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E.Thomas Behr The Tao of Sales: The Easy Way to Sell in Tough Times Buy this title or join our Management Literature Club and have a chance to GET IT FREE!
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This book is about creating value and serving customers. In the tough world we live in, we risk losing our identity. It is really difficult to differentiate from the competition when the current level of technology blurs all borders, advantages and differences. We are no longer that much better than the nearest competitor. This is the reason why we start feeling insecure. Dr. Behr taps into the timeless wisdom of Tao Te Ching to let the reader find the true personal value and identity that can only be found inside of ourselves, not in the outside world. "Masters [of old] knew the technique but followed the wisdom." This is very relevant for the selling techniques that salespeople try to devise, learn and use while on a sales call. This quote tells that you shouldn't deny the techniques, but you shouldn't use them blindly either. You should know the technique, be aware of its place in the current situation and act according to the situation, trusting your inner feeling of appropriateness. In The Tao of Sales, selling is transformed from a mechanical, stressful manipulation into a natural process as simple, effortless and powerful as flowing river: "Like water, be fluid and supple; work in harmony with all things, not in opposition; when it's time for power, be a torrent, when it's time for reflection, a deep pool."
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