Joe Arrigo

The Secret Factor for Uncommon Sales Success Joe Arrigo

In the twenty-first century of selling, salespeople need more than a litany of features and benefits along with a few closing techniques in attaining uncommon success. Salespeople need fresh sophisticated skills because of more sophisticated buyers, and a ferociously competitive marketplace, where an avalanche of products and services continue to blitz buyers.
         Along with this accelerated information stream, exacerbated by our modern fast-paced society, buyers gravitate toward simpler, time saving ways when making buying decisions. Salespeople can exploit this tendency... so when buyers do make decisions, they are biased in your favor. That is what this book is about.
        The information this book offers is supported by the latest brain and psychological research in how people make decisions...the nature of its mechanism. This research throws an enlightening and surprising light on what was previously accepted. It's cutting-edge concept, and techniques, when used in concert with each other, construct a compelling synergy in influencing buyers; creating a powerful edge in achieving uncommon sales success.
        Finally, the philosophy contained in this book takes into account the balance between a salesperson's personal and professional life. This is of paramount importance toward a skilled sales expert's continued overall successful achievement.


Table of Contents:
     
     Emotions and Decisions
     The Power of Your Presence
     The Cold Call Process
     The Presentation
     Skilled Listening
     Increasing Client Share
     Intention
     Humor
     A Philosophy of Balance