checklists which demand readers are mindful, reflect and think.
