The Library Link
 Great Books About Business With Just A Click

Your link to success begins at the library. Each week in "In The Know," 
  you to a business book or magazine that will inspire, teach, inform, or elevate you, professionally and personally. This week's book is:

Authenticity
by Ron Willingham

Most sales training focuses on getting to know the product, analyzing the market, and identifying the competition, but there is more to sales success than that. Successful selling takes three types of preparation:

  • The What: Knowing the product, the industry, and the competition
  • The How: Applying the knowledge, enhancing social interaction, developing relationships, and dealing with emotional ups and downs
  • The Why: Understanding the customer's purpose, intention, values, inner-belief boundaries, and self-value.

Emotional factors are powerful contributors to sales success. In this book, you will go beyond the what to the how and why, and learn whole-being selling—selling that utilizes the head, heart, and soul and brings mental, emotional, and spiritual forces together.

View or download the book by clicking here .