The Six-Hat Salesperson: A Dynamic Approach for Producing Top Results in Every Selling Situation

by Dave Kahle

Salespeople have always had a tough job. It just got tougher. In the last five years, selling has become unimaginably complex. Products are born and die within six months. Customers demand personalized attention. Service is critical to some, while price is the key factor for others. And then there's the Internet--how's a salesperson supposed to compete with that? It seems salespeople need to be many different things to many different markets. This new book addresses this issue, and shows salespeople how they can adopt six different roles (a.k.a. "hats") for different selling situations. Based on the concept of "critical thinking," this powerful book provides salespeople with a comprehensive system for using just the right thought-strategy for each circumstance. Readers get detailed information on how to best "wear" each of the six 1. Astute Planner 2. Trusted Friend 3. Effective Consultant 4. Skillful Influencer 5. Adept Human Resource Manager 6. Master Learner.

246 pages, Paperback

First published June 1, 1999