Keeping It Real in an Unreal World

Book excerpt: This book provides valuable information for all salespeople seeking to become better at their profession those seeking a higher level of success. The Thirteen Virtues is different from most books on selling, because it deals less with the sales process (getting the prospect to say yes) and, instead, emphasizes the entire spectrum of fundamentals required to be a well-rounded professional. Some of the fundamentals covered in the book include: The importance of a cheerful attitude The connection between confidence and humility The importance of character The two components of business trust Five ways to build enthusiasm The connection between effort and success How to be proactive How to plan for success Three ways to improve time management Four ways to increase empathy Seven listening techniques The importance of trust in relationships Persuasive communication Eleven conversation techniques The customer's buying process Four closing techniques Flowing with objections Handling rejection In addition to understanding these time-tested fundamentals, the reader will be given a unique method of internalizing them. This book is a must read for all sales professionals.