Empathy selling : the powerful new sales technique for the 1990s / Christopher C. Golis.
By: Golis, Christopher C
.
Material type: 
BookPublisher: London : Kogan Page, 1992Description: viii, 143 p. : ill. ; 23 cm.ISBN: 074940888X; 074940969X.Subject(s): SellingDDC classification: 658.85 | Item type | Current library | Call number | Copy number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|---|
| General Lending | MTU Bishopstown Library Lending | 658.85 (Browse shelf(Opens below)) | 1 | Available | 00016715 |
Enhanced descriptions from Syndetics:
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.
Includes bibliographical references (page 136) and index.
Part 1: What is empathy selling? -- Introduction -- The seven basic desires -- Part 2: The seven stereotypes -- The mover -- The ditherer -- The artist -- The politician -- The engineer -- The hustler -- The normal -- Part 3: Empathy selling -- Using the technique -- Analysing the prospect -- Adapting the proposal -- Handling objections -- Closing techniques -- Part 4: Fine-tuning your technique -- Personality combinations -- Analysing yourself -- A quick personality checklist.