How To Be A GREAT Salesperson...By Monday Morning!

How To Be A GREAT Salesperson...By Monday Morning!

by David R Cook

Paperback

$28.95

Overview

Experts Agree: "BEST SALES BOOK EVER!" - Excellent Holiday Present -

  • Read The Reviews. Read The Table of Contents. If you are looking for ways to increase your sales, you have found THE BOOK you are looking for. Period!

After Reading This Book, You Will Learn:

  • How to Build a 'Burning Desire' Within Your Customers for Your Products and Services
  • How to Create Urgency: Reasons for Your Customers to Purchase Now!
  • Shorten Your Sales Cycle
  • Trial Close
  • Assumptive Close
  • Takeaway Close
  • Third-Party Close
  • Why Asking Open-Ended Questions is Such an Effective Strategy
  • The Importance of Enthusiasm and Benefits
  • How to Schedule Your Follow Up Calls/Meetings, So YOU Are in Control of Your Sale
  • How to Know When to Stop Selling, and Start Closing Your Sale
  • Plus, Much More

'5 STAR' Amazon Verified Purchase Review:

"Imagine you're sitting in a room with the best salesman ever, and you ask him (and he is willing) to tell you all his best techniques...this is the information you get from this book. Doesn't matter what product or service you sell, and it doesn't matter if you're just starting out or have been in sales for decades, this book is a 'sales acceleration manual.' I would definitely not miss reading this one."

Sales Managers:

There are many closing techniques in this book your sales reps can start using immediately to increase their sales. Sales Managers are ordering books for their entire team, with proven results!

Who This Book is For:

  • Seasoned Salespeople and New Salespeople - Any seasoned sales pro will tell you they are always on the hunt for new closing techniques, a refresher, or a way to improve themselves.
  • New Salespeople - You have just stumbled onto a gem of a sales book that will move you years ahead in your sales knowledge. Everyone will wonder where you learned all of your new sales closing skills.
  • Small Business Owners - This book will teach you how to sell your products and services. Not demonstrate your products and services, but sell your products and services. There is a big difference between demonstrating and selling, which is explained to you in the book.
  • Large Business Owners - Get this book for all of your reps, if you want them to increase their sales.
  • College or University - If you want your business students to learn how to sell, then this sales book should be mandatory reading. Mandatory sales training.

If You Want to Increases Your Sales and Enhance Your Life, Read this Book!

Product Details

ISBN-13: 9780998684819
Publisher: Sales Training On The Go LLC
Publication date: 03/02/2017
Pages: 184
Product dimensions: 5.00(w) x 8.00(h) x 0.39(d)

About the Author

DAVE COOK is considered by many to be a leading authority on sales training, coaching, and sales motivation in the United States and around the world. He has 30+ years of experience at various levels in the corporate world and a proven track record of highly successful sales experience.
At his current place of employment, Business and Legal Resources (BLR), Dave has been a top producer and sales trainer for the past ten years.
His awards include:
• CEO / President's Club Award for Outstanding Sales Achievement for all ten years of employment.
• Joe Berneski Leadership Award for Outstanding
Leadership Skills
Dave has been a guest speaker at conferences in Las Vegas, Los Angeles, Orlando, New Orleans, New Haven and many more.
Dave's expertise in sales keeps him in demand as a sales trainer, and motivational speaker. He has a way of motivating those around him thus bringing people to a level of excellence they never knew possible.
When his schedule permits Dave is available for:
• One-on-one sales training
• Sales coaching
• Motivational speaking
Email: dcook@SalesTrainingOnTheGo.com

Table of Contents

CONTENTS

Preface............................................ix Read This First . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . xix Acknowledgments................................xxi Introduction ....................................xxiii

  1. Make Them Laugh . . . . . . . . . . . . . ............... .1

  2. Enthusiasm and Attitude . . . . . . . ............... .7

  3. What’s In It For Me?(WIIFM) . . ............... 21

  4. Urgency: A Reason to Act Now! ............... 29

  5. Say Your Customer’s Name. . . . . . ............... 35

  6. YESQuestions................................ 39

  7. Right Now!. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43

  8. It’s Very Simple . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45

  9. Use the Assumptive Close. . . . . . . . . . . . . . . . . . . . . . 49

  10. Use the Third-Party Close. . . . . . . . . . . . . . . . . . . . . . 53

  11. Forgive My Persistence, Please . . . . . . . . . . . . . . . . . . 57

  12. We vs. They. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 61

  13. Be a Human Being . . . . . . . . . . . . . . . . . . . . . . . . . . . . 65

  14. Motivation ................................... 69


BONUS SECTION

Advanced Sales-Closing Techniques

15. The Conscious Sale vs. the Subconscious Sale . . . . 77

  1. “Do Me a Favor” vs. “Help Me Out”

  2. Open-Ended Questions. . . . . . . . . . . .

  3. Your Customers Are Lucky You Are

    Talking to Them . . . . . . . . . . . . . . . . . .

  4. Your Customer Has a Question You Do Not Want to Answer Now. . . . . .

  5. Stop Selling!. . . . . . . . . . . . . . . . . . . . . .

  6. Scheduling Your Follow-Ups . . . . . . .

  7. Segue to Pricing—How Much Does

  8. Excuses, Excuses, Excuses—It Is All Excuses . . . . 105

  9. Listen to the Way Your Customer

    Says “Good-bye” . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 109

  10. It Is an Agreement, Never a Contract . . . . . . . . . . 115

  11. Takeaway Close . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 119

  12. Always “Less Expensive,” Never “Cheaper” . . . . . 125

  13. When I Lose a Sale . . . . . . . . . . . . . . . . . . . . . . . . . . . 131

  14. A Message to Managers and Business Owners. . . 137

  15. Gold Nuggets. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 141

  16. ClosingThoughts ............................149


Postscript: The One Thing That Always

Motivates Me . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 153

About the Author. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 157

Customer Reviews

Most Helpful Customer Reviews

See All Customer Reviews

How To Be A GREAT Salesperson...By Monday Morning! 5 out of 5 based on 0 ratings. 1 reviews.
Kevin_Levine More than 1 year ago
I loved this book with a lot of practical information about selling from someone who's done it. Also a great life tool.