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Heart to Heart: Humanize the Sales Experience

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Are you focused on the people in the sales cycle or on selling products? Are you tired of cold calls and guerilla sales techniques? Dr. Shinshuri speaks with Steve Michael Rigby author of Circle Selling. It’s different from most other sales books. It places more emphasis on the person buying the product than on the product the person is buying.

Mary Kay Ash built her company around this idea of making others feel important. A study conducted by the Harvard Business School of a number of very successful companies showed that 95% of their training focused on Product Knowledge. They were shocked to discover that it accounted for only 15% of their selling success. 85% of their selling success involved Selling Skills and Attitude – not Product Knowledge. They had been doing it all wrong. And far too many of today’s books on selling are making the same mistake.

It’s different from most other sales books. It places more emphasis on the person buying the product than on the product the person is buying. Mary Kay Ash built her company around this idea of making others feel important. A study conducted by the Harvard Business School of a number of very successful companies showed that 95% of their training focused on Product Knowledge. They were shocked to discover that it accounted for only 15% of their selling success. 85% of their selling success involved Selling Skills and Attitude – not Product Knowledge. They had been doing it all wrong. And far too many of today’s books on selling are making the same mistake.

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