Why are some salespeople remarkably successful, while others make call after call with no results? How do some turn any no into a yes, while others can't even get their foot in the door? For the first time, more than 80 of the most successful salespeople in the world have come together to reveal their secrets to success. You'll learn what makes these outstanding sellers trWhy are some salespeople remarkably successful, while others make call after call with no results? How do some turn any no into a yes, while others can't even get their foot in the door? For the first time, more than 80 of the most successful salespeople in the world have come together to reveal their secrets to success. You'll learn what makes these outstanding sellers true masters of their craft - and how you can adapt the masters' tactics for your own. Learn Martha Stewart's secrets to promoting yourself as an expert. Discover the 11 key questions to ask from Harvey Mackay. Get Anthony Parinello's advice on selling to CEOs. Be trained in guerrilla tactics for direct selling from Jay Conrad Levinson. Find out Brian Tracy's secrets on the psychology of selling....
|Title||:||Masters of Sales: Secrets From Top Sales Professionals That Will Transform You Into a World Class Salesperson|
|Number of Pages||:||301 Pages|
|Status||:||Available For Download|
|Last checked||:||21 Minutes ago!|
Masters of Sales: Secrets From Top Sales Professionals That Will Transform You Into a World Class Salesperson Reviews
This book isn’t so much a cohesive guide as a collection of advice and anecdotes from over 80 successful salespeople, highlighting their best techniques. Most of the book is original content, but it also contains excerpts from other books. The book advocates personal, relationship selling and word-of-mouth referral marketing over cold calling. I liked the chapters on sales attitude, sales systems, and handling objections. I wasn’t very interested in the chapter on selling to corporate clients. It’s worth reading for anyone who sells, because of its valuable sales strategies and tips.I liked the emphasis throughout the book on building personal, long-term relationships with clients by being helpful, genuine, and trustworthy. This approach starkly contrasts that of the impersonal, slimy, pushy salesperson who’s only interested in the client’s money. I also liked the advice on self-confidence, to believe that opportunities abound so that you don’t appear desperate when trying to make a sale.My favorite concept was that of working “peer and above”: working better than your present level, for and with people who expect a lot of you. You set high standards and force yourself to meet them. The challenge causes you to learn and increase your skills, while putting you in contact with other successful people.I wish the book was better organized. It feels disjointed because there are so many sections by different salespeople. I wish the authors had written connecting segments where they expounded on the concepts and application. Speaking of the authors, they’re the founder and director, respectively, of the business networking organization BNI, so it’s unsurprising that there are several mentions of the organization. I read this book because it was recommended by Entrepreneur Magazine, one of my favorite magazines, which I highly recommend to businesspeople.Attitude • Be self-confident. Believe in the abundance of opportunities. • Not every prospect results in a sale. Don’t fear failure. • The risk of losing a deal isn’t a concern; opportunities abound! • Practice personal selling: develop and adjust your message to satisfy the prospect’s need for info, or answer their question. - target the most promising leads - meet face-to-face whenever possible - get more from existing clients • Upsell to customers who have just bought, when they’re at their most receptive. - offer premium version of service - offer subscription version of service - ask for referrals • Trust is the thing customers have always rated the highest.Selling goals and life goals • Set and write goals: annual, monthly, weekly, and daily goals. • Set specific activities as goals.Prospecting and getting clients • Work “peer and above”: work better than your present level, for and with people who expect a lot of you. • Create a catchy phrase. Tie a characteristic of your product/service to a common object, phrase, or phenomenon. Example for a well-groomed CPA: “Look at him; not a hair out of place. Don’t you think that’s how he’ll do your accounting?”Speaking • Start conversations with FORM: family, occupation, recreation, motivation. Find common bonds. • Explain to prospects that they have the option of saying no, to lift pressure.Sales systems • Maintain an “I don’t need the sale” attitude to appear confident and calm, not desperate. • In presentations and demonstrations, use facts + benefits + urgency + feedback: - facts: details of product or service - benefits: what’s in it for the customer - urgency: why buy now - feedback: ask for customer’s thoughts, address concernsOnline selling • Construct your website around The One Thing you want visitors to do. Guide them 1 step at a time. Allow only 1 decision per page.Handling objections • When people say no, ask them why, then deal with the objections. • Raise and address objections before prospects do.Relationship selling • Be a Relator, not a Transactor. Nurture long-term relationships with clients.Closing with the Wow Factor • Be personal and meet face-to-face. • Share your personal enthusiasm. • Attraction is more powerful than selling. Share your expertise and spend quality time with prospects.
Good collection of writings from a variety of sales sources. Good place for people starting in sales who want sort of an overview.
Masters of Sales: Secrets from Top Sales professionals That Will Transform You Into a World Class SalespersonIvan R. Misner and Don MorganEntrepreneur PressThe subtitle of this book at least implies that by learning various secrets from top sales professionals, the reader will be transformed into “a world class salesperson.” That is, of course, nonsense and Misner and Morgan presumably know better. What their book offers, rather, is a rare opportunity to share insights from dozens of successful people, conveniently assembled within in a single source and presented sequentially in eleven chapters, each of which assigned a central theme. For example, “The Master of Sales Attitude: Aligning Your Inner Self with Your Outside Personal Image” in the first chapter and “Closing the Customer: It’s in the WOW Factor” in the final chapter. Several of the contributors were previously unfamiliar to me but I greatly appreciate what they shared. Of course, Misner and Morgan include essays by “the usual suspects” such as Jay Conrad Levinson, Zig Ziglar, Brian Tracy, Anthony Robbins, and Harvey Mackay. There are at least two reasons why all of them are generally considered “super stars” in sales: first, they sell lots of their own stuff (i.e. books, CDs and DVDs, seminars and workshops); also, they have successfully trained thousands of others (who bought their stuff) to sell whatever their respective companies offer. But again I wish to stress that Zig Ziglar, for example, does not clone himself. His objective is to inform but also to ignite those with whom he has contact, directly in person or indirectly via his books and tapes. He urges those in sales to master basic skills, of course, but constantly stresses the importance of formulating or adopting strategies and tactics that are most appropriate to their own needs and interests. The same is true of advice offered by other successful men and women who, like those who contributed to this book, share the lessons they have learned, especially from their failures.
This exposes the reader to lots of ideas and tips from people who are considered top sales professionals. None of the information is a deep dive, but more of an overview on the topics, but I found it beneficial because it let me consider my own sales practices and areas that I might want to improve and now I know many new sources to study.
Alot of different views rolled into one book. I liked it alot!