Authenticity: The Head, Heart, and Soul of Selling (Abridged)

Most sales training focuses on getting to know the product, analyzing the market, and identifying the competition, but there is more to sales success than that. Successful selling takes three types of preparation:

¿ The what: knowing the product, the industry, and the competition
¿ The how: applying the knowledge, enhancing social interaction, developing relationships, and dealing with emotional ups and downs
¿ The why: understanding the customer's purpose, intention, values, inner belief boun...