Sell Yourself First: The Most Critical Element in Every Sales Effort

Sell Yourself First: The Most Critical Element in Every Sales Effort

by Thomas A. Freese, Gildan Author, Gildan Media Staff
     
 

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The Biggest Differentiator In A Competitive Marketplace Is You

The familiar adage that "It's a jungle out there" applies to sellers and sales organizations now more than ever. Competitors are hungry for business; decision makers are wary of change; and the market is crowded with products and services that are barely distinguishable from one another. Meanwhile,

Overview

The Biggest Differentiator In A Competitive Marketplace Is You

The familiar adage that "It's a jungle out there" applies to sellers and sales organizations now more than ever. Competitors are hungry for business; decision makers are wary of change; and the market is crowded with products and services that are barely distinguishable from one another. Meanwhile, the tried-and-true sales methods of the past are simply no longer effective in a world where customers aren't sure whom to trust.

According to Thomas A. Freese, author of the contemporary sales methodology classic Secrets of Question Based Selling, the single most effective way to separate yourself and your offerings from all the noise in the marketplace is to sell yourself first. After all, you are the greatest asset your competition lacks.

Freese has helped thousands of salespeople worldwide become more effective at penetrating new accounts, positioning a unique value proposition, and closing more business. In this audio book, he will show you how to leverage your own personal assets to win the confidence of customers by displaying a host of intangible attributes such as credibility, competence, confidence, integrity, creativity, attitude, and thought leadership. Ultimately, by maximizing your ability to convey a more impactful value proposition, you give yourself an unfair advantage over the competition to win more sales, using innovative strategies such as:

  • Acknowledge the elephant in the room: Knowing that customers are naturally skeptical and standoffish toward vendors, sellers gain a significant competitive advantage by acknowledging the customer's uncertainty right off the bat. Especially in competitive situations, customers want to know whom to trust, and your ability to earn credibility early might be the difference between winning the business or coming in second place.
  • Treat every sales call like a job interview: The fact that everyone is familiar with a job interview scenario makes it the perfect metaphor for selling yourself first. Truth is, every job interview is also a sales situation, and every sale is a job interview. Thus, decision makers want to focus more on how you can help address their goals, rather than just hearing a sales pitch.
  • Use mini-invitations to secure more mind share: Any experienced salesperson knows you can't just barrage customers with features and benefits. Instead, the real skill is causing people to want to engage in a mutual dialogue about their needs and your value. Freese will show you how to lower a prospect's natural defenses, and at the same time, make them more receptive to hearing your value proposition.

Written in a clear, conversational voice, Sell Yourself First is a must read for any salesperson who wants to have an unfair advantage over the competition.

Editorial Reviews

Publishers Weekly
Freese (Secrets of Question Based Selling) shows salespeople how to gain an advantage over their competitors by polishing their presentation in this meandering, lackluster guide. Freese focuses on developing a repeatable formula for selling yourself that centers on soft sales skills including establishing credibility, forging and using relationships, differentiating solutions, and justifying costs. He also includes a useful chapter on selling yourself at a job interview. Most of the advice is common sense and merely gives old practices with unfortunate corporate-speak labels--questions that elicit predictable answers from customers that open the way for a more detailed conversation are rebranded "mini-invitations." Experienced salespeople will recognize these tactics if not the jargon that Freese employs; neophytes might find useful if not groundbreaking wisdom that will allow them to tweak their delivery and may improve their sales potential. (Dec.)
Library Journal
Be honest with your customers. Acknowledge your industry's dark side. Stop trying to persuade your customers, and solve their problems instead. You are constantly selling yourself. Here, Freese, founder and president of QBS Research, Inc., a sales-training firm, covers a lot of familiar ground to help salespeople improve their technique with clients. But there's a twist—many of the sales strategies are accomplished through Freese's Question Based Selling (QBS) process, in which salespeople engage customers in dialog rather than give the standard presentation. After laying some fundamental groundwork, Freese walks readers through strategizing questions to use in their QBS approach to developing trust, establishing a customer's needs, and closing the sale, with nods to creating curiosity and storytelling methods. VERDICT Recommended if you need to refresh your sales-methods collection. A useful title for public libraries and readers in or considering sales.—Heidi Senior, Univ. of Portland Lib., OR

Product Details

ISBN-13:
9781596599963
Publisher:
Gildan Audio
Publication date:
06/26/2012
Edition description:
Unabridged
Sales rank:
1,186,842
Product dimensions:
5.84(w) x 5.30(h) x 0.76(d)

Related Subjects

Meet the Author

Thomas A. Freese is the founder and president of QBS Research, Inc., and the author of five books, including Secrets of Question Based Selling. He has been featured in numerous articles and is considered to be one of the foremost authorities on sales effectiveness, buyer motivation, and competitive positioning strategies.

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