DESCRIPTION OF CONFIDENT SELLING

CONFIDENT SELLING is a breakthrough book in that it looks at the selling situation from the perspective of the seller, which it claims is the main obstacle in the selling situation. The assumptions the seller makes about the buyer, the buyer's interest in and ability to buy, are predicated too often on faulty information, information derived from the failure of the seller to sell him or herself on the cost benefit to the buyer to purchase the product or service.

CONFIDENT SELLING insists that selling is not a matter of intimidation or a matter of finessing the buyer into a mood to purchase the product or service being offered. On the contrary, CONFIDENT SELLING is about gauging the buyer's mood, readiness, need and ability to form a partnership with the seller. This requires the seller to think not as a seller but as a buyer, as the one that is to purchase the product or service and the consequences of such a transaction.

CONFIDENT SELLING argues that absolutely every endeavor in life is one between a seller and a buyer whether the seller is far removed from an actual selling situation of a product but is a doctor, lawyer, accountant, consultant, organizational administrator, priest, minister or rabbi, nun or teacher, factory worker, independent contractor or an employee of a public or private agency providing a service.

Selling, CONFIDENT SELLING, is saying is the noblest profession of all because it involves everyone in every pursuit every day.

NOTE:

The theme of CONFIDENT SELLING was elaborated with a new toolbox in the Pulitzer Prize nominated book, CONFIDENT SELLING FOR THE 90s (1992), which is available on-line or at your favorite bookstore.