Associate Dean for Research and Faculty Development at Baylor University's Hankamer School of Business, and co-author of the no nonsense and eye opening book The Hard Truth About Soft-Selling: Restoring Pride & Purpose to the Sales Profession, Jeff Tanner critiques the soft-sell revolution that saw a shift from traditional selling to simply consulting and how the emphasis on relationship building has lessened the focus on business-building. He describes why a persuasive selling approach is often appropriate and expected from buyers.
John Tanner is my internet radio show guest on Blog Business Success; hosted live on Blog Talk Radio.
The show airs live on Thursday, October 23, at 8:00 pm Eastern Time; 5:00 pm Pacific Time.
Associate Dean for Research and Faculty Development at Baylor University's Hankamer School of Business, and co-author of the no nonsense and eye opening book The Hard Truth About Soft-Selling: Restoring Pride & Purpose to the Sales Profession, Jeff Tanner critiques the soft-sell revolution that saw a shift from traditional selling to simply consulting and how the emphasis on relationship building has lessened the focus on business-building. You will learn:
* Why the promise of soft-selling didn't deliver as expected
* The different types of sales people
* Why sales people really sell and their motivation
* How intention based selling is more honest and effective
Professor John F. (Jeff) Tanner, Jr. (photo left) is Associate Dean for Research and Faculty Development at Baylor University's Hankamer School of Business.His research interests include exhibit marketing and customer relationship management (CRM). His sales management research has won numerous awards, resulting in invitations to speak and teach around th eworld. He and his family live on a farm near Waco, Texas, where he breeds thoroughbred race horses.
My book review of The Hard Truth About Soft-Selling: Restoring Pride & Purpose to the Sales Profession by John F. Tanner and George W. Dudley
Listen live on Thursday at 8:00 pm Eastern, 5:00 pm Pacific time.
If you miss this very informative show, it will be available for free download as a podcast for iPod, iTunes, and MP3 players; or play it right on your computer. To download this, or any other of my guest interviews, go to the Blog Business Success host page and click on Archived Segments. Once there, click on the podcast icon at the end of the episode description, to download the show free of charge for your listening enjoyment. You can also subscribe to the show feed.
To call in questions for my guest, the number is: (347) 996-5832
Let's talk with Associate Dean for Research and Faculty Development at Baylor University's Hankamer School of Business, and co-author of the no nonsense and eye opening book The Hard Truth About Soft-Selling: Restoring Pride & Purpose to the Sales Profession, Jeff Tanner as he critiques the soft-sell revolution that saw a shift from traditional selling to simply consulting and how the emphasis on relationship building has lessened the focus on business-building. He describes why a persuasive selling approach is often appropriate and expected from buyers on Blog Business Success Radio.
