This is a book about selling. Period.It is a book full of proven sales practices, marketing techniques, best practices and effective behavior in the world of sales. All of which have been proven to work.You will not find storys, quotes orMoreThis is a book about selling. Period.It is a book full of proven sales practices, marketing techniques, best practices and effective behavior in the world of sales. All of which have been proven to work.You will not find storys, quotes or anecdotes from or about famous sports figures or actors to add meat to the pages.
Nobody gets thanked on the opening page and you will not find a long drawn out forward.Consider it to be a guide that you can keep in your desk drawer to reference for any given sales situation. Including leaving effective messages to ensure returned phone calls, overcoming objections, putting an angry customer at ease and turning a complaint into a positive situation. These are just a few of the techniques you will find to take on the challenges you meet on a daily basis.I have been in sales for more than twenty years and I very much enjoy reading about the sales industry.
But too often I find what I read does not give me answers. I want answers!I didnt care about the authors past or how they became such an expert that they could write a book. I wanted my questions answered and my sales challenges resolved.I have spent many an hour sitting in sales training classes, listening to motivational speakers and brainstorming in think tanks.
While I considered all of these to be very effective ways of obtaining best practices for sales something began to dawn on me……Sales does not have to be this complicated. It needs to be ultra simple. Dont get me wrong, work does need to be done to be successful but the main ingredients to being successful in sales are smiling, being friendly, and determining what a customer needs and selling it to them.Some of these techniques I have learned from many resources along the way but to each I have added my own twist and I encourage you to do the same if theres room.Mainly, these techniques are my own and I never really knew that I was using techniques until customers began making me aware of them.
For instance I had a woman tell me one time that she came to my store and bought my product not because my price was the best but because she shopped around via the telephone and that I was the nicest person she spoke with.Therefore anyone that ever called me again I killed with kindness.It really can be this simple!Some I took from my own personal experiences when I was on the other side of the sales spectrum. For instance a salesperson once tried to sell me an imitation leather jacket and his big pitch was that it smelled like real leather. The only problem was that I dont like the smell of leather.
The sales person never took the time to figure that out.Therefore I always made it a point to go deeper into a persons needs to determine exactly what they needed before I offered a product.Again, sales needs to be simple and the training isnt in board rooms, conferences, or books. Including this one. You already have the tools and the training is right in front of you in real life.This guide can be reviewed in any order that you choose. Jump around from topic to topic depending on the sales situation you are encountered with or the one you are expecting or find the most challenging for you.I also encourage you to read it straight through and obtain these skills so that you have them in your sales arsenal and can draw on them at any time in any situation to close the deal!