Full Description

Everyone sells every day--themselves, their ideas, their products or services. Soft Sell provides a new approach to selling...one that stresses motivation, communication, relationship-building and self-image psychology to power-boost you to personal sales success!

Soft Sell gives you:
--An in-depth, self-analysis questionnaire to get you started
--Exercises to expand your possibilities and help rid yourself of imaginary ceilings and self-imposed limitations
--The 20 qualities found in the most successful salespeople--with a scale for you to evaluate and grade yourself
--Simple ways to get out of a sales slump
--17 principles for personal achievement

And Soft Sell explains:
--Sales objections--what they actually mean and how to overcome them
--Attitude--how to really increase your success
--Prospecting--how to discover the prospect's dominant buying motive
--The sales interview--get your prospect to tell you how to sell to him or her
--Service--building customer support and loyalty to increase repeat business

Table of Contents

Foreword
- The Thirteen Virtues

Chapter 1: Selling as an Opportunity
- Introduction
- Why Sales is a Great Profession
- Success is Your Responsibility
- Warning
- Tips on Using This Book to Aid Your Success
- Self-Analysis Questionnaire
- How Am I Doing?
- The Whole Salesperson
- The Millionaire Study
- The Ten Selling Rules
- Sales Strategies of Six-Figure-Income Salespeople

Chapter 2: Controlling Your Attitudes
- Introduction
- Early Conditioning
- Transactional Analysis Approach to Conditioning
- Conditioning and Success
- How to Eliminate Your Self-Imposed Ceiling of Thinking
- The Subconscious
- Success as a Concept
- Defining Success
- Success and Your Habits
- What is a Sales Slump?
- What is Motivation?
- Fear Motivation
- Incentive Motivation
- Why Salespeople Fail
- Important Success Qualities
- The Purpose of Goal-Setting
- Establishing Goals
- Short-term vs. Long-term Goals
- How to Set Goals
- Affirmations and Visualization
- Creating Affirmations
- Inducing a State of Deep Relaxation
- The Truth About Failure
- Criticism - Rejection - Problems
- Time Management

Chapter 3: Prospecting
- How Does the Prospect See You?
- Introduction
- The Concept of Prospecting
- Asking Questions
- Learn How to Listen
- Behavioral Styles
- Sources of Good Prospects
- Centers of Influence

Chapter 4: The Sales Interview
- Introduction
- Are You Guilty?
- The Sales Interview

Chapter 5: Handling Objections
- Introduction
- The Truth Behind Sales Objectives
- There are No Such Things as Sales Objectives, There Are Only Sales Questions
- The Role of Sales Questions
- Types of Questions

Chapter 6: Closing the Sale
- Closing is an Attitude
- Closing is an Art
- Closing Sales or Closing Relationships?
- What is a Closing Philosophy or Attitude?
- The Most Successful Closers are Effective Prospectors
- When and How Often to Close
- Closing as a Concept
- A Closing Plan
- Trial Closing
- A Closing Sequence
- Method of Closing

Chapter 7: Maintaining Sales Records
- Why Keep Records?
- Records and You

Chapter 8: After-Sales Service
- Potential Business
- Going the Extra Mile
- Types of Service
- After-sale Follow-up
- After-sale Problems
- Getting Repeat Business Through Service
- Anything Offered for Sale Needs Selling to Be Sold
- Getting Sales Support

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