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Sales Mastery
By: Chuck BauereBook Publisher: John Wiley & Sons
Imprint: Wiley
Format: ePub Encrypted (DRM)
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Distinguish yourself as a "Sales Master" and win big in business today!
Your personal and professional distinctions are THE precursor to closing the deal. Why? Because most salespeople are not distinctive-all they do is follow one another.
Sales Mastery gives you Chuck Bauer's unique personal experience as a highly successful salesman turned sales coach. You'll connect with his methodology, proven by salespeople in every industry, to distinguish yourself, build your sales skills, and win deals again and again. Each chapter focuses on one important quality of salesmanship enabling you to actualize your potential as a prosperous seller Includes tips for mastering sales presentations, phone pitches, customer objections, and closing strategies Learn how to market yourself shamelessly, close sales according to your clients' dominant personality styles, and make prospects chase you Author is a nationally recognized sales trainer and coach
Sales Mastery gives you the toolset to break away from the pack to be the sales leader you always wanted to be... and reap the bigger commission checks that result!
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| Title of Business & Economics eBook: Sales Mastery | |
| Release Date: 02-16-2011 | |
| Publisher: Wiley |
This eBook download is available in the following formats:
| Parent title | Sales Mastery |
|---|---|
| Encrypted (DRM) | Yes |
| SKU | 9781118007846 |
| File size | 4409 |
| 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. |
Sales Mastery
Chapter One
Sales Distinctions and Success Traits
The most distinctive and savvy salesperson I've ever known happens to be a man who sells insurance in central Texas. When we met, he had been in the industry for only five years and already had become one of the top insurance salespeople in the United States. His schedule goes something like this: he schedules three appointments a day for four days a week, does charity work on the fifth day, and takes off on the weekends. He meets with 12 people during his four-day workweek—a schedule that, over the past five years, has helped him develop an astounding database of 2,000 clients, all of whom have purchased insurance from him. His business is solely referral-based; he has never paid for any advertising or bought a list of leads.
How does he do it? With a uniquely bold sales distinction: he sends a limousine for his prospects or customers and brings them back to his office for a two-hour meeting. If they're hungry, his cook prepares a meal for them. He closes the deal on their insurance options and then sends them right back home in a limo. His clients ride and dine in the lap of luxury. Word about this celebrity-level treatment from an insurance salesman in Texas spread like wildfire. That's all it took for his business to explode.
One more thing: he treats his top clients—about 20 people total—to yet another limousine ride. At the end of the year, they are chauffeured to Dallas for a gourmet meal in a fine restaurant, and then they enjoy a theatrical production of A Christmas Carol.
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