Synopses & Reviews
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
The why: understanding the customers purpose, intention, values, inner belief boundaries, and self-value
Emotional factors are powerful contributors to sales success. In this book, you will go beyond the what to the how and why, and learn whole-being sellingselling 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, and offers a step-by-step guide to:
Develop stronger client relationships through enhanced social skills
Increase the value you bring to customers (and feel more worthy of success and compensation)
Boost sales by learning and applying the fundamentals of client-focused selling
“A great read on the art of selling and what it takes to be successful. I highly recommend this book for anyone interested in increasing their success.” —Jerry Colangelo, CEO of USA Basketball and former owner of the Phoenix Suns and Arizona Diamondbacks
“No one knows the heart, head, and soul of selling as well as Ron Willingham. Authenticity is how everyone should approach selling today. I love the book.” —Pat Sullivan, CEO of Contatta, founder of ACT! and SalesLogix, and pioneer of CRM systems
“In an era when trust is so fragile, the professional sales person must be able to sell with both heart and head—demonstrating both vulnerability and competence. A well-balanced combination of EQ and IQ is the formula for success in todays world of sales. Ron Willingham puts theory into practical terms in his latest insightful masterpiece. Read it, study it, and apply it for your successful journey into mega-sales.” —Jeff Hughes, CEO of GAMA International
Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling. In
Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.
Tracy's classic audio program, The Psychology of Selling, is the best-selling sales training program in history and is now available in expanded and updated book format for the first time. Salespeople will learn: "the inner game of selling" how to eliminate the fear of rejection how to build unshakeable self-confidence
Salespeople, says Tracy, must learn to control their thoughts, feelings, and actions to make themselves more effective.
Double and triple your sales-in any market.
The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before.
It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.
About the Author
is the author of 11 books, and more than 20 training courses that have been conducted in 130 nations, with more than 1.5 million graduates. In the early 1980s, his Integrity Selling course was the first to combine client-focused, needs-based selling concepts aimed at creating actual behavior change. He was the first chairperson of the National Speakers Associations Sales Trainers Group. After entering the training and development field in the mid-1960s, he worked with great thinkers in the human potential field including Dr. Maxwell Maltz, author of the bestselling book Psycho-Cybernetics
, and W. Clement Stone, author with Napoleon Hill of Success Through a Positive Mental Attitude.
His unique Authentic Salesperson course, upon which this book is based, was launched in 2011