Honesty Sells How To Make More Money and Increase Business Profits

by Gaffney, Steven; Francis, Colleen

• ISBN13: 9780470411537
• ISBN10: 0470411538
• Edition: 1st
• Format: Hardcover
• Copyright: 2009-05-26
• Publisher: Wiley

Summary

Looking for an edge in today's tough selling market? Honesty Sells challenges you to abandon cliched sales techniques that rely on manipulation and deceit. Instead, by being honest and open with clients, you will be rewarded with long-term, profitable relationshipsat the expense of no one but your competition...PRAISE FOR HONESTY SELLS"I've been in the field of sales leadership for twenty-four years with a major organization. I've recruited, trained, and developed thousands of salespeople over those years. Where has this book been? It should be a must-read for every new salesperson. This is a simple topic that isn't easy to execute day to day. Honesty Sells helps you change your mental map about how to approach business and relationships. Do the right thing....always!"Scott DiGiammarino, Group Vice President, Ameriprise Financial"Honesty Sells has already made a huge impact in my business and it's a keeper. I recommend it for any business CEO trying to maximize and keep their profits."Richard Strauss, President, Strauss Radio Strategies, Inc."Honesty Sells is not just a book for salespeople. As a public relations professional, Gaffney and Francis's solid principles and coaching have helped me to develop and maintain relationships that are key to the success of my business."Avery Mann, Director of Media & Public Relations, FOX TV's America's Most Wanted"Literally thirty minutes after absorbing their sales advice, I was on the phone applying concepts and strategies that enabled me to effectively move forward a deal accounting for 57 percent of my quota for the entire sales quarter. Here's the best part: this was during my first month on the job."Raj Shahani, Yahoo!"Thank you so much for the inspiration. Your selling techniques were just the shot in the arm that this old veteran really needed. I have four new clients in just a week's time! Hip hip hooray!!"Nancy Daniels, Regional Director, HelmsBriscoe"A top-notch sales pro who knows how to make progress in a difficult market. Bad economy. Government sales. Makes no differencethe job gets done."Paul Lemberg, Lemberg and Associates"In addition to the practical and proven tips and techniques, this advice is based on extensive sales research and investigation with respect to what produces results. All the 'out of the box' suggestions are attention-getting but also get results!"Janet Armstrong, Director, Management Consulting, Ajilon Consulting

Author Biography

Steven Gaffney is a speaker, author, and leading expert on honest interpersonal communication, influ-ence, and leadership, as well as President of the Steven Gaffney Company. He is also the author of Just Be Honest and Honesty Works!. Learn more about Steven at www.stevengaffney.com.

Colleen Francis is the founder and President of Engage Selling Solutions. An award-winning sales expert, she helps clients dramatically improve sales results with techniques proven in today's cutthroat sales environment. Learn more about Colleen at www.engageselling.com.

Table of Contents

Acknowledgments	p. xiii
Introduction Another Book on Sales? Why You Need to Read This Book	p. xv
Top 10 Sales Hall of Shame: When Bad Salespeople Go Even Worse	p. 1
Honesty-The Best Policy for Closing Sales and Growing the Business	p. 13
The Startling Truth about Why Honesty Sells	p. 21
Being Honest with Yourself	p. 35
The Hidden Costs of Communication Breakdowns	p. 47
Just the Facts-How Assumptions Impact Sales	p. 55
Be a Life Giver	p. 81
Getting the Truth from Everyone	p. 93
Referral Selling: Ensuring Honest Relationships from the Start	p. 103
The Start of Your Selling Relationship: Getting Started with an Honest Foot Forward	p. 117
Close More Sales by Acknowledging Your Clients	p. 127
The Honest Way to Close More Sales. More Often. More Quickly.	p. 137
Overcoming Objections and Questions	p. 145
Turning a Onetime Client into a Lifetime Client	p. 161
Remember to Practice Honesty Internally	p. 183
Some Final Thoughts	p. 191
About the Authors	p. 195
Index	p. 199
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