You're Working Too Hard to Make the Sale!: More than 100 Insider Tools to Sell Faster and Easier! - Bill T. Brooks - Hardcover

Every salesperson must make the sale''--but chatting, networking, even listening to a customer's needs'' will only get them so far. What really spells success in sales is the salesperson's ability to determine the customer's true wants''--and appeal to those wants directly. Armed with feedback from hundreds of decision-makers, buyers, and end-users at various corporations, authors Brooks and Travisano show how customers almost always make a partly emotional buying decision and demonstrate how to: identify the hidden buying motivation'' defined by a customer's wants; use words, phrases, and techniques that work most effectively to uncover customers wants; create a perception in the customer's mind that is favorable--instead of relying on facts and stats.Brooks, William T. is the author of 'You're Working Too Hard to Make the Sale!: More than 100 Insider Tools to Sell Faster and Easier! - Bill T. Brooks - Hardcover' with ISBN 9780786303953 and ISBN 0786303956.