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

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

by Stephen J. Harvill

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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
Sales rank: 333,521
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

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