21 Secrets of Million-Dollar Sellers: America's Top Earners Reveal the Keys to Sales Success

by Stephen J. Harvill

Overview

Fortune 50 consultant Stephen Harvill reveals the secrets of the world’s best salespeople who earn at least one million dollars a year in “the only sales book most superstar hopefuls will need” (Publishers Weekly).

In this sharp, invigorating read, Fortune 50 consultant Stephen Harvill discovers twenty-one common behaviors of top earners across seven major industries. These are the secrets of the world’s best salespeople who rake in at least one million dollars a year—and the strategies that set them apart from the rest.

For over thirty years, Steve Harvill has helped successful sales teams do what they do better, smarter, more elegantly, and with more imagination. As a consultant for some of the top companies in the world, including Apple, Pepsi, Samsung, and Wells Fargo, he aids in simplifying unwieldy processes and making teams more effective.

His work inspired him to ask the question: what exactly sets the top producers apart from their peers? After spending a year interviewing 175 sales superstars from seven different industries, he found twenty-one distinct behaviors of successful salespeople. Organized by these best practices and filled with hundreds more tips, stories, and takeaways, 21 Secrets of Million-Dollar Sellers reveals how you can improve in every aspect of your job and rise to become one of the best.

Product Details

ISBN-13:	9781501153464
Publisher:	Touchstone
Publication date:	08/07/2018
Edition description:	Reprint
Pages:	272
Product dimensions:	5.50(w) x 8.38(h) x 0.70(d)

About the Author

In the past twenty-five years, Stephen Harvill and his Creative Ventures team have helped some of the world’s most respected companies realize their true capabilities through pioneering methods in organizational dynamics and strategic thinking. He now runs a boutique consulting firm, working with organizations of all sizes—his client base includes Apple, Pepsi, Samsung, IBM, General Mills, Wells Fargo, Southwest Airlines, and Microsoft. He lives in Austin, Texas with his wife.

Table of Contents

Introduction 1

Part I The Four Essential Secrets Universal Behaviors of Million-Dollar Salespeople

Essential Secret #1 Simple 23

Essential Secret #2 The Jordan Formula 35

Essential Secret #3 Tell a Good Tale 45

Essential Secret #4 Make Friends First 57

Part II Client Relationship Secrets Treat Your Customers the Way Million-Dollar Producers Treat Theirs

Secret #5 One Level Above 71

Secret #6 Build Your "Like" Platform 81

Secret #7 They'll Know It When They See It 93

Secret #8 W.A.I.T. 103

Secret #9 Sell Smart 113

Secret #10 Get Out of the Office 121

Secret #11 Charm the Gatekeepers 131

Secret #12 Save the Whales 139

Secret #13 Not So Fast 149

Part III Work Performance Secrets Harness Your Energy, Get Organized, and Manage Your Schedule Like a Sales Superstar

Secret #14 Embrace the Dark Side 161

Secret #15 The Ten Times Rule 169

Secret #16 Master the Day 181

Secret #17 Make Your Own Metrics 191

Secret #18 Don't Waste Good 203

Secret #19 Bang Your Drum 215

Secret #20 You Can't Fake Real 227

Secret #21 Become Your Product 237

Conclusion 249

Acknowledgments 255

Editorial Reviews

07/17/2017
Top salespeople don’t fit in a single personality mold but they do have behaviors in common that lead to their success, according to this excellent manual from Harvill, leader of the consulting firm Creative Ventures. For this book, Harvill, who has spent 30 years teaching corporate sales forces, conducted a year-long study of 175 top people in the field, diverse across gender, age, and racial lines, each of whom bring in more than $1 million annually for their employers. His research yielded 21 common strategies for successful selling. Readers are urged to keep it simple, hone their storytelling skills, make their clients friends before they make them customers, get in face time, charm the gatekeepers, and learn from their mistakes. Nothing in here is “earth-shattering or universe-changing on its own,” he freely admits, but the combination of these skills with his knowledge and experience adds up to a winning equation for effective selling. Well-organized and full of snappy, memorable aphorisms, Harvill’s friendly, easy-to-grasp approach makes this a strong contender for the only sales book most superstar hopefuls will need. (Sept.)

Publishers Weekly

"Well-organized and full of snappy, memorable aphorisms, Harvill’s friendly, easy-to-grasp approach makes this a strong contender for the only sales book most superstar hopefuls will need."—Publishers Weekly

“Steve will guide you on a journey that will show you how to hit the reset button for defining the ‘Relevance’ you can have in the lives of the customers you serve along with the ‘Value’ you can create that forms the lasting ties to those customers."—Bill Coppel, First Clearing

“No one is better than Stave Harvill when it comes to dynamically delivering actionable, executable and intelligent content. His sales ideas make sense and are uncomplicated.”—Sean Mahedy, Park Avenue Securities

“Steve’s passion is contagious, his message is powerful and his presentation is entertaining and enlightening.”—Better Business Bureau

“What Steve gave to us was so much more than consultation. His impact, without a doubt, is a lasting one that will reap rewards for our mission for years to come.”—American Heart Association

“21 Secrets of Million-Dollar Sellers is for anyone who wants to succeed. Steve is a storyteller, and this business book is filled with inspirational, interesting, and powerful stories about service, relationships, building confidence, dealing with rejection, self-reflection and discipline, focus and how to be an active listener, then a superstar.”—Betsy Edelman, Senior Vice President, Chief Compliance Officer and General Counsel, RiverMend Health

“A thought-provoking book that made me grab my highlighter and post-its immediately. A must have for any sales-minded reader. I would recommend it to anyone that has direct responsibility for either delivering or driving sales for their organizations.”—Tracy Wade, Head of Sales and Product, Maxum Specialty Insurance Group

“This book has amazing insight and perspective.”—Elizabeth Schehl, Morgan Stanley

From the Publisher