Publisher's Synopsis
In the twenty-first century of selling, salespeople need more than a litany of features and benefits along with a few closing techniques in attaining uncommon success. Salespeople need fresh sophisticated skills because today's buyers are sophisticated and shop in a ferociously competitive marketplace, a market where an avalanche of products and services continue to blitz buyers. Along with this accelerated information stream, exacerbated by our modern fast-paced society, buyers gravitate toward simpler, time saving ways when making buying decisions. Salespeople can exploit this tendency... so when buyers do make decisions, they are biased in your favor. That is what this book is about. The latest psychological research in how people make decisions supports the information contained in this book. This research throws an interesting and surprising light on what was previously accepted. When used in concert with each other, the cutting-edge concepts and techniques construct a compelling synergy to influence buyers; creating a powerful edge in achieving uncommon sales success. Finally, the philosophy contained in this book takes into account the balance between a salesperson's personal and professional life. This is of paramount importance toward a skilled sales expert's continued overall successful achievement.
