HOW YOU MAKE
THEM FEEL
Level Up Your B2B Sales Process with Authentic Soft Skills
What sets great salespeople apart? Are they simply more efficient and put in extra hours of work? Or do they possess intangible soft skills?
Yes, it's the soft skills that make the crucial difference! These are all the qualities that your customers trust and value most! Contrary to popular belief, they're not traits you either have or don't; in fact, they’re skills that B2B sales professionals can actively learn and refine.
Tailored for the early career sales professional and all enthusiasts of the profession, "How You Make Them Feel" is a masterclass in scientifically validated behavioral skill sets that distinguish top sellers. Drawing from real-life stories and people from the front lines of high-tech sales, we uncover essential soft skills for sales, their impact on customer relations, and results — and share practical methods for integrating them into your professional and personal life right away.
Challenge yourself to realize you already have in you the set of authentic skills needed to deliver results.
When you do, you’ll realize dramatic improvements in your B2B sales process and prospecting to become the professional your customers want to buy from.
Now, let’s go get it!
WHO IS THIS BOOK FOR?
Whether you’re a seasoned professional or aspiring newcomer, we invite all to participate and learn. Taylored to the early career sales professional, this book is for all sellers who see the value in putting our customers first, and want more from thier career in sales and life.
Sellers who believe their success has everything to do with what their customers really value and want for themselves — and how they feel about you and your company.
Our community believes our soft skills are the payout in this profession and what bring real passion to our careers.
Maya Angelou said it best:
“People will forget what you said, people will forget what you did, but people will never forget how you made them feel.”
ABOUT MY WORK
Scott B. Tipton
After 30 years on the front lines of tech sales with companies like GE Capital, HP, Cisco, and Dell, I decided to write a book about what I have learned, lived through, and loved about this profession.
I have experienced what really works, a lot of what doesn't, and what separates top performers from those just grinding out another quarter. None of us are on the same path, but there are critical soft skills we all must acquire along the way if we want to win big — and it’s these same skills that help us love what we do.
Leave no doubt that the hard skills we learn from our professional degrees, company training, and our own ambitions are necessary for success and survival — but it’s our soft skills that are the payout to greatness!
