Silent Selling

Silent Selling describes a unique approach for the enlightened sales professional, by a career sales person who evolved into the professional skill set development business. In this new book, the author builds on work done by the behavioral sciences, and applies it in the real world for today’s sales professional.Three elements are unique and breakthrough-the use of silence, and how effective a tool that is, letting the customer or prospect direct the meeting, and the three phases of communication the customer must go through for effective communication to occur-sincerity, venting and truth.

Brand gives specific examples of what to do and what not to do, including the telling signs that a sale is not going to happen soon, and how to gracefully extricate yourself from those situations, while still maintaining access to the customer. This approach puts the fun back in selling-even in a down economy.