The Tao of Sales: The Easy Way to Sell in Tough Times

by Tom Behr (E. Thomas Behr) and E. Thomas Behr

Book Overview

Every business person knows that the old approaches to selling just don't work any more. Focused on applying the principles of the Tao to dealing with others, this book shows readers how to succeed in... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 1862040583
• ISBN13: 9781862040588
• Release Date: January 1997
• Publisher: Element Books
• Length: 169 Pages
• Weight: 1.17 lbs.
• Dimensions: 0.8" x 6.4" x 9.6"

Customer Reviews

"Lets the customers speak". Easy!

Last April 99 my wife and me were walking down the "Paseo de Gracia" in Barcelona (Spain), in a very important fair of books "Sant Jordi". When we stopped in one of the small shops on the street, we watched the titles and I were attracted by one of them "The TAO of Sales". I bought it, and when I started to read I couldn't stop. During days I were speaking about the book with my colleges in the office and my close family. I started to use some techniques with our customers. "Lets the customers speak". Easy! but difficult to do it. I found on this book a new way of relationship with our custumeres. Thank you very much at Mr. Behr, for this incredible work.

How to make money in sales and keep your integrity.

A friend of mine called me to say I must read this book. He had been selling cosmetic products and not doing well. This book showed him how to stop pushing products/services or manipulating customers and how to start meeting people's needs with integrity and authenticity. The book aligns itself with the old wisdom of Taoism in a light, easy to understand way, but it is completely modern by a man who has trained many salespeople. I recommend it to anyone who has to sell their products or services to customers (or to their manager and others within a company)... specially if you want to sell better while enjoying your work in sales and get to know your customers as people, not "targets" or "market segments".

Tao of Sales transforms the context and behavior of sales

The Tao of Sales makes the compelling point that new sales behavior, based upon Taoist principles, creates a dramatic change in the sales person and his or her customer relationships. Taoist principles applied to sales, transform the way the sales person thinks about the sales process and the way they are behaving in the sales process.For example, most traditional methods for handling objections actually increase customer resistance, because they are aggressive and customers become threatened. The Tao of Sales, on the other hand, describes specific techniques which enable the sales person to listen deeply and most importantly, to observe without judgment. These techniques are not found in traditional sales instruction, and yet, the behaviors are fundamental to building sustainable relationships of all types, customer, personal and professional. They remove the struggle from the interpersonal process.The Tao of Sales successfully translates the wisdom of a philosophy of living into a series of hands-on techniques ready to apply immediately in the customer relationship!The information is chunked so that the reader is not overwhelmed and can practice a manageable number of techniques at one time. The book mirrors what the Tao says, The journey of a thousand miles begins with a single step.

Bringing it all together

As a student of Zen and Taoism for many years (in my earlier days), it was refreshing to come back and view the principles put forth on Dr. Behr's book; especially through the lens of selling. As an entrepreneur, I must express the high value his words carry for me, from both a management and selling standpoint. The truths spoken here are universal truths: which provide great clarity and enable the selling and management process to move forward; with purpose, direction and without fear. Kudos for a very fine book! I shall refer to it often as my company grows! Bennett Brecht President Opus Media, Corp.

This is a 10+

As a brand new salesperson, I have been confused by the entire mysterious process. Even a superficial look at the available how-to literature on sales is intimidating. I have doggedly plowed my way through many books on the subject. When I found Tom Behr's book, the light turned on. This is the only sales book I will ever need. The truth expressed here is so SIMPLE, so natural, so right. This is a teaching not just for sales, but for every part of life. It is flowing with harmony, rather than using force to manipulate. Going with the Tao is "effortless effort", it is wisdom and power. And the process is never complete - there is always more to learn, an endless growth that is fulfilling and rewarding. An example: when facing a customer, practice putting your entire attention on her, with no thought of gain, but simply allowing the result to take care of itself. Abandon all the mind chatter and concentrate on whatever gift you may offer. Pay attention to your breath and truly listen without thinking of what you are going to say next. Bring stillness and genuine listening into the exchange. How many of us have received such treatment from anyone, much less a salesperson? This is truly irresistible!