The Science Of Selling

Francis Alapatt



Finally an eminently readable and friendly book on selling skills from Productivity & Quality Publishers Pvt Ltd and that too by an Indian author. ‘The Science of Selling’ by Francis Alapatt makes you take a fresh look at Selling skills in almost the same way that Lynn Truss’ book “Eats, Shoots and Leaves” made you look at Punctuation.

To read ‘The Science of Selling’ is to experience selling from a salesperson’s point of view. It helps you understand the process, its elements, the complexities, the skills, the wellsprings and the techniques involved. It helps you see Selling as an important social process that contributes substantially to National development and confers upon its practitioners a dignity and pride that has very often eluded them.

What will you learn from this book

  1. Understanding Buyer Psychology: The book may delve into the psychological aspects of buyer behavior, helping sales professionals understand the motivations and decision-making processes of their customers.

  2. Data-Driven Sales Strategies: Utilizing data and analytics to inform sales strategies is likely emphasized. The book may discuss how data can enhance targeting and personalization.

  3. Effective Communication: The importance of clear and persuasive communication in sales might be a central theme. This could include strategies for effective pitching, active listening, and building rapport.

  4. Building Long-Term Relationships: The book may stress the value of building lasting relationships with customers rather than focusing solely on one-time transactions. Repeat business and referrals are often key to sustained success.

  5. Adapting to Different Buying Styles: Sales professionals may benefit from understanding and adapting to different buying styles. The book might provide insights into tailoring approaches based on customer preferences.

  6. Value-Based Selling: The concept of selling based on the unique value a product or service provides to the customer is likely discussed. This could involve understanding customer pain points and presenting solutions.

  7. Sales Process Optimization: Optimizing the sales process for efficiency and effectiveness might be a key takeaway. This could include streamlining workflows, utilizing technology, and identifying bottlenecks.

  8. Overcoming Objections: The book may offer strategies for handling common objections and challenges that arise during the sales process, turning them into opportunities.

  9. Continuous Learning and Adaptation: Given the dynamic nature of sales, the importance of continuous learning and adaptation to industry trends may be emphasized.

  10. Ethical Selling Practices: Ethical considerations in sales, including honesty, transparency, and integrity, could be highlighted. Building trust with customers is often a cornerstone of successful selling.

Language English
ISBN-10 8185984328
ISBN-13 9788185984322
No of pages 204
Font Size Medium
Book Publisher Productivity & Quality
Published Date 01 Jan 1999

About Author

Author : Francis Alapatt

1 Books

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