The Versatile Salesperson: Selling the Way Your Customer Wants to Buy

by Roger Wenschlag, Sharon Skeeter (Editor)

Overview

This guide will help you develop your selling skills and increase sales. Shows how to acquire sales versatility and the ability to develop and maintain profitable, long-term business relationships. Highlights the selling preferences of several "social styles," helps you identify the social style of your buyers—quickly and accurately, and reveals how to adapt your selling behavior to make your buyer more comfortable.

Product Details

ISBN-13:	9780471503798
Publisher:	Wiley
Publication date:	01/16/1991
Edition description:	REPRINT
Pages:	216
Product dimensions:	5.98(w) x 9.13(h) x 0.52(d)

About the Author

Roger Wenschlag and Sharon Skeeter are the authors of The Versatile Salesperson: Selling the Way Your Customer Wants to Buy, published by Wiley.

Table of Contents

Versatility: The Key to Competence in Selling.

Behavior: The Key to Social Styles.

The Analytical: &‘grave;Practical Suggestions Are What I Need.'' TheDriver: &‘grave;Show Me I Can Get Some Bottom-Line Results.'' TheExpressive: &‘grave;I Like Salespeople Who Are Competent, Imaginative.''The Amiable: &‘grave;Show Concern for Me and My Problems.'' Ask-AssertiveBackup Behavior: Flight.

Tell-Assertive Backup Behavior: Fight.

Strategies for Selling to Ask-Assertive Buyers.

Strategies for Selling to Tell-Assertive Buyers.

Versatility: How to Modify Your Style.

Appendix A: Impact on Social Style on Customers.

Appendix B: Social Style Identification.

Appendix C: Strategy for Selling.

Appendix D: Social Style Summary.

Appendix E: Sales Strategy Planning Sheet.

Index.