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SalesBURST!!: World's Fastest (entrepreneurial) Sales Training
By: Patrick EvanseBook Publisher: John Wiley & Sons
Imprint: John Wiley & Sons, Inc.
Format: Adobe Encrypted (DRM)
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Praise for SalesBURST!!
" SalesBURST!! is an entertaining, clever, and out-of-the-box approach to selling. I recommend reading this book to anyone involved in selling today."
—Peter Handal, CEO, Dale Carnegie & Associates, Inc.
"Every salesperson wants to get up to speed as fast as they can-but not as fast as their manager wants them to. SalesBURST!! helps every salesperson shift into fifth gear without skipping first, second, third, or fourth. This makes three people happy:the manager, the salesperson, and the salesperson's banker."
—Jeffrey Gitomer, author of Little Red Book of Selling
"This is a great book that shows you how to make more sales, faster and easier than you ever thought possible."
—Brian Tracy, author of The Psychology of Selling
"Learn from Evans and SalesBURST!! how passion, determination, and an intelligence-based sales effort can make you successful."
—John Calamos, CEO, Calamos Investments
"I have utilized Evans's sales methods to successfully manage my sales accounts, my sales team, and my career for seventeen years. I look forward to using SalesBURST!! to train my salespeople firsthand."
—Joel Leetzow, Executive Vice President, North America and board member, Scancode
" SalesBURST!! is filled with Evans's success stories that will both inspire you and provide helpful hints to help you meet your own quota."
—Susan Bulkeley Butler, CEO, SBB Institute for the Development of Women Leaders and first woman partner at Accenture
"Evans completely exceeded my expectations. Not only did his presentation provide tremendous insights on sales but even greater life lessons."
—Rick E. Ridnour, PhD, Department of Marketing, Northern Illinois University
" SalesBURST!! teaches you to set goals and train for those goals so you win."
—Buddy Melges, America's Cup-winning skipper and Gold and Bronze Olympic Medalist
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| Title of Business & Economics eBook: SalesBURST!!: World's Fastest (entrepreneurial) Sales Training | |
| Release Date: 12-04-2007 | |
| Publisher: John Wiley & Sons, Inc. |
This eBook download is available in the following formats:
| Parent title | SalesBURST!!: World's Fastest... |
|---|---|
| Encrypted (DRM) | Yes |
| SKU | 9780470175163 |
| File size | 1081 |
| Security | n/a |
| Printing | Not allowed |
| Copying | Not allowed |
| Read aloud | No Sys requirements Download reader |
| Devices | Samsung Tablet, Apple Ipad & Iphone, Barnes & Noble Nook, Kobo eReader, Aluratek Libre, Iliad, Nokia, Blackberry, Hanlin |
| Note | Excellent navigation features are available via Adobe such as bookmarks and a quick access table of contents. Text search is easily accessible. An Adobe DRM-protected file is different than a pdf file in that it uses Adobe DRM (Digital Rights Management) technology, which authors and publishers use to protect their content from illegal online distribution and to set certain privileges such as restrictions on copying and printing. |
SalesBURST!!: World's Fastest (entrepreneurial) Sales Training
Chapter One
Secret #1: Ask a Question When You Are Lost
If a prospect says YES and becomes a customer you don't need my training, right?
I agree, so let's start with a NO!
"We have decided not to go with your firm."
"No, no, no, no, no, no, no, ..."
My teaching methods are based on math principles. Once you have been told NO, what is the percentage that you will still win the deal without my training? Zero percent. Why? You were just told you LOST. Want to still win the deal?
Want to increase your odds when you hear the question, "What are the chances of winning this deal?" If you ask your prospect a question with a YES or NO answer, how much have you increased your odds of winning? Fifty percent? Not exactly. You will have a 50/50 shot at achieving an answer from the prospect. This answer will lead to the next question, which in a few minutes will open up the deal again so you can attempt to win. So the first "secret of closing" is to ask a question whenever you hear a negative (clue: NO is a negative).
I refer to this part of the training as The Crossroads. When you reach a crossroads and you are lost ... ask a question.
The real secret is to run your entire sales career based on simple math principles. Every time you have to make a decision, simply apply a percentage to the consequences. I'm talking about basic common sense math. You don't need a calculator for this.
Are prospects more apt to believe you HAVE TO CLOSE a deal at the end of a month? Yes, so use that knowledge you have of people to your advantage. Construct a c
...Read full excerpt from SalesBURST!!: World's Fastest (entrepreneurial) Sales Training ebook
