Contributors
Dr. Thomas Gordon
The Gordon Model
About Me
How does the relationship with my customer affect my sales results?
- All sales involve at least two parties
- There are times when one or both parties are distracted or bothered
- This model delivers the skills to recognize and deal with these situations successfully
- The results are stronger relationships and increased sales
Contributors
Dr. David Mayer and Dr. Herbert Greenburg
Sensitivity and Assertiveness
About Me
What behaviors are most useful in generating sales?
- Mayer and Greenburg identified two characteristics that exist in all people in varying degrees: Empathy and Ego Drive
- The most successful salespeople use both of these characteristics with abundance and ease
- These characteristics have been renamed Sensitivity and Assertiveness for SALE$TECH courses
- This model shows how the skills of sensitivity and assertiveness are key ingredients to managing the buying-selling process
Contributors
Bill Sharp
The Psychology of Buying & The Gate-step Model of Selling
About Me
How do my customers buy? How do I apply my selling behavior to where customers are in the decision-making process?
- In 1925, Dr. E.K. (Ed) Strong defined selling as a five-step process
- In 1979, Bill Sharp demonstrated that customers’ purchase behavior consists of a five-step decision process
- Sharp’s model effectively demonstrates that the selling process needs toreflect the buyer’s decision-making process
Contributors
Dr. Robert Nideffer
The Attentional & Interpersonal Styles (TAIS) Inventory
About Me
How can I improve the likelihood for a successful sale?
- There are various skills that are useful at different points in the selling process
- Strengths and weaknesses occur in all individuals
- The “natural born” salesperson may not exist, but there are ways to uncover weaknesses, reduce mental errors and focus one’s energy into making a sale
Contributors
Dr. Steven Covey, Dr. Herbert Shephard, Bill Sharp
Life Management
About Me
How do I get the most out of my life?
- Highly successful salespeople know how to best utilize their time
- They also integrate short-term and long-term goals, while creating balance in their lives
- This model explains how to create a sensible approach to everyday duties and expectations
