Sebastian was recently promoted to sales in his company, and while he enjoys the challenge, he is also stuck. He's playing with the big boys now, and in a competitive shootout with some serious big guns, he is poorly armed. The techniques that worked in his old job don't work here, and if he's going to stay alive, he better figure out something quick. So to clear his mind and get himself together, he climbs on his Harley and hits the open road, never knowing the answer to his dilemma is just around the next corner.
Jack is a resolute American visiting Ireland. But what Jack has to offer Sebastian is something that is part of the Irish soul: the art of storytelling. Their chance encounter gives Sebastian a new outlook, a new confidence, and most importantly, a new sales tool. Taking baby steps into his newfound skill, he soon discovers the power of storytelling and realizes that if there were ever a time to test just how far it can take him, that time is now.
The perfect companion for salespeople and business owners, Lanigan's debut captures his love of storytelling as it imparts the wisdom this skill has brought him over many years of success both in sales and in training. Written as a story itself, it eschews dry, worn out, overly academic rhetoric and uses the very concept he is teaching to demonstrate its effectiveness. A must-have for anyone involved in business, Soft Tales and Hard Asses will change the way you look at your job as it gives you the tools you need to not only excel but inspire and truly enjoy your process.
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About the Author
I witnessed, first hand the respect they commanded from their peers, managers and customers and how no two days were ever the same.
I felt that, as the technical guy, I was already qualified, so I moved into a sales position with a small start up software company. It didn't take long before I found out that I knew nothing about sales. I was out of my depth and in over my head. I was working incredibly long hours. I was making the cold calls. I was getting meetings. But something was wrong........ despite good training......I simply wasn't succeeding.
As a result I sought help from some of the senior, high performing salespeople I knew. A name that cropped up repeatedly was the Sandler Sales Institute.
I booked myself on the next available bootcamp and what I learned made me wonder why I hadn't done this a lot sooner. Sure, I learned great techniques, but that was a given. It was what I learnt about mindset and my own self limiting beliefs that underpinnned the breakthrough for me. The training I received was life changing. I believed in it so much that I approached Sandler with a view to setting up the first Sandler Training centre outside North America. As a result Sandler Ireland is the longest running Sandler Franchise outside North America. I am fortunate to count some of the worlds most admired companies (Oracle, IBM, EMC, L'Oreal, Computer Associates, BMC Software, etc.) as clients.
Most Helpful Customer Reviews
In short, this is a book on storytelling, and its role in sales. I perceive this to be an brilliant book because it does exactly what it preaches, and presents its lessons as a story. This makes it easy to remember and utilize, because each lesson is placed into appropriate context, such as networking, deal closing, pipeline creation, and more. So I would recommend this book to any and all sellers (and have done so several times already), because you will come away with increased valuable knowledge on the components of a good story, and how to put them together into an influential whole.