The Best Damn Sales Book Ever - Warren Greshes - ebook

The Best Damn Sales Book Ever ebook

Warren Greshes

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"Over the years, I have seen them all, and Warren Greshes is one ofthe very best. In his wonderful new book, Warren distills alifetime of sales training into sixteen actionable tools, which, ifyou use them, will guarantee that you too reach your goals." -Mark Terry, President, Harman Pro Group "A great read! Warren says it all in a way that's not only easy tounderstand, but even easier to implement. No need to ever readanother book on this subject." -John Gamauf, President Consumer Replacement Tire Sales BridgestoneFirestone North American Tire, LLC "Put this book on your must-read list if you want to learnsuccessful strategies for taking your distribution team to the nextlevel. Through motivation and education, Warren Greshes hascaptivated our very best top managers and producers. He pushes themto succeed and to keep their goals out in front of them, all thewhile maintaining a clear message, infused with his sense of humor.Warren has helped pave our way to success." -Bernadette Mitchell, Vice President Retirement Benefits Group, AXAEquitable "Warren is truly an expert in the field of sales! His grassrootsideas are practical, designed for immediate implementation, and aresure to lead to top-notch results. This book is a must-read forthose new to sales and those veteran salespeople who want to taketheir skills to the next level." -Raj Madan, corporate marketing executive, financial servicesindustry

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Liczba stron: 260




Table of Contents
Title Page
Copyright Page
Dedication
Introduction
Chapter 1 - Attitude and Commitment: It All Starts Here
Chapter 2 - Successful Salespeople See Themselves Successful
Chapter 3 - Setting Goals: Why You Need Them and Why You Need to Write Them Down
Chapter 4 - Successful Salespeople Are in Control
Chapter 5 - The Three Components of an Effective Written Goal
Please Be Specific
Use Time Frames
Place No Limits on Your Ability to Achieve
Chapter 6 - The Action Plan: Why You Need One
The Sales Plan
The Activity Plan
A Calling Plan
Chapter 7 - The Three Components of an Effective Written Plan
An Effective Plan Is Expressed in Continuous Action
An Effective Plan Is Broken Down into Accomplishable Steps
An Effective Plan Gives You the Ability to Measure Your Progress Every Step of ...
Chapter 8 - Acting on Your Plan:You Have Twenty-Four Hours to Act on a Good Idea
Chapter 9 - Persistence: People Don’t Fail, They Just Stop Trying
Persistence Follow-Up Tips
Chapter 10 - Your First and Most Important Sale Is at Home
Chapter 11 - Successful Salespeople Sell More than Just the Product or Service
Chapter 12 - Successful Salespeople Create and Deliver Value and Don’t Sell Price
Price Is Easy to Duplicate
Price Is Not What the Clients Want
Selling Price Makes You Replaceable
Chapter 13 - Successful Salespeople Know What Clients Buy and Why
Chapter 14 - Successful Salespeople Are Experts, Advisers, and Resources
Chapter 15 - Successful Salespeople Love What They Do
Index
Copyright © 2006 by Warren Greshes. All rights reserved.
Published by John Wiley & Sons, Inc., Hoboken, New Jersey.
Published simultaneously in Canada.
No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permissions.
Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation.You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages.
For general information on our other products and services or for technical support, please contact our Customer Care Department within the United States at (800) 762-2974, outside the United States at (317) 572-3993 or fax (317) 572-4002.
Wiley also publishes its books in a variety of electronic formats. Some content that appears in print may not be available in electronic books. For more information about Wiley products, visit our web site at www.wiley.com.
Library of Congress Cataloging-in-Publication Data
Greshes, Warren, 1951—
The best damn sales book ever: 16 rock-solid rules for achieving sales success / Warren Greshes
p. cm.
Published simultaneously in Canada
Includes index.
ISBN-13: 978-0-471-75728-3 (cloth) ISBN-10: 0-471-75728-4 (cloth)
1. Sales personnel—United States. 2. Sales personnel—United States—Attitudes. 3. Selling. 4. Success in business—United States. I. Title.
HF5438.25.G736 2006
658.8’1—dc22
2005026008
This book is dedicated to my wife Linda, who at times has had more faith in me than I did, and to my son Michael and daughter Emily, who are all part of the answer to the question:
What motivates the motivator?
Introduction
Being a salesperson is the best job there is. It is one of the few professions in which you can work for someone else and still be working for yourself. It is also one of the only professions where you can work for someone else, make as much money as you want, and not have to beg the boss for a raise.
A salesperson’s score is up on the board for all to see, every single day. Nobody can ever tell you you’re doing a bad job if you’re not. Of course, the down side is: If you’re not doing a good job, there’s nowhere to run, nowhere to hide. And therein lies the problem.
Most salespeople are not great at what they do. If we looked at every sales organization in the world, we’d find, for the most part, they break down the same way. Ten percent of the salespeople are great; 10 percent should be kicked down the stairs and out the door; and the other 80 percent are merely average.
This book is aimed at two of those groups. The 10 percent at the top, while already successful, are the kind of people who are always looking to get better and can take one good idea and turn it into a veritable gold mine. The middle 80 percent need this book because they need direction. Most of them are mediocre not because they want to be, but because they just don’t understand what it takes to be a successful salesperson.
Of course, if those in the bottom 10 percent want to buy this book, I’m not about to stop them. But I’m sure as heck not going to waste a lot of time, energy, and money marketing this book to that group. There’s a reason why the bottom 10 percent always seem to remain the bottom 10 percent.
Many sales books focus on some part of the actual sales process—prospecting, closing, referrals, presentation skills, and so on. Others focus on certain psychological or supposedly new ways of selling: customer-centric selling; mirroring and understanding the personality of the customer; relationship selling.
While many of these skills are included in The Best Damn Sales Book Ever, this book is about what successful salespeople do to be successful. What makes it unique among sales books is that it starts at the very beginning of the process with the single biggest differentiator between the successful and unsuccessful salesperson: selfmotivation.
In fact, this book will teach you how to motivate yourself, by taking you through a process in which you will develop a written five-year plan for your life, career, and business. This five-year plan will enable you to focus more clearly on what you want to accomplish, when you’ll accomplish it, and the specific steps you will need to take to accomplish your goals.
Selling is rejection, plain and simple. The top salespeople can deal with it, the rest can’t. Ask any sales VP or sales manager and they’ll all tell you the same thing. The biggest reason their salespeople do not bring in enough business is that they don’t see enough people. They don’t see enough people because they fear rejection. They fear rejection because they don’t know how much rejection they need. And they don’t know how much rejection they need because they don’t know what they need or want. They have no goals or plans for their lives, careers, or businesses.
After finishing this book, you’ll never be in that situation again.
There are a lot of fallacies about what constitutes a great salesperson. “Oh, he’s a great salesperson; he can talk you out of anything.” “She’s a born salesperson.” “She has a real sales personality.”
As with so many other aspects of life, many people’s perceptions of what makes a great salesperson come from Hollywood. Both in the movies and on television, the great salesperson is always a con man type who can talk you out of anything. But how many times can one person talk you out of anything? Only once—and then you’d never buy from that person again. Isn’t the great salesperson the one who generates a tremendous amount of repeat business, which leads to bigger sales and more referrals?
Does it take a sales personality, as portrayed on television (outgoing, back-slapping, joke-a-minute), to be self-motivated, persistent, and willing to fill customers’ needs? No, of course not; that could be anyone. Herb Tarlick, the plaid jacket, white belt, white shoes salesman of the TV series WKRP in Cincinnati was not a good salesperson. In fact, he was an idiot.
This book will cover the following 16 “rock-solid rules” that successful salespeople follow:
1. They have a great attitude and always do more than they’re supposed to do.
2. They see themselves successful.
3. They don’t prejudge; they don’t assume; they don’t minimize themselves, their prospects, or their clients.
4. They are goal oriented. They have written specific goals and strategic plans for their lives, careers, and businesses.
5. The are self-motivated.
6. Successful salespeople are in control.
7. They constantly practice and prepare.
8. They see and talk to more people than anyone else and get more people to say no to them.
9. They take action.
10. They are persistent.
11. They sell more than just the product or service, because they understand who the customer is and what they really want.
12. They consistently create and sell value, rather than get stuck on selling price.
13. They understand that speed and ease are the two biggest benefits you can deliver to a customer.
14. They act as experts, advisers, and resources to their clients, always ready to provide them with knowledge, expertise, information, and education.
15. They are indispensable to their clients.
16. They absolutely, positively love what they do.
As you read this book, you’ll find many myths and preconceived notions about selling shattered—and to your benefit, I might add.
You will also notice, as you go through each chapter, that every once in a while I will break away from the topic either to give you a Sales Tip or Sales Alert, or to go off on a Sales Rant, in order to expand on a point and give you more practical information that can be put to use immediately.
This book is no magic formula. You will be asked to do some work in order to come up with your plan. But don’t worry, because everything I ask you to do, every idea I give you, will be so easy to implement, you will have no excuse not to do it.
1
Attitude and Commitment: It All Starts Here
Weakness of attitude becomes weakness of character.
—Albert Einstein
Have you ever been walking down the street when you spotted, in the distance, someone who you know is a very depressing person? What do you do? Probably cross the street or duck into the nearest store. Hey, have you ever tried this one? You see him coming so you cover your face, making believe you have to sneeze? Why do you do that? Obviously, because you don’t want to talk to that person and end up as depressed as he is.

Lesen Sie weiter in der vollständigen Ausgabe!

Lesen Sie weiter in der vollständigen Ausgabe!

Lesen Sie weiter in der vollständigen Ausgabe!

Lesen Sie weiter in der vollständigen Ausgabe!

Lesen Sie weiter in der vollständigen Ausgabe!

Lesen Sie weiter in der vollständigen Ausgabe!

Lesen Sie weiter in der vollständigen Ausgabe!

Lesen Sie weiter in der vollständigen Ausgabe!

Lesen Sie weiter in der vollständigen Ausgabe!

Lesen Sie weiter in der vollständigen Ausgabe!

Lesen Sie weiter in der vollständigen Ausgabe!

Lesen Sie weiter in der vollständigen Ausgabe!

Lesen Sie weiter in der vollständigen Ausgabe!

Lesen Sie weiter in der vollständigen Ausgabe!

Lesen Sie weiter in der vollständigen Ausgabe!