| 
Applauded
Across Countries & Professions
"Excellent!
Finally a book that gives you permission to Sell!
Defines selling for the 21st century."
Anthony Parinello, author of Getting to VITO
"George
Dudley and Jeff Tanner have collaborated on a
well-written book...fresh ideas...informative
and insightful."
Robert L. Shook, Bestselling author of books on
marketing and selling
"Read
the Hard Truth About Soft-Selling and get a healthy,
mind-clearing dose of reality...before you invest
another dime or one more minute in sales systems
and training."
Theodore B. Kinni, journalist, author, The Business
Reader |
| Table
of Contents
Behavioral
Sciences Research Press
The
Hard Truth About Soft-Selling:
Restoring Pride & Purpose to the Sales
Profession
By George W. Dudley
With Prof. John F. (Jeff) Tanner, Jr.
Table
of Contents
| Preface |
vii |
| Acknowledgements
|
xi |
| Chapter
1: Welcome to the Soft-Sell Revolution
|
1 |
| |
The
Unbearable Lightness of Soft-Selling
• Soft-Sell Utopia? |
|
| Chapter
2: Origins of the Soft-Sell Revolution
|
11 |
| |
Non-directive
Selling in the Real World? • Radical
Chic •Relationship Reality Check |
|
| Chapter
3: The Lexicon of Soft-Selling |
31 |
| |
Industrial
Strength “Sincerity” •
“Selling” – What’s
in a Name? •
The Lexicon of Soft-Selling •
“Professional” |
|
| Chapter
4: The Hard Line of Soft-Selling |
41 |
| |
Pitching
Paradox • Smoke and Mirrors? •
Where in the World Can You Find An Honest
Salesperson? • To Tell The Truth… |
|
| Chapter
5: How Many Selling Styles? |
65 |
| |
Science
of Selling Styles • Summary of
the Six Functional Selling-Style Profiles
• Research • Which Style
Is Most Popular? • Gender Studies
• Cultural Differences •
Ethics and Honesty • Additional
Findings |
|
| Chapter
6: Tricksters |
81 |
| |
Mixed
Messages • Customer-Centered? |
|
| Chapter
7: Artful Dodgers |
93 |
| |
Yielder
Call Reluctance • Hyper-Professionalism
Call Reluctance • Sales Role Rejection
Call Reluctance • Over-Preparation
Call Reluctance • Over-Preparers:
Closing by the Book • Deflected
Identities |
|
| Chapter
8: Proof and Provability |
113 |
| |
Dominance:
Once Sought, Now Sick • Empathy
Pains • From the Horse’s
Mouth • Soft-Sell Pseudo-Science |
|
| Chapter
9: Why Do Salespeople Sell? |
135 |
| |
Show
Me the Money? • Sales Training
Across Cultures |
|
| Chapter
10: Embarrassed to Be Me? |
143 |
| |
Intentional
Selling • Final Irony |
|
| Chapter
11: Selling with Radical Honesty
|
159 |
| |
Recommendations,
Tips and Suggestions • Sales Professionals
• Salespeople • Sales Managers
• Learn More |
|
| References |
163 |
| List
of Figures |
173 |
| Index |
175 |
The Hard Truth About Soft Selling: Restoring
Pride and Purpose to the Sales Profession.
(Behavioral Sciences Research Press,
Dallas, Texas, April, 2006, 186 pages,
Hardcover, $26.95 US, $31.50 Can.). |
|
|
