Why is it that top performing salespeople consistently deliver stellar results while their struggling counterparts are just trying to keep their heads above water?
In past generations, selling was often seen as a manipulative act. The belief was widely held that “selling” a product or service not only required the ‘gift of gab’, but also an ability to reach deep into the customer’s pocket before they realized they were being “sold.”
Fortunately, most old-school sales tricks and marketing gimmicks have run their course and customers are quick to recognize the difference between someone who is able to provide real value, as opposed to just another salesperson looking to make a quick buck.
Whether you manage a sales region, run your own business, or serve in a support capacity, you are selling yourself every day. Yet the focus on developing individual selling skills has been pushed to the back burner for far too long.
If it’s indeed true that some salespeople are more effective than others, perhaps it’s time bring skills development back to the forefront, as there has never been a more important time to be perceived as a valuable resource by your company, colleagues, partners, and customers.
Table of Contents
Chapter 1: The Elephant in the Room
Chapter 2: Your Next Job Interview
Chapter 3: Customers Won’t Trust Just Anyone
Chapter 4: Managing Conversational Dynamics™
Chapter 5: Establishing the Customer’s Buying Criteria
Chapter 6: How to Be More Strategic with Your Sales Questions
Chapter 7: Cost Justifying an Intangible Value Proposition
Chapter 8: Making Prospects More Receptive to Your Message
Chapter 9: Competitively Positioning Your Solutions
Chapter 10: Paint Pictures with Your Words
Chapter 11: Wrapping Up the Sale
- Epilogue: For Sales Managers Only
Generating revenue is the lifeblood of every successful business venture. Consequently, the development of more effective selling skills is no longer a nice-to-have, as the person representing a product or service will likely have a greater influence on the outcome on the customer’s purchase decisions than their company, or the product itself.
It’s safe to assume that each of your competitors has fancy brochures, colorful graphics, and a variety of buzzword-laden slide decks they can use to position their solutions. The one thing, however, that none of your competitors have…is YOU.
But, to be effective in today’s business environment and position your offerings in their best light, you must learn to Sell Yourself First.
Every job interview is a sales call, where hiring managers forming an impression about you. Every sales call is also a job interview. In addition to considering your product or service, potential buyers will be evaluating their desire to do business with you. —Thomas A. Freese, President, QBS Research, Inc.
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