Empathy Selling - Table of Contents

  • Part I What is Empathy Selling
    • The Double-checker
    • The Seven Basic Desires
  • Part II The Seven Stereotypes
    • The Mover
    • The Double-checker
    • The Artist
    • The Politician
    • The Engineer
    • The Hustler
    • The Normal
  • Part III Empathy Selling
    • Using the Technique
    • Analysing the Prospect
    • Adapting the Proposal
    • Handling Objections
    • Closing Techniques
  • Part IV Fine Tuning Your Technique
    • Personality Combinations
    • Analysing Yourself
    • A Quick Personality Checklist
    • Conclusion
  • Bibliography
  • Appendix Personality Component Summaries
  • Indexes
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