NO is Short for Next Opportunity: How Top Sales Professionals Think

NO is Short for Next Opportunity: How Top Sales Professionals Think

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Product Details

ISBN-13: 9781630472825
Publisher: Morgan James Publishing
Publication date: 11/11/2014
Edition description: Translatio
Pages: 184
Product dimensions: 6.00(w) x 8.90(h) x 0.70(d)

About the Author

Martin Limbeck is an international sales authority and sought-after keynote speaker, dubbed "The Porsche of Sales" by the press. He helps sales professionals develop the right attitude toward selling and seal more deals. Sales is Martin's life. He started his professional career selling photocopiers. As a trainer and entrepreneur, he has trained and inspired sales professionals in sixteen countries for more than twenty years. In 2011,
Martin was awarded the National Speakers Association's Certified Speaking Professional (CSP) designation. He has been honored as Speaker of the Year 2014,
International Speaker of the Year 2012, and Trainer of the Year 2011 and 2008. He gives 150 speeches and seminars per year around the globe, teaches at
Reutlingen European School of Business, and has published several books in various languages.

Read an Excerpt

Now, concentrate! But what exactly does an outstanding sales professional concentrate on? On revenue? On the commission? On her suave, affable approach? On the customer? On the product? Well, none of these is off the mark, but none is completely correct either.

When selling, a top sales professional concentrates on . . . selling. C'mon, Limbeck. Isn't that obvious? True. I realize that that sounds trite. But think about it. What I mean by that is that you as a salesperson need to focus on the core aspect of your profession. No salesperson is paid for visiting customers, sales pitches, traveling, objection handling, a good entrance, appropriate attire, sound elocution, or dealing with customer complaints. These are all preconditions, collateral obligations, but they do not address the actual issue. They are the mountain climber's equipment but not the climb itself, and they are worth nothing if the peak isn't reached.

If selling is the focal point of your thoughts, it means you have already fulfilled many preconditions. You have, for example, thought about what kind of information you require for the task. You have practiced your smooth and friendly entrance, you know the typical objections of a customer and can counter each one, you know your product inside out, and so forth. To be clear, all these sales techniques are necessary. A good skier would never enter a race with old, cheap, worn-out equipment. The best NASCAR racers use the best available engines. The best-run football team offers the best training facilities, stadium, and coaching staff. The fact that you are fully equipped is simply a matter of professionalism. But the cutting-edge skis aren't going to take themselves down the awaiting black slope, a powerful engine doesn't climb the winner's podium alone, and the coaching staff does not score touchdowns. Though you handled the client's objections perfectly, your company still hasn't earned a dime.

In the end, what matters is the result. If we're talking sports, that means medals, trophies, decisive touchdowns, prestigious titles. That is why Joe
Montana is a superstar and Donovan McNabb is not. That is why Richard Petty is a NASCAR legend, while Dirk Nowitzki is hardly talked about, even though he is one of the world's best basketball players. Nowitzki just happens to be on the losing team in most decisive games. In the end it is not your performance that counts; it is the results you reap from that performance. And if selling is really about selling and not putting on a good show for the client, then there can only be one goal in your mind from the very beginning.

Table of Contents

Foreword: The Essence of Selling

A Word Before We Start

Acknowledgments

Mindset: What Makes a Sale a Good Sale

Formula: What All Salespeople Should Know About Their Customers

Reflection: Who Do You Think You Are?

Customers: You Have to Like People

Flash of Inspiration: Psychology for the Top Sales Professional

One-Track Mind: The Art of Focusing

Targeting: What Is It You Want?

Mental Preparation: Think Before You Meet

Tall Tales: The Proper Frame of Mind for Customer Acquisition

Valuable(s): Standing Behind Your Price and Performance

N.O.: NO Is Short for Next Opportunity

Out of Left Field: Techniques for When the Going Gets Tough

In Closing: Stay True

About the Author

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