S.O.A.P.

Through personal experience and with supporting research, S.O.A.P. addresses the myth of the "ideal salesperson" and shows you how that has resulted in 97% of customers stating that they do not trust salespeople. You will learn why too many of the wrong people are in selling and who the research shows is really best suited for selling. Not only will you learn what customers don't want in a salesperson, you'll discover what they do want. The S.O.A.P. model will introduce you to a...
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Through personal experience and with supporting research, S.O.A.P. addresses the myth of the "ideal salesperson" and shows you how that has resulted in 97% of customers stating that they do not trust salespeople. You will learn why too many of the wrong people are in selling and who the research shows is really best suited for selling. Not only will you learn what customers don't want in a salesperson, you'll discover what they do want. The S.O.A.P. model will introduce you to a four-step process that will identify, and help you develop, the specific behaviors that will allow you to become a salesperson that customers trust. If you are a salesperson, but you struggle with selling because you feel like you have to be someone that your not, S.O.A.P. will show you why you are exactly who you should be. You will discover why you've felt conflicted about selling and you'll learn how to overcome it. In addition, S.O.A.P. presents some of the reasons why the myth of the ideal salesperson persists in popular culture and how companies facilitate this by continuing to hire those salespeople who exhibit the very behaviors that customers are telling us they don't want. S.O.AP. is not a book about "how to sell". There are plenty of those. S.O.A.P. is about who "should" be selling and why that changes everything. For those salespeople and companies trapped in the old model of the ideal salesperson, and who want to become salespeople and organizations that customers trust, S.O.A.P. provides the way forward.