Successful Selling Unlocked - Relationship Marketing
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About the Book
Successful Selling Unlocked (Through) Relationship Marketing is for anyone aspiring to be a salesperson, or desirous of improving their selling skills. It highlights the reasons why selling has changed in the 21st century, and hence the need for a new sales strategy, where the focus is on building a relationship of trust and ‘fellow-feeling’ with customers.
Part One briefly reviews the basic steps of the selling process (for the benefit of those embarking on the sales journey for the first time).
Part Two develops a strategy in the form of a practical Relationship Marketing plan to help salespeople follow through to a successful outcome.
Finally, Part Three (“The Law of Attraction”) touches on some ‘soft skills’ designed to help salespeople develop the art of ‘connecting’ with people. The importance of personal development, as well as having a positive attitude, is given special attention.
Throughout the book, real life examples and experiences are used to help the reader make practical application of the principles and strategy discussed. The use of many illustrations (examples, stories, exemplifications) contributes to an appealing and enjoyable development of the subject.
Finally, the book clears up the misconception that successful selling is limited to an elite few. It is within the reach of anyone who has the ability to be a friend, which includes virtually everyone. Furthermore, it reveals that selling is fun and exciting!
About the Author
Eberhard Niklaus was born in Göttingen, Germany in 1960, but was raised in Pretoria, South Africa – where he still lives today. Eberhard’s parents divorced when he was eight years old, and was raised – along with his three siblings – under challenging circumstances by his mother and grandmother.
Eberhard has almost 30 years of experience in sales and marketing, and has trained many salespeople over the years. Today, he is the co-owner of a leading franchise organisation, with more than 70 branches that provide environmental services and products throughout sub-Saharan Africa. In addition to writing about his favourite subject, Eberhard has also lectured on sales related topics to scores of audiences over the past 20 years.
With his long and successful track record in sales, and as a Sales Director of a flourishing business, he is well qualified to help others realise their selling potential.