You're Working Too Hard to Make the Sale by Thomas M. Travisano, William T. Brooks 1995, Hardcover, Illustrated: items on eBay.com

Publisher's Note
Every salesperson must ``make the sale''--but chatting, networking, even listening to a customer's ``needs'' will only get them so far. What really spells success in sales is the salesperson's ability to determine the customer's true ``wants''--and appeal to those wants directly. Armed with feedback from hundreds of decision-makers, buyers, and end-users at various corporations, authors Brooks and Travisano show how customers almost always make a partly emotional buying decision and demonstrate how to: identify the ``hidden buying motivation'' defined by a customer's wants; use words, phrases, and techniques that work most effectively to uncover customers wants; create a perception in the customer's mind that is favorable--instead of relying on facts and stats.

You're an expert in your product or service...a skilled presenter...a likable person. And you work hard! So why is it still so difficult to make your numbers? Surprise - you may be working too hard to make the sale. As unbelievable as it sounds, going through all the right motions - establishing rapport, creating interest, finding the need, developing the solution, presenting features and benefits, etc. - can just as easily lose you a sale as win you one. Authors Bill Brooks and Tom Travisano make the case for less run-of-the-mill selling "technique" - and more honesty backed by hard facts and research, as you build relationships with decision makers. After all, what's really being sold is you - as these authors scientifically prove. You're Working Too Hard to Make the Sale is based on the authors' combined 47 years of research into buying motivations and preferences. The results of their study will astound you, shake you up, and turn around your traditional ideas about how to sell. Armed with documented research feedback direct from decision makers, Brooks and Travisano reveal that: . Over 90 percent of decision makers say salespeople "get it wrong" starting from the opening moments of the sales process. Decision makers say fewer than 2 percent of salespeople are truly differentiated...the rest say and do "the same old stuff". Merely identifying Needs will only get you so far. You have to focus on Wants as well. If you're feeling deep down that the way you're selling isn't good enough, you need to read this book. Bill Brooks and Tom Travisano will prove that the first few seconds of every sales interaction hold the key to your career goals; when you lose a sale, it's almost never yourfault; it's almost impossible for decision makers to reject you; and your sales record is amazing, considering how much vital information has been kept from you! Here are the tools for selling faster and easier - from the professionals who discovered them over decades of field research with the people who really, ultimately count in your success: the decision makers.

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