Authentic Selling | The Book
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The Book

Boost your sales

Boost your sales performance by coaching your clients through an authentic, respectful and empathetic journey to success. Be proud of being a seller by taking your life in hand, knowing why you do what you do and taking care of yourself. Focus on the essentials of your life and your sales profession.

Authentic Selling is about the convergence of sales and coaching in an innovative way. It focuses mainly on the more sophisticated and subtle skillsets which are not only important for success in sales, but also life in general: the savoir-être or human and interpersonal skills which can inspire co- operation and confidence in others while simultaneously conferring the ability to understand and enjoy our own place amongst others.

What makes a successful seller? Enthusiasm? Determination? The right product? There is no single factor that translates into to sales success. A good salesperson understands the art of listening – the ‘magic of silence’ – this requires humility. A successful seller asks the right questions and knows how to get the client to share their thoughts – this requires empathy. Above all, a salesperson knows how to close, knows when negotiations are over and it’s time for a signature – this requires leadership.

Balanced, holistic and human, Guy Anastaze’s approach unfolds organically in Authentic Selling, illustrated and enhanced by his personal experiences making the book all the more enjoyable and serving to introduce the reader to a number of methods worth exploring for anyone in a commercial environment. Perfect for the sales community, Authentic Selling will also prove useful to all professionals interested in personal development.

  • This book is about the positive psychology of selling and imaginatively integrates scientific foundations with a hands-on approach. Given the importance of selling in our everyday life, this is a must for every professional, whether officially in the sales force or not.

    Dr. Ilona Boniwell, CEO, Positran

  • Authentic Selling may be primarily addressed to salespeople interested in or in need of boosting their sales performance, but it will also certainly appeal to any professional interested in personal development and a balanced and coherent way of life, leading to the optimization of one’s own potential.

    Alexandre Vassiltchikov, Member of the Executive Committee, CFO/CRO, ING Belgium, Geneva Branch, Switzerland

  • As manager of the logistics center at a major banking group, I often have the opportunity to meet salespeople who have yet to read Guy Anastaze’s book. This book is a prerequisite for all salespeople looking for tools and methods that will enable them to improve, and increase the value they bring to their clients.

    Jean Claude Favre, Head of Crédit Agricole Private Banking Services, Switzerland

  • For any people involved in a commercial activity it is critical that you take the chance to read Guy Anastaze’s book. Thanks to his uncommon and demanding path, Guy has managed to re-discover the beauty of a very old job: making sure that demand and offer meet in the most positive, rewarding and uplifting experience for both.

    Olivier Piazza, Co-director Executive Coaching Master Program, University of Cergy Pontoise

  • Through this book, Guy Anastaze brings together his experience in areas as diverse as human psychology and sales methodologies in a personal approach that is open to everyone, but places, above all, the human being at the center. While it is a reader that will open this book, it will be a seller who will turn the last page.

    Marc Chikhani, CEO, SR Operations, Switzerland

  • Authentic Selling may be aimed at young salespeople, yet this rich collection of life experiences can speak to the hearts of us all. Sincere and generous, Guy provides us with a user’s guide to success, happiness and serenity. I thank him for highlighting the Enneagram as a powerful tool for personal development.

    Marie-Claire Fagioli, Coaching and Enneagram teacher, owner of Moncoach. Switzerland

  • An excellent book that puts human beings and their values at the center of the action. The book addresses the important points and proposes alternatives to readers. The author revisits the fundamentals of true authentic selling, which allow you to enjoy and fully experience the art of selling.

    Eric Guinchard, CEO, Wird, Switzerland

  • Is selling an art or a science? Why is sales an unpopular profession? How can its nobility be restored? What makes a salesperson truly successful over the long-term? With the internet playing a more and more predominant role in business, what are the essential characteristics that will distinguish a salesperson as one of the best in their profession and make them a valued interlocutor sought after by their clients? If you are looking for the answer to these questions, this book is for you.

    Edward Gaehwiler, Vice President and Member of the Board, IBM Switzerland