Salespeople Don’t Lie

图书简介

Sales malpractice accounts for huge losses in businesses worldwide. The way to bring attention to this malaise is to ensure that salespeople worldwide understand the damage this malpractice causes. This book is a mission to spread the word on how sales can be a profession that does good for customers and adds value to their lives. A salesperson can be someone who does good for the society and to every individual who needs help in making the right decision about a product they wish to purchase. One of the basic tenets of a sales team that meets customers face-to-face is that sales grow as the relationship grows between the customer and the salesperson. Trust is the principal ingredient that keeps relationships going. When a salesperson lies, it is an assault on the very core of the relationship. Truth and transparency while hard to choose, is less painful in the long run. The book advocates using a professional sales system that facilitates sales successes in an easy and legitimate way. A robust sales system not only helps in achieving sales targets but has an overall impact on the motivation of the sales team, thereby curtailing attrition. When you don’t fear sales, you never have to lie.

Foreword \\ Preface \\ How did Salespeople Come to be? \\ The Door-to-Door Salesperson \\ The Used Car Salesperson \\ Sell Like Hell \\ The Dowry Totem Pole \\ Ours Not to Reason Why \\ Pirates of Sales: The Story of Medical Reps \\ More Pirates of Sales: Dumping Sales \\ Even More Pirates of Sales \\ Still More Pirates of Sales \\ The Heroes of Sales \\ Why Do Salespeople Lie? \\ To Be a Professional Salesperson \\ Who Teaches Whom to Sell? \\ The Sins of Our Forefathers \\ Understanding the Nature of a Sale \\ Sales is Relationship at Work \\ The Lonely Salesperson \\ Company Maketh the Man \\ The Devil Made Me Do It \\ When All Hell Breaks Loose \\ For Whom the Bell Tolls \\ Either You Don’t Know, or You Are Lying \\ Tainted by the Company One Keeps \\ Sales Malpractice \\ A Sales System, Really? \\ The Power of Discipline \\ What’s Worth Doing Is Worth Doing Well \\ Freedom from Avoidable Worry \\ Motivation: A Bath Needed Daily \\ Principles of Professional Selling \\ Sales Teams and Unique Contributions \\ Know What to Pitch \\ Breaking Trust \\ Dr No \\ The Joy of Professional Selling \\ Balcony View of Sales \\ Evolving Into a Sales Professional \\ Being in the Customer’s Shoes \\ The Salesperson as a Servant \\ Handling Objection and Irate Customers \\ Always Diagnose Before You Prescribe \\ Meeting the Purchaser’s Needs \\ Sales Functional Needs and Personal Aspirations \\ Pitching It for Impact \\ The Professional Salesperson \\ Develop Your Team \\ Creating a Resident Faculty \\ Too Proud to Lie \\ Epilogue

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Salespeople Don’t Lie 销售人员不说谎 政治经济学

Salespeople Don’t Lie

销售人员不说谎
政治经济学