From a leading psychologist and expert on workplace communication comes a whole new approach to selling which will revolutionise the industry. GENDERSELL is the first and only book offering specific techniques to help salespeople increase their success, and profits, when selling to the opposite sex.
From a leading psychologist and expert on workplace communication comes a whole new approach to selling which will revolutionise the industry. GENDERSELL is the first and only book offering specific techniques to help salespeople increase their success, and profits, when selling to the opposite sex.
Judith C. Tingley, a psychologist and expert on workplace communication, has worked with a broad spectrum of clients, including BMW, Merrill Lynch, Intel, and Motorola. The author of Genderflex and Say What You Mean, Get What You Want, Tingley lives in Phoenix, Arizona, and can be reached on the Web at www.gendersell.com.
Inhaltsangabe
Contents Acknowledgements Introduction: It's Time to Raise the Bar for Sales Skills Chapter 1. Customizing for Consumer Gender Chapter 2. Adapting to Difference Chapter 3. Men Influencing Women Chapter 4. Women Influencing Men Chapter 5. Establishing Rapport: Cold and Steely Versus Warm and Fuzzy Chapter 6. Building and Bonding the Customer Connection Chapter 7. Finding a Fit -- the Needs Assessment by Gender Chapter 8. The Presentation Dance -- Everybody Does It Differently Chapter 9. Hard Sell or Soft Close? Chapter 10. Selling to Couples: Navigating the Battlefields Epilogue: Gendersell Success Bibliography Index
Contents Acknowledgements Introduction: It's Time to Raise the Bar for Sales Skills Chapter 1. Customizing for Consumer Gender Chapter 2. Adapting to Difference Chapter 3. Men Influencing Women Chapter 4. Women Influencing Men Chapter 5. Establishing Rapport: Cold and Steely Versus Warm and Fuzzy Chapter 6. Building and Bonding the Customer Connection Chapter 7. Finding a Fit -- the Needs Assessment by Gender Chapter 8. The Presentation Dance -- Everybody Does It Differently Chapter 9. Hard Sell or Soft Close? Chapter 10. Selling to Couples: Navigating the Battlefields Epilogue: Gendersell Success Bibliography Index
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