Honesty Sells: How To Make More Money and Increase Business Profits

Honesty Sells: How To Make More Money and Increase Business Profits

by Steven Gaffney, Colleen Francis
     
 

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Being in the top ten percent of sales performers today means first letting go of many old stand-by ideas that used to work but now only get between you and the sale. Overly aggressive cold calling, too-polished presentations and corporate brochures, and insincere closing tricks and tactics are not just out of date but—nine times out of ten—unsuccessful.

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Overview

Being in the top ten percent of sales performers today means first letting go of many old stand-by ideas that used to work but now only get between you and the sale. Overly aggressive cold calling, too-polished presentations and corporate brochures, and insincere closing tricks and tactics are not just out of date but—nine times out of ten—unsuccessful. That's what makes Honesty Sells different. This method doesn't rely on old tricks, gimmicks, or mind games. Instead, it shows you how to create immediate and lasting increases in your sales by selling yourself and your products, openly and honestly.

Has a prospect ever told you they'd do one thing only to do the exact opposite? Have you lost business because a prospect never bothered to respond to your offer? Have your clients ever abandoned you for your competition without any explanation? Honesty Sells gives you the proven strategies to reduce lost sales, stop clients from defecting to the competition, and increase your profits with those clients in whom you've already invested time and effort.

You won't find short-term tactics or manipulative strategies here. Instead, you'll find an effective, real-world model for building open, honest, and long-lasting relationships with your clients—the kind of relationships that can withstand the lure of lower prices and slick competitors and lead to increased leads, sales, repeat business, and long-term profits. Sure, building these client relationships takes effort, but top sales professionals know that the payoff is well worth the cost.

Honesty Sells uses examples from real salespeople and real clients to show you how to:

  • Use the fine line between persistence and stalking to achieve an instant eighty percent increase in call-back ratios
  • Increase your average order size by up to fifty percent
  • Multiply profits up to fifteen times by increasing repeat sales
  • Prevent communication breakdowns even with your most difficult clients
  • Increase client responsiveness and close the door on your competitors
  • Reduce the length of sales cycles by up to thirty percent
  • Disarm and turn around client objections quickly and effectively

Today's savvy customers are too smart to fall for cheap sales tricks. Instead, they want trusted, long-term, value-based relationships with their suppliers that ensure consistent profit for all parties. Give them that and you'll keep your clients for life . . . honestly!

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Editorial Reviews

From the Publisher
'The book has methods that do not rely on old tricks, gimmicks or mind games. Instead, it shows you how to create immediate and lasting increases in your sales by selling yourself and your products, openly and honestly.? (Banana Q Business Buzz , October 2009)

Product Details

ISBN-13:
9780470411537
Publisher:
Wiley
Publication date:
05/26/2009
Pages:
224
Product dimensions:
6.20(w) x 9.10(h) x 0.90(d)

What People are saying about this

From the Publisher
'The book has methods that do not rely on old tricks, gimmicks or mind games. Instead, it shows you how to create immediate and lasting increases in your sales by selling yourself and your products, openly and honestly.? (Banana Q Business Buzz , October 2009)

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