Publisher's Synopsis
"The first thing prospects buy is the salesperson. The first sale made is you." Jeffrey Gitomer
It's no longer "Buyer beware!" It's "Seller beware!" Why? Today, the buyer has the advantage over the seller. Most often, they are holding it in their hand. It's a smart phone. They can learn everything about your product before they meet you. They can compare features and prices instantly. The major advantage you do still have is: YOU! IF they like you. IF they trust you. IF they feel you want to help them.
This book is filled with 30 short, 3 page chapters providing unique insights that will insure your advantage, not over the buyer, but over your competition: those who are selling what you're selling. It will help you sell yourself.
Chapter preview:
Ch.1: THE FOUNDATION OF SELLING
Ch.2: SELLER BEWARE
Ch.3: WORD OF MOUTH
Ch.4: WHO'S BUYING YOU?
Ch.5: WHY SHOULD I BUY FROM YOU?
Ch.6: ARE YOU TRUSTWORTHY?
Ch.7: DO YOUR HOMEWORK
Ch.8: LEVERAGE YOUR CHARACTER
Ch.9: WHAT'S YOUR MOTIVE?
Ch.10: DON'T BE A SALESPUPPET
Ch.11: EMOTIONS RULE
Ch.12: THINK SHORT TERM
Ch.13: THINK LONG TERM
Ch.14: AUTHENTICITY SELLS
Ch.15: TRUTH SELLS
Ch.16: TRANSPARENCY SELLS
Ch.17: INTEGRITY SELLS
Ch.18: GRATITUDE SELLS
Ch.19: CONNECTION SELLS
Ch.20: PRINCIPLES SELL
Ch.21: RAPPORT SELLS
Ch.22: HELPING SELLS
Ch.23: RELATIONSHIPS SELL
Ch.24: UNDERSTANDING SELLS
Ch.25: SUPPORTING SELLS
Ch.26: ATTITUDE SELLS
Ch.27: RESPONSIBILITY SELLS
Ch.28: NETWORKING SELLS
Ch.29: WHAT IF THEY DON'T BUY?
Ch.30: SOLD!
