{"product_id":"2940170376704","title":"Authenticity: The Head, Heart, and Soul of Selling (Abridged)","description":"\u003cp\u003eMost sales training focuses on getting to know the product, analyzing the market, and identifying the competition, but there is more to sales success than that. Successful selling takes three types of preparation:\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eThe what: knowing the product, the industry, and the competition\u003c\/li\u003e\n\u003cli\u003eThe how: applying the knowledge, enhancing social interaction, developing relationships, and dealing with emotional ups and downs\u003c\/li\u003e\n\u003cli\u003eThe why: understanding the customer's purpose, intention, values, inner belief boundaries, and self-value\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003e Emotional factors are powerful contributors to sales success. In this book, you will go beyond the what to the how and why, and learn whole-being selling-selling that utilizes the head, heart, and soul and brings mental, emotional, and spiritual forces together. Sales expert Ron Willingham shares new discoveries about the deeper causes of sales success or failure, and offers a step-by-step guide to:\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eDevelop stronger client relationships through enhanced social skills\u003c\/li\u003e\n\u003cli\u003eIncrease the value you bring to customers (and feel more worthy of success and compensation)\u003c\/li\u003e\n\u003cli\u003eBoost sales by learning and applying the fundamentals of client-focused selling\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"Instructional Systems [Aubrey J. Kline (aka Jim Kline dba Instructional Systems)]","offers":[{"title":"Default Title","offer_id":47102417699056,"sku":"2940170376704","price":29.98,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/2940170376704_p0.jpg?v=1763708673","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/2940170376704","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}