Honesty sells : how to make more money and increase business profits / Steven Gaffney and Colleen Francis.

Format:

Book

Author/Creator:

Gaffney, Steven, 1963-

Contributor:

Francis, Colleen, 1970-

Language:

English

Subjects (All):

Selling--Moral and ethical aspects.

Selling.

Honesty.

Business ethics.

Physical Description:

1 online resource (227 p.)

Edition:

1st ed.

Place of Publication:

Hoboken, N.J. : Wiley, c2009.

Language Note:

English

Summary:

Looking for an edge in today's tough selling market? Honesty Sells challenges you to abandon clichéd sales techniques that rely on manipulation and deceit. Instead, by being honest and open with clients, you will be rewarded with long-term, profitable relationships-at the expense of no one but your competition... PRAISE FOR HONESTY SELLS ""I've been in the field of sales leadership for twenty-four years with a major organization. I've recruited, trained, and developed thousands of salespeople over those years. Where has this book been? It should be a must-read for every new s

Contents:

Top 10 sales hall of shame: when bad sales people go even worse

Honesty: the best policy for closing sales and growing the business

The startling truth about why honest sells

Being honest with yourself

The hidden costs of communication breakdowns

Just the facts: how assumptions impact sales

Be a life giver

Getting the truth from everyone

Referral selling: ensuring honest relationships from the start

The start of your selling relationship: getting started with an honest foot forward

Close more sales by acknowledging your clients

The honest way to close more sales. more often. more quickly

Overcoming objections and questions

Turning a onetime client into a lifetime client

Remember to practice honesty internally

Some final thoughts.

Notes:

Includes index.

Description based on metadata supplied by the publisher and other sources.

ISBN:

1-282-68633-X

9786612686337

0-470-47364-9

1-118-25620-4

0-470-47386-X

OCLC:

609862484