Sales Genius: 40 Insights From the Science of Selling

Description

Imagine having instant access to the world's smartest thinking on sales - and being shown exactly what to do to guarantee that you get your own selling right, every time. Sales Genius makes it easy to apply what researchers know about brilliant selling to the real world. 40 chapters based on hundreds of cutting-edge business and psychology research projects reveal what works and what doesn't work in sales. Each of the 40 chapters is a mini-masterclass in selling, explaining the research and showing you how to apply it for yourself. In Sales, conventional wisdom often says one thing while research says another. Sales Genius cuts through the noise to bring you proven research and techniques for applying it that will simply make you a better salesperson. Quick to read and intensely practical, this book will bring a little sales genius into your day. 'Fascinating insights that explode some of the myths around sales, sales management and sales strategy' Phil Jesson, Academy for Chief Executives 'What a great read... An insightful look at the world of sales' Anthony Stears, The Telephone Assassin 'As a sales specialist I'm impressed by the amount of detailed research which supports the information in each chapter' Andrew Docker, Andrew Docker Associates

Graham Jones is an Internet Psychologist who helps businesses understand the online behaviour of their customers and website visitors. He was one of the first psychologists in the world to start investigating the way human behaviour has adapted to the online world. He speaks at conferences on the topic and is a consultant to a number of businesses, helping them engage more fully with their online customers, thereby helping to improve their brand, sales and profits. Graham is an Associate Lecturer at The Open University and a Visiting Lecturer at the University of Buckingham. He is also a regular guest on TV and Radio talking about the Internet and is frequently interviewed by journalists from around the world about the topic of online behaviour.

Graham Jones has come up with a great book with some fascinating insights that explode some of the myths around sales, sales management and sales strategy. It is right for its time. Most "sales training" consists of training people how to sell rather than explaining how and why the other person is likely to buy. This book is long overdue and will be an essential guide as we all lead our sales teams towards 2020. -- Phil Jesson, Academy for Chief Executives What a great read. Some sad facts about the old-school approach to telemarketing with some really great advice. Well worth the read. An insightful look at the world of sales. -- Anthony Stears, The Telephone Assassin As a sales specialist I'm impressed by the amount of detailed research which supports the information in each chapter. Very different from most sales books which rely on the author's experience or opinions. Also, the volumes mentioned at the end of each chapter are extremely helpful and again quite different from other sales books. -- Andrew Docker, Andrew Docker Associates