Summary of Soft Sell

The New Art of Selling, Self-Empowerment and Persuasion, Third Edition

First Edition: 1998 more...

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Soft Sell book summary
Selling — It’s not just for salesmen anymore.


9 Overall

10 Applicability

8 Innovation

9 Style


This business classic is now in its twentieth printing and third revised edition for good reason: It helps salespeople sell. This precise guide covers every aspect of sales, from the nuts-and-bolts of prospecting and closing to the inspiration and motivation that keeps you fired up and excited about your work and goals. getabstract recommends this book to all sales professionals, including managers. But we also encourage all non-sales professionals to spend some time with this book, since whether you like it or not, selling is an important skill in your career and your daily life.

In this summary, you will learn

  • What the fundamentals of selling are;
  • Why the best motivation is internal; and
  • What qualities successful salespeople have in common.


Selling As an Opportunity
Selling means something different to each person. What does it mean to you? Why are you in the selling profession? Success stories in selling are as plentiful and varied as sales people, but selling is an obligation you can’t take lightly if you want to succeed...
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About the Author

Tim Connor,  CSP, is the president of the Connor Resource Group, Inc. He has been a full-time speaker, trainer and consultant since 1974, and has given thousands of presentations worldwide. He is the author of The Voyage and other books, audio and video learning systems, and the popular newsletter, Life Balance. He has been a member of the National Speakers Association since 1978 and received his CSP (certified speaking professional) designation in 1990. Soft Sell, now in its twentieth printing and third edition, has become an inspirational classic. He lives in Davidson, North Carolina.

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