SST®

About the Book

SST ®: Successful Selling to Type, is based on the time-honored principle that relationships are crucial to successful selling. Even at the highest business-to-business levels, people still buy from people. But, people have different personalities and approaching them as though they are all the same is like a skilled craftsman using a single tool, the hammer. The single tool approach works well if all of your clients and prospects are nails. We know they are not.

SST the Book provides an overview of this powerful business development model that has led to staggering improvement in sales performance. One client experienced a nearly 500% increase in sales with an experimental group using SST as contrasted to a control group without it.

SST has been delivered around the globe (US, Europe, Asia & Persian Gulf) and clients cover a broad array of industries as reflected in this partial client list: AccuWeather, Barclays Global Investors, Credit Suisse, Fortis Bank, KPMG, Gettysburg College, Johnson Controls, Johns Hopkins University, Perkin Elmer, QlikTech, Penn State University (Smeal), Trane, United States Federal Reserve System and Wachovia.

Chapters are dedicated to the essential SST tools as well as the core skills of questioning, listening, and customizing communication. The concluding chapter consists of drills and exercises to help you master SST and successfully implement it in the field.

About the Author

Dr. Arnold J. Tilden, Jr. has combined his background in psychology with his expertise in high value consultative selling to develop the break through sales education model SSTÔ: Successful Selling to Type. “Fundamentally”, he observes, “counseling and selling require the same three skill sets: asking questions, listening and proposing solutions. However, the counseling profession has long recognized the importance of communicating in the preferred style of he client and the success of the counseling to type approach is well documented.” In his powerful Successful Selling to Type program, Dr. Tilden teaches professional sellers what professional counselors have practiced for decades: how to understand their own natural preferences and to customize communication to appeal to those of the client. Prior to launching his consulting practice and becoming a partner in PfP Consulting, Tilden taught psychology and management at the college level where he also served as a dean and vice president.