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Fear Selling: How You Can Sell More and Sell Faster by Tapping Into Your Prospects' Deep-Seated Emotional Needs [Paperback]

Paul F. Borgese

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Book Description

June 1 2005
Typically, before we worked with them, our clients were selling and marketing based on traditional features and benefits. If you're still using these outdated tactics, you're in trouble. Recent studies by the Sales Career Training Institute and the Performance Marketing Institute have broken new ground when it comes to sales and marketing effectiveness strategies. Studies conducted by these not-for-profit Institutes have led to the development of the FEAR Selling System. One of the key findings of both of these Institutes is that today's marketers are using hopelessly outdated selling strategies. Benefit selling (or what we call HOPE Selling) is only one half of the powerful Persuasion Equation. To get people out of their Comfort Zones and take action by buying your product/service, you must focus not only on the positive consequences of buying but also on the negative consequences of not buying your product/service. Many of our clients sell complex products/services which require long sales cycles and therefore demand superior relationship-building sales skills. FEAR Selling shows how to overcome these challenges by finding and focusing on your prospects' personal pains and fears as well as their hopes and dreams. By using both carrot AND stick persuasion techniques, you will easily multiply your persuasion effectiveness exponentially. So we have organized these persuasion techniques into an easy-to-use, step-by-step system that we share with our clients during our training seminars. Now, due to high demand, we have condensed the content of our 5-day FEAR Selling Boot Camp into this book. It covers everything you need to know to sell more and sell faster. Find out how to: cold call with confidence, position yourself effectively through your 30-Second Commercial, get your prospects curious enough to invite you in to sell them more, bond quickly through proven trust-building techniques, ask the right questions at the right times to the right people, and present through powerful strategies that get your prospects to buy now. For more information, go to www.FEARSelling.com.

Product Details

  • Paperback: 300 pages
  • Publisher: Fear Marketing Group (June 1 2005)
  • Language: English
  • ISBN-10: 1886489122
  • ISBN-13: 978-1886489127
  • Product Dimensions: 27.9 x 21 x 1.6 cm
  • Shipping Weight: 680 g
  • Amazon Bestsellers Rank: #1,974,075 in Books (See Top 100 in Books)

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Customer Reviews

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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 3.0 out of 5 stars  2 reviews
1 of 1 people found the following review helpful
4.0 out of 5 stars Best sales book I've read so far Nov. 30 2005
By sales pitbull - Published on Amazon.com
Format:Paperback
What I liked about this book is that it gave me step-by-step instructions from beginning to end of the sales process. It got straight to the point and explained exactly what to do, what to say and how to say it in order to close the deals. I'm a small business owner, and my company's sales increased slowly but steadily as I started using each of the strategies and the corresponding tactics in the program. You might also want to check out SPIN Selling, but I had more success with FEAR.
0 of 2 people found the following review helpful
2.0 out of 5 stars Rambling Consumerist Babble April 20 2006
By Peter the Great - Published on Amazon.com
Format:Paperback
I had high hopes for this book. The notion of a uniting, core drive is appealing. But after reading halfway, it is revealing it's true colors as a rambling hodge-podge of mutually contradictory theories without coherence or concrete action plan.

The main "meat" section is strictly designed for business selling. No plan is provided for home telesales. Later chapters feature high school psychology concepts along with cut/paste Internet newsclippings etc.
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