Dave KurlanISBN: 0759610150;
Mindless Selling is not another book filled with sales methodologies, moves, objection handling techniques, or one-liners. If that?s what you want from a sales book, they are in plentiful supply, easy to locate, and they are all quite wonderful. Mindless Selling looks at many of the reasons that techniques--old and new alike--don?t change results. This book looks at the powerful, hidden weaknesses that get in the way and cause paralysis. Mindless Selling explains why salespeople already know what to do and say but are often unable to execute what they know. Through stories and case histories, the reader will learn exactly what differentiates a sales stud from a sales dud. Not techniques but hidden weaknesses. The reader will learn how, with specific instructions, exercises and additional reading material, to overcome them once and for all. You'll love the stories and especially the rules of the part game, part sport, that will eventually make selling mindless...
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