S.O.A.P. isn't a book about "how" to sell. There are plenty of those. S.O.A.P. is about "who" should be selling and why that changes everything.
Combining research with real-world examples; S.O.A.P.: Becoming a salesperson that customers trust, exposes the prevailing image of the "ideal salesperson" as an outdated myth that has contributed to over 90% of consumers today stating that they do not like or trust salespeople.
S.O.A.P. reveals the reasons why there is a lack of trust and identifies what it is customers today want from a salesperson. Simply put, the wrong people are in selling and you're going to find out why.
You will also learn why the accepted image of a successful salesperson, as a charismatic and persuasive extrovert, is wrong and who, according to the research and consumer feedback, is actually best suited for a career in selling. These are the salespeople that customers do like and trust. You can become one of them.
With the introduction of the S.O.A.P. model, you will learn a four-step process, complete with specific behaviors, that will transform you, and your sales team, into salespeople that customer like, trust, and want to buy from.
Each step in the S.O.A.P. model is covered in detail, with supporting research and examples, along with a process for implementing the behaviors outlined in the book.
S.O.A.P. is a transformative book. Not only will it forever alter your view of salespeople and selling, it will change how you think about yourself and what you can accomplish in life.
