Nonconfrontation Selling... The One-on-One Revolution

ISBN: 0595007503

Author: Downes, John

Condition: Used

Nonconfrontation Selling is the opposite of what a sales prospect anticipates, and precisely what he desires. The automobile business serves as the perfect model for the reader to discover its various precepts and principles, which may be applied to any product or service...from the initial meet and greet through the delivery of the product or service.It began in 1979 when a sales manager at a California dealership presented a counteroffer to a prospect in very unusual fashion without reducing the selling price at any time during the transaction. The prospect liked it and purchased the product. Thousands of repetitions caused the same result. What occurred never had been attempted before, because it went against the grain of the status quo, and 'experience' said it couldn't work. It did, though, and NonConfrontation Selling was born.Some of its ingredients include Bambi Meets Godzilla, FBI Interrogation School Questions, Carrots, Teeter Totters, Principle of Games, Command Phrases, Raygun Bullets, Matching Up, Degree Questions, Weasels, Rare, and the Twelve Commandments.Selling's nature implies a confrontation between a seller and prospect, since the objectives of each are at cross purposes to maintain a bargaining position. How NonConfrontation Selling resolves that reads like a psychological thriller.John R. Downes preached NonConfrontation