IT professional David Fuess says the way to remove the pain from selling is to share your positive attitude about your offerings with your prospects so persuasively that – based on their answers to your directed questions – they come to believe that the positive opinion was their own idea. Armed with basic knowledge of human nature and a practical understanding of the author’s method, salespeople can proceed with confidence. Fuess spends a good bit of time here promoting his firm’s B2B services, but his explanation of how to use his method to build your sales is helpful and optimistic.
About the Author
David Fuess is the originator of the Fuess sales system. He is the CEO of Catapult Systems, an IT consulting firm.