Soft Tales and Hard Asses: One salesman's discovery of the art of Story Telling

Soft Tales and Hard Asses: One salesman's discovery of the art of Story Telling


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Product Details

ISBN-13: 9781483979298
Publisher: CreateSpace Publishing
Publication date: 08/15/2013
Pages: 250
Product dimensions: 6.00(w) x 9.00(h) x 0.53(d)

About the Author

Throughout the late 80's and early 90's I earned a living as a technicial sales support guy at organisations such as GPT, Tellabs, AT&T and Motorola.

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.

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Soft Tales and Hard Asses: One salesman's discovery of the art of Story Telling 5 out of 5 based on 0 ratings. 1 reviews.
Steve Milgram More than 1 year ago
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.