Finding the Sticking Point

This brief, incisive, and entertaining book will take you to that place where sales are made with energy and flow. Finding the Sticking Point shows you how to converse with your customers in ways that help you:

• Find the point of resistance to a sale
• Detect its connection of this point of resistance to your cutomer's emotional needs and energizers
• Build a relationship based on trust
• Increase your sales by revealing the Bigger Reality between you and your customers.

As the author puts it: "Selling is not about closing sales; it’s about opening relationships: engaging relationships that will support many closed sales."