Full Description
There are many sellers who are very successful although they ignore the rules of sales rhetoric. What makes them so successful? They persuade using originality and credibility - they are authentic. We are all born with this it is lost by way of many influences in life. When sellers manage to regain their authenticity they become more successful. The individual core of their personality then comes to the fore.
Here, Hans Vialon and Goran Hajek teach sellers how this works. The authors also show what characterizes authenticity and why it is indispensable in winning the customer's trust. In so doing, they pass on deep psychological knowledge helping them to find their inner bottlenecks to sales success and so gradually overcome them. This is aided by checklists and exercises.
Contents
1 Worum geht es? 2 Was ist Authentizität?
3 Wie wirkt Authentizität in der Kommunikation mit dem Kunden?
4 Was hemmt mich? Erfolgsverhinderungsprogramme.
5 Vom maskenhaften zum authentischen Verkäufer.
6 Wie setze ich das um? Vom guten Vorsatz zur guten Tat.
7 Wahrnehmung des Kunden und authentischer Kundenkontakt.
8 Zusammenfassung.
9 Ausblick.
Anhang.
Anmerkungen.
Stichwortverzeichnis.
