Soft Sell: The New Art of Selling, Self-Empowerment and Persuasion (Soft Sell: Use the New Art of Selling to Create Opportunities & Close More Sales)

455 Pages·1998·2.08 MB·English

by  Tim Connor

Soft Sell : The New Art of Selling, Self-
title:
empowerment, and Persuasion
author: Connor, Tim.
publisher: Sourcebooks, Inc.-inactive
isbn10 | asin: 1570713936
print isbn13: 9781570713934
ebook isbn13: 9780585300146
language: English
subject Selling, Sales management.
publication date: 1998
lcc: HF5438.25.C655 1998eb
ddc: 658.85
subject: Selling, Sales management.
Page i
Soft Sell
3rd Edition
Tim Connor, CSP
Page ii
Copyright © 1998 by Tim Connor, CSP
Cover Copyright © 1998 by Sourcebooks, Inc.
Cover Design by Scott Theisen, Sourcebooks, Inc.
All rights reserved. No part of this book may be reproduced in any
form or by any electronic or mechanical means including information
storage and retrieval systemsexcept in the case of brief quotations
embodied in critical articles or reviewswithout permission in writing
from its publisher, Sourcebooks.
This publication is designed to provide accurate and authoritative in
regard to the subject matter covered. It is sold with the understanding
that the publisher is not engaged in rendering legal, accounting, or
other professional service. If legal advice or other expert assistance is
required, the services of a competent professional person should be
sought.
From a Declaration of Principals Jointly Adopted by a committee of
the American Bar
Association and a Committee of Publishers and Associations.
Published by Sourcebooks, Inc. P.O. Box 372, Naperville, Illinois
60566
[phone] FAX: [phone]
Library of Congress Cataloging-in-Publication Data
Connor, Tim
Soft sell: the new art of selling, self empowerment,
and persuasion/Tim Connor. 3rd ed.
p. cm.
Includes index.
ISBN 1-57071-393-6 (alk. paper)
1. Selling 2. Sales Management I. Title
HF5438.25.C655 1998
658.85dc21 98-7187
CIP
Printed and bound in the United States of America
10 9 8 7 6 5 4 3 2
Page iii
In memory of all the great speakers and trainers who have passed on.
Page v
Table of Contents
Foreword vii
Chapter 1Selling as an Opportunity 1
Chapter 2Controlling Your Attitudes 27
Chapter 3Prospecting 87
Chapter 4The Sales Interview 145
Page vi
Chapter 5Handling Objections 177
Chapter 6Closing the Sale 199
Chapter 7Maintaining Sales Records 221
Chapter 8After-Sales Service 231
Page vii
Foreword
If this book is to have any lasting meaning for you as you travel life's
journey, you must recognize one underlying fact: Life involves
constant changeyou must change and grow daily, weekly, yearly. If
you refuse to grow, you will dieif not physically, then emotionally.
The purpose of this book is to help you change, help you grow and
help you find peace, contentment and success as you change.
The Thirteen Virtues
Ben Franklin at one time had an intolerable personality. He practiced
the following 13 virtues and through them developed one of the
outstanding personalities of all time. Memorize them, practice them
and you also will have a personality worthy of emulation.
1. Temperance: Eat not to dullness. Drink not to elevation.
2. Silence: Speak not but what may benefit others or yourself. Avoid
trifling conversation.
3. Order: Let all your things have their places. Let each part of your
business have its time.
Page viii
4. Resolution: Resolve to perform what you ought. Perform without
fail what you resolve.
5. Frugality: Make not expense but to do good to others or yourself;
i.e., waste nothing.
6. Industry: Lose no time. Be always employed in something useful.
Cut off all unnecessary actions.
7. Sincerity: Use no hurtful deceit. Think innocently and justly; if you
speak, speak accordingly.
8. Justice: Wrong none by doing injuries or omitting the benefits that
are your duty.
9. Moderation: Avoid extremes. Forbear resenting injuries so much as
you think they deserve.
10. Cleanliness: Tolerate no uncleanliness in body, clothes or
habitation.
11. Tranquility: Be not disturbed at trifles or at accidents common or
unavoidable.
12. Chastity: Rarely use venery but for health or offspringnever to
dullness, weakness or the injury of your own or another's peace or
reputation.
13. Humility: Imitate Jesus and Socrates. Let no pleasure tempt thee,
no profit allure thee, no ambition corrupt thee, no example sway thee,
no persuasion move thee, to do anything which thou knowest to be
evil; so shalt thou always live jollily; for a good conscience is a
continual Christmas.