Serious Business: How to attract and persuade customers without being salesy

Stephan Heinrich

Dec 2015 · BoD – Books on Demand

About this eBook

The traditional sales professional is a thing of the past. Today, people are increasingly selling independently—be it a product, a service, or their own image. Everybody’s looking for a good deal. But how does it work? Different than you might think, says Stephan Heinrich. People don’t want to be persuaded. Instead, they want to negotiate at eye level. That’s why this book won’t reveal how to create interest, but rather how to locate interest that is already there. Furthermore, how to put your decision maker into a position to decide reasonable: For a purchase, for a project, for an investment or for a cooperation. Making your business connections profitable in the long term.

About the author

Stephan Heinrich is an expert in selling complex solutions and high-level services in projects to business customers. Based on more than 20 years of experience in the high tech industry, he has established himself as a leading expert for b2b sales. His approach: People don’t want to be persuaded. Instead, they want to negotiate at eye level. Before he became a professional speaker, he used to work in a leading position for an international software company. Finally as Vice President. Today he runs his own business, Stephan Heinrich Management Consulting. Stephan Heinrich has received a number of awards including “CSP Certified Speaking Professional“ from the US-American Speakers Association, the “Internationaler Deutscher Trainingspreis 2012/13" and the “Innovation Award 2014“ of the German Speakers Association. Furthermore, he is one of the few German-speaking Certiefied Speaking Professionals of the Natioal Speakers Association and an expert-member of Club 55. His German podcast “Erfolg mit Geschäftskunden” reaches about 25,000 people every month. The father of two children lives in Trier, Germany. He balances is work-life with sports and photography.