Converted: How to Help More People Buy What You Sell

by Matt Sykes

Overview

Stop hoping that sales might happen – build a process that ensures they will.

The ability to turn leads into sales is the foundation of every successful business. Converted offers a tried and trusted framework for achieving this goal, replacing unpredictability and uncertainty with a practical and reliable sales process.

This book outlines the ten logical steps you need to master in order to reduce deal-time and close more sales.

You’ll learn how to:

• Target qualified prospects and avoid tyre-kicking timewasters

• Join the conversation happening inside your customer’s head and pitch accordingly

• Guide the sale with meaningful questions that engage and inspire action

• Reassure your prospect and eliminate objections

• Time your quotations and proposals so that they generate more orders, more often

Product Details

ISBN-13:	9781781334713
Publisher:	Rethink Press
Publication date:	07/16/2020
Pages:	196
Product dimensions:	5.50(w) x 8.50(h) x 0.42(d)

About the Author

Matt Sykes is a sales trainer, author, podcast host and public speaker and has clocked up over twenty years of sales experience across a variety of B2B sales roles. His mission is to transform common negative perceptions into positive ones that recognise exceptional salespeople as a force for good, proud of their profession and helping more people buy with confidence.

Table of Contents

Foreword

Introduction

1 Resilience

The buyer’s psychology

Think and grow rich

Get off the couch!

Unleash your latent potential

Design your future

Measure twice, cut once

2 Reach

The Ideal Customer Profile

Prospecting

Personal brand 4

What does all this mean for the sales process?

3 Rapport

Entering the sales cycle

Empathy

Pitching

What does all this mean for the sales process?

4 Rules

What rules a customer’s head?

Define your leads

Be prepared

The Rules of Engagement

What does all this mean for the sales process?

5 Reason

Don’t sell shoes, sell shoe-trees

Knowns, unknown knowns and unknown

unknowns

Questions are the answer

What does all this mean for the sales process?

6 Resource

The C-word

The budget question

An inside job

What does all this mean for the sales process?

7 Reassure

Dull, dangerous and downright delinquent

Show them the money

What does all this mean for the sales process?

8 Rectify

Why buyers object

Decode and disarm 1

The OBJECT formula

What does all this mean for the sales process? 14

9 Resolve

Spaghetti throwing

Asking for the sale 15

What does all this mean for the sales process?

10 Return

Facts tell, stories sell

Say hello to my little friend 16

Let’s go round again

Conclusion

Acknowledgements

The Author

Salescadence Competence Audit

Editorial Reviews

Practical, brilliant, real-world advice.

Matt Sykes knows what he is talking about because – here’s the thing – Matt Sykes has lived all this. He’s passionate about sales being seen as a force for good, and throughout his books and keynote speeches, he often uses the words ‘help’ and ‘journey’. Those two words say so much about his philosophy. He is on a mission to help people who sell – and he wants those people to help their prospects and cus­tomers.

Chris Murray, author of The Extremely Successful Salesman’s Club and Selling with EASE

From the Publisher