Sales Therapy

Frustrated at the way the traditional methods of selling are being taught and conducted within the workplace, Grant Leboff formalised his own sales philosophy Sales Therapy, a new sales methodology for the 21st Century. As the Managing Director of two companies, Leboff puts what he says into practice, every day. Phone Intelligence Ltd is a business-to-business telemarketing company. Its services include market research, appointment making and lead generation as well as training and consultancy in the telemarketing arena. The Intelligent Sales Club Ltd provides sales and marketing support to business owners through seminars, training and resource materials. It also provides consultancy helping companies build brands, refine their sales message and approach, and determine their best routes to market. Grant Leboff spends a significant amount of time giving talks about sales and marketing for a variety of business groups. He is also a regular contributor to many business magazines and newspapers.

• 1 Moving Away from the Transactional Model 12 Selling Snow to the Eskimos 113 Putting the Relationship First 194 Deconstructing the Myth of Benefit SellingPart I: The buyer’s motivation 35Part II: Benefits don’t work 395 Stop Using Benefits – Start Using Problem Maps™ 496 Why the USP Stops you Selling 637 Your Emotional Selling Point and Giving Value 698 Building PipelinePart I: Managing the process 81Part II: Engaging your prospect 899 Routes to Market 9510 Empowering your Buyer 10511 Understanding your Purchasers 11712 Asking Questions – the DiagnosisPart I: The doctor/patient relationship 129Part II: The fallacy of open and closed questions 135Part III: Clarity using Problem Maps™ 138Part IV: Problems and solutions are not enough 14513 When It’s Time to Talk 15514 Objections and Concerns 16515 Traditionally It’s Called Closing 17516 Following Up – Continuing the Relationship 185Epilogue 191Index 195

"This is a fascinating read and an exciting development for businesses."  (Personal Success, November 2007) "Anyone who has to sell anything - from products and services to themselves - should find the insights in this book invaluable."  (Human Capital Management, January 2008)“one of the best-selling sales books of the year.” (Daily Mirror, Wed 26th March 2008)