Soft Sell

( 2 )

Overview

Everyone sells every day--themselves, their ideas, their products or services. Soft Sell provides a new approach to selling...one that stresses motivation, communication, relationship-building and self-image psychology to power-boost you to personal sales success!

Soft Sell gives you:
--An in-depth, self-analysis questionnaire to get you ...

See more details below
Paperback (4TH)
$19.99
BN.com price
Other sellers (Paperback)
  • All (15) from $1.99   
  • New (4) from $14.66   
  • Used (11) from $1.99   
Sending request ...

Overview

Everyone sells every day--themselves, their ideas, their products or services. Soft Sell provides a new approach to selling...one that stresses motivation, communication, relationship-building and self-image psychology to power-boost you to personal sales success!

Soft Sell gives you:
--An in-depth, self-analysis questionnaire to get you started
--Exercises to expand your possibilities and help rid yourself of imaginary ceilings and self-imposed limitations
--The 20 qualities found in the most successful salespeople--with a scale for you to evaluate and grade yourself
--Simple ways to get out of a sales slump
--17 principles for personal achievement

And Soft Sell explains:
--Sales objections--what they actually mean and how to overcome them
--Attitude--how to really increase your success
--Prospecting--how to discover the prospect's dominant buying motive
--The sales interview--get your prospect to tell you how to sell to him or her
--Service--building customer support and loyalty to increase repeat business

Read More Show Less

Product Details

  • ISBN-13: 9781402201127
  • Publisher: Sourcebooks
  • Publication date: 4/1/2003
  • Edition description: 4TH
  • Edition number: 4
  • Pages: 258
  • Sales rank: 1,514,170
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.67 (d)

Meet the Author

Tim Connor, CSP is the president of the Connor Resource Group Inc. He has been a full-time speaker, trainer and consultant since 1974. He has given over 3,000 presentations worldwide on Sales, Management, Motivation, Customer Service, Managing Change, Team Building and Building Positive Relationships.
He has also facilitated strategic planning retreats and executive management meetings for many of his clients and is a "results oriented" consultant and coach to many business owners, managers and executives.

He is the author of four books including the international bestseller, Soft Sell, now in its 20th printing and a new inspirational classic. He is the author of The Voyage, a Journey of Self-discovery, and numerous custom audio and video learning systems as well as the popular newsletter, Life Balance.

Tim has been a member of the National Speakers Association since 1978, and received his CSP (certified speaking professional) designation from the NSA in 1990. Only 300 members of this international organization of 4,000 members have earned this exceptional designation since 1974.

Read More Show Less

Read an Excerpt

from the Introduction

Whether you've been selling for two days, two months, two years or a lifetime, or are thinking about entering the sales profession, you've had your ups and downs many times over. Commitment in every activity, especially professional selling, is one of the most important ingredients necessary if you are to succeed and be content in your success. The following may seem trite or corny to you but it is a necessary starting point. Take it at face value. What selling means to you and me may not be the same. But now, more than ever, we must face up, speak up and tell the world our story if free enterprise and the competitive marketplace are to survive the rest of this century.

Selling is an opportunity. How did you happen to choose sales? Few people, I'm sure, ever played "salespeople games" as a child. At best, over the years the profession has been tarnished. And by and large, it is not due to a few bad apples, but by almost all of us and our "Let the rest of the profession take care of themselves" attitude. Are you proud of your position and role in the free marketplace? Did you know that the average professional salesperson keeps more than 30 people employed? This is a true opportunity to serve mankind.

Why is professional selling the third highest income group in our country? Certainly not because you failed at everything else and decided to "try sales" as a last resort, and certainly not because it's easy. It's a profession with the potential for high personal income and rewards in which you don't even need a high school diploma. That's opportunity! The success stories in selling come in all shades, sizes, ages and colors. All you need to begin is a recognition of your opportunity to determine your own destiny, a commitment to yourself to succeed, and an almost inhuman capacity for work and failure. Don't expect everyone to either buy from or like you.

Selling is an obligation. If you've made your pledge to success in selling, then you must recognize your obligation to yourself, to your family, your customer, your company and most of all, to your prospect.

You owe it to your prospect to improve his life or business if your product or sevice can provide the means. If it can't you'd better change companies or redefine your prospects. To take your obligation seriously, you must believe in what you have to offer, then exchange it for your prospect's time and dollars. You have then, and only then, fulfilled your obligation to your prospect. He has the right to expect no less from a professional.

You owe it to yourself, for the health of your own self-image, to achieve success with your prospect. Tell me, do you feel as good at the end of five "nos" as you do at the end of five "yeses"? A positive self-image is vital to your success. Achievement provides a positive stimulus.

And you owe it to your company, because without it you don't have a product or service to sell.

Read More Show Less

Table of Contents

Foreword
Chapter 1: Selling as an Opportunity
Chapter 2: Controlling Your Attitudes
Chapter 3: Prospecting
Chapter 4: The Sales Interview
Chapter 5: Handling Objections
Chapter 6: Closing the Sale
Chapter 7: Maintaining Sales Records
Chapter 8: After-Sales Service

Read More Show Less

Customer Reviews

Average Rating 5
( 2 )
Rating Distribution

5 Star

(2)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously
Sort by: Showing all of 2 Customer Reviews
  • Anonymous

    Posted June 21, 2005

    Not the same old sales book

    This book simply makes sense. I have had several 'lightbulb moments' when I learned something new. Not only does it help give sales ideas but the reasons behind WHY we do what we do and how to overcome our limitations. You will want to add it to your library!

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted July 31, 2004

    Critical Sales Resource

    This book is highly recommended for people in MLM or direct sales.<br><br> I can think of no greater resource for a struggling salesperson than this book.<br><br> As CEO of Wealth-Ambition, I had to become a master at telephone sales.<br><br> It is not filled with old cliche's and hackheyed sales phrases, but rather helps you to understand how sales has changed so you'll have greater opportunity.<br><br> The skills in this book have turned my into a master closer and salesperson.<br><br> The greatest benefit is that sales, once you have learned how to do it successfully, is very rewarding and enjoyable.<br><br> Buy this book today!<br><br> Andrew Murray

    Was this review helpful? Yes  No   Report this review
Sort by: Showing all of 2 Customer Reviews

If you find inappropriate content, please report it to Barnes & Noble
Why is this product inappropriate?
Comments (optional)