Dave Kahle - The Six-Hat Salesperson: A Dynamic Approach for Producing Top Results in Every Selling Situation

The Six-Hat Salesperson: A Dynamic Approach for Producing Top Results in Every Selling Situation — read online for free the complete book (whole text) full work

Below is the text of the book, divided by pages. System saving the place of the last page read, allows you to conveniently read the book "The Six-Hat Salesperson: A Dynamic Approach for Producing Top Results in Every Selling Situation" online for free, without having to search again every time where you left off. Put a bookmark, and you can go to the page where you finished reading at any time.

Light

Font size:

↓

↑

Georgia Tahoma Arial Verdana

Reset

Interval:

↓

↑

Bookmark:

Make

1234567...83

---

title	:	The Six-hat Salesperson : A Dynamic Approach for Producing Top Results in Every Selling Situation
author	:	Kahle, Dave J.
publisher	:	AMACOM Books
isbn10 | asin	:	0814404650
print isbn13	:	9780814404652
ebook isbn13	:	9780814424360
language	:	English
subject	Selling.
publication date	:	1999
lcc	:	HF5438.25.K34 1999eb
ddc	:	658.85
subject	:	Selling.

Page i The Six-Hat Salesperson A Dynamic Approach to Producing Top Results in Every Selling Situation Dave Kahle

Page ii Special discounts on bulk quantities of AMACOM books are available to corporations, professional associations, and other organizations. For details, contact Special Sales Department, AMACOM, an imprint of AMA Publications, a division of American Management Association, 1601 Broadway, New York, NY 10019. Tel.: 212-903-8316 Fax: 212-903-8083 This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Library of Congress Cataloging-in-Publication Data The six-hat salesperson : a dynamic approach to producing top results in every selling situation / Dave Kahle. p. cm. Includes index. ISBN 0-8144-0465-0 1. Selling. I. Title. HF5438.25.K34 1999 658.85dc21 99-20338 CIP 1999 Dave Kahle. All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, an imprint of AMA Publications, a division of American Management Association, 1601 Broadway, New York, NY 10019. Printing number 10 9 8 7 6 5 4 3 2 1

Page iii Contents Preface vii 1 Selling in the Information Age 1 Presents a sobering look at some of the trends that define the Information Age and their impact on salespeople and customers. 2 Introduction to the Six Hats 13 Describes the rationale for the Six Hats and the concept of principles, processes, and tools as the components of sales competency. 3 The First Hat: Astute Planner 21 Describes the power of collecting useful information and shows you how to collect useful information about your customers and competitors. 4 Astute Planner: Part II 33 Presents the principles and processes for creating powerful territory, account, and sales plans. Application: Using the Six Hats to Turn Challenges into Opportunities 49 5 The Second Hat: Trusted Friend 53 Describes the power of positive relationships to provide a salesperson with a competitive advantage, and presents principles and processes for making your customers comfortable with you.

Page iv 6 Trusted Friend: Part II 69 Presents principles and processes for developing these aspects of a relationship, including the Nine Commandments for Ethical Salespeople. Application: Using the Six Hats to Turn Challenges into Opportunities 81 7 The Third Hat: Effective Consultant 85 Presents the concept of becoming a consultant to your customers by knowing them better than anyone else does, and then provides principles and processes for doing so. 8 Effective Consultant: Part II 103 Shows you how to use questions to understand your customers at deeper levels and provides Seven Rules for Constructive Listening. Application: Using the Six Hats to Turn Challenges into Opportunities 117 9 The Fourth Hat: Skillful Influencer 121 Describes the concept of sales as a set of step-by-step processes and focuses on the principles and processes used to make a powerful sales presentation.

Next page

1234567...83

Light

Font size:

↓

↑

Georgia Tahoma Arial Verdana

Reset

Interval:

↓

↑

Bookmark:

Make

Similar books «The Six-Hat Salesperson: A Dynamic Approach for Producing Top Results in Every Selling Situation»

Look at similar books to The Six-Hat Salesperson: A Dynamic Approach for Producing Top Results in Every Selling Situation. We have selected literature similar in name and meaning in the hope of providing readers with more options to find new, interesting, not yet read works.

Hal Becker

Hal Beckers Ultimate Sales Book: A Revolutionary Training Manual Guaranteed to Improve Your Skills and Inflate Your Net Worth

Dave Kahle

11 Secrets of Time Management for Salespeople: Gain the Competitive Edge and Make Every Second Count

Roger Dawson

Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator

Mark Benedict

The Method of Selling: Your Key to Successful Sales with Over 70 Creative Selling Techniques

Connie Podesta

Make a Fortune Selling to Women: The Deal Makers and Deal Breakers You Must Know to Close the Deal Every Time!

Dale Carnegie

The Sales Advantage: How to Get It, Keep It, and Sell More Than Ever

Andrew Nisbet

The Art of Relationship Selling: How to Create Win-Win Outcomes That Generate Loyal, Long-Term Relationships and Maximise Profit

Adams Mike

Seven Stories Every Salesperson Must Tell

Dave Kahle

10 Secrets of Time Management for Salespeople: Gain the Competitive Edge and Make Every Second Count

Terson

Selling fearlessly : a master salesman’s secrets for the one-call-close salesperson

Shari Levitin

Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know

Mark Roberge

The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

Discussion, reviews of the book The Six-Hat Salesperson: A Dynamic Approach for Producing Top Results in Every Selling Situation and just readers' own opinions. Leave your comments, write what you think about the work, its meaning or the main characters. Specify what exactly you liked and what you didn't like, and why you think so.