The authors describe the 12 traits that characterize the true sales professional - and the 12 different ‘intelligences’ that they deploy. An extensive self-assessment test highlights those areas that may need further development and ensures that you derive the maximum benefit from the exercises in the book. A knowledge of the ‘pain/pleasure principle’ of motivation will enable you to understand what prompts people to buy. And with the ‘complete picture’ method, you can develop compelling sales presentations.
At the heart of the text is the Sales Genius Diary, a 100-day programme of activities based on the 12-traits approach. By the end of that time all 12 will have become an integral part of your business and personal life, providing the basis for a sustained improvement in performance. A master class in selling. (text cited from www.gowerpub.com)