In this sharp, invigorating read, Fortune 50 consultant Stephen Harvill discovers twenty-one common behaviors of top earners across seven major industries that set them apart. These are the secrets of the world’s best salespeople who rake in at least one million dollars a year.
For over thirty years, Steve Harvill has helped successful sales teams do what they do better, smarter, more elegantly, and more imaginatively. As a consultant for some of the top companies in the world, including Apple, Pepsi, Samsung, Zappos, and Wells Fargo, he aids in simplifying processes that have become unwieldy 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.
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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, Zappos, Southwest Airlines, Microsoft, and JC Penney. He lives in Austin, Texas with his wife.
Table of Contents
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