Stuart wrote the book he would have liked to have had in his early years as a salesperson.

Having seen (and made) the mistakes that make the role more difficult he was driven to provide a 'go-to' resource for sales professionals.

The step by step framework is predicated on understanding the challenges a customer has and communicating this and a way to think about addressing it.

Personalising this approach is key and he shares a way to do this that employs a little bit of science and avoids being creepy.

We talk about the tired and lazy methods used by some salespeople in the misguided notion that they are being more efficient as well as how demonstrating greater 'humanness' will ultimately drive more results.

How can you get customers to appreciate your craft?

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Link to Stuart's book

Link to Stuart's LinkedIn