My good friend Kelley Robertson who runs the blog http://www.fearless-selling.ca/blog/ wrote this book some years back. I have been meaning to read it for some time now and finally I did.
A on the go sales manual
Kelley’s plan has been to make the book accessible to sales people with a lot on your plate.
It is split into 101 tips (chapters) that describe one part of sales; each chapter is between 1 and 4 pages long meaning you can read it during idle time between meetings.
Read one chapter before every meeting
Since the book is written in this format the best way to use it is by reading one chapter before every meeting.
Think about the tip you just read while talking to your customer and practice that part of the sales process.
You can of course read it as a regular book reading 10 chapters at a time and learning about every part of the process.
I have used a little here and a little there
A lot of the advice has been very useful to me.
I have taken a tip here, a tip there, made a change to a detail and so on.
For example Kelley shared a great easy way to divide customers in his first chapter.
I made it even easier for our sales people, just “Direct, Talkative and Careful”.
This mindset has helped my sales people see how to approach different types of people.
Every chapter opens a subject but doesn’t go in depth
If you look at Amazon.com
It gives you a brief overview of different things to think about but doesn’t go in-depth into any.
If will spark your imagination, but not provide all the answers.
The advice will make you a better salesman
With the above said, you will improve by reading this book.
Even if you only find 2 or 3 of the tips useful you will be able to pick up details from the other chapters and 1 idea, 1 change can make a huge difference for a salesman, and we have all seen it before.
You make one change to your script and all of a sudden your sales figures go up and up and up.
If you are a busy skilled salesman this book is for you
To be able to really profit from this book you have to have a good grasp of the sales process. You have to have at least a basic understanding of sales and how to get your message across.
This book will help you fine-tune and smooth out some of the rough edges, which will help you quickly improve you sales proficiency.
Get it today
You can find Kelley’s book on Amazon.com.
Don’t let your future wait another minute (don’t make the mistake I made).
