Table of Contents

Testimonials
Foreword
How did I get here? A little story about myself
Why did I write this book?
Chapter 1 Your life is not a rehearsal
Chapter 2 Know why you are a salesperson
Chapter 3 You are good, now become great
Chapter 4 Selling starts when the customer says no!
Chapter 5 Selling is coaching your customer
Chapter 6 You are the boss!
Chapter 7 If you want to go far, take care of your horse
Chapter 8 Focus, focus and… focus
And now?
Suggestions for further reading
Acknowledgments
About the author

About the Author

Combining 30 years of sales management experience at IBM with his passion for people, Guy Anastaze is an executive and sales management coach, positive psychology and behavioral change specialist and an Enneagram expert. He is the founder and CEO of Anastaze Business Coaching Sarl. He graduated in Executive Coaching from the University of Cergy Pontoise (France), has an MBA from IMD Lausanne, a Doctorate 3rd Cycle from the University of Strasbourg and a PhD from the University of Geneva, both in Theoretical Physics.

Reviews

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 centre. 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*

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*

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 Director of International MSc in Applied Positive Psychology at Anglia Ruskin University, UK Associate Professor at Ecole Centrale Paris, France*

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*

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. In addition, this book provided me personally with very relevant answers to several questions I had asked myself when my professional development required me to make important choices.
*Jean-Claude Favre, Head of Credit Agricole Private Banking Services, 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*

For anyone 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. That's a true and invaluable gift for all salespeople which will find the way - and the relevant practice - to become proud of their job and even more importantly of who they become.
*Olivier Piazza Co-director Executive Coaching Master Program, University of Cergy Pontoise, France*

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, and efficient and stimulating interaction with others. Guy Anastaze's sharing of his own personal experiences makes it all the more credible and likeable and serves as an introduction to a number of methods and approaches that are indeed worth exploring.
*Alexandre Vassiltchikov Member of the Executive Committee CFO/CRO ING Belgium, Geneva Branch, Switzerland*