Sales Genius

by Buzan, Tony; Israel, Richard; Fuller, Dru; Fuller, Dru

• ISBN13: 9780566082092
• ISBN10: 0566082098
• Format: Paperback
• Copyright: 2000-01-01
• Publisher: Gower Pub Co

Summary

With the help of this book, anyone can become a 'Sales Genius'. The material is based on the acclaimed book by Tony Buzan and Richard Israel, Brain Sell, which showed how to apply modern research on brain functioning to the practice of selling.The authors describe the 12 traits that characterize the true sales professional - and the 12 different 'intelligences' that they deploy. An extensive self-assessment test highlights those areas that may need further development and ensures that you derive the maximum benefit from the exercises in the book. A knowledge of the 'pain/pleasure principle' of motivation will enable you to understand what prompts people to buy. And with the 'complete picture' method, you can develop compelling sales presentations.At the heart of the text is the Sales Genius Diary, a 100-day programme of activities based on the 12-traits approach. By the end of that time all 12 will have become an integral part of your business and personal life, providing the basis for a sustained improvement in performance. A master class in selling.

Table of Contents

How to use this book

What Makes a Sales Genius?

Portrait of a sales genius

The 12 traits of a sales genius

Your brain

Sales intelligences

What Makes a Successful Sale?

Away from pain and towards pleasure

Complete picture selling

The pull

The Sales Genius Diary

Introduction

12 sales intelligences activities

Observation Diary

The 12 Sales Genius Traits

Index of activities

Summary of Sales Genius learning points

Resources

Index

Table of Contents provided by Publisher. All Rights Reserved.