Second SA edition published September 2009; cover design , layout and design by Barbara Mueller; Printing by MegaDigital, Cape Town.

About the Book:

Most salespeople are confounded by the unpredictable and inconsistent behaviour of their customers. Potential customers seldom do what they say they will do, or what we as salespeople expect them to do. This book explains this phenomenon. Marketing and advertising departments appeal to the emotions of buyers to increase sales and market share, yet salespeople approach sales opportunities very logically. The mismatch of expectation between buyer and seller is almost always caused by a buyers’ emotional response to the sellers’ logical approach. The result is that deals slip and forecasts are not met, all too often to the surprise of the salesperson.

 Sell with Passion but Manage by Process provides a reference framework that combines passion and logic. Application of the principles and techniques results in sales success for the seller – and customer satisfaction.

 Sell with Passion but Manage by Process develops a sales process that maps to the emotional buying process. The process can be applied to all sales scenarios, irrespective of the length of the sales cycle, transaction value, industry sector or product/service.

About the Author:

It was in my father’s toy shop, as a young man, that I was first exposed to the relationship between emotion, buying and selling. I have been a salesman all my life – I have sold small ticket items to individuals and multi-million contracts to large corporations. I have extensive experience in business controls and process optimization. This book combines business process with successful selling techniques.

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