Most salespeople lose the deal before they ever get started! It isn't uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople have to beat the preferred competitor by a significant margin just to be considered equivalent. Don't you wish that you could be the preferred vendor in all of your opportunities? Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory. Typical turnover for a sales department is 10-20%. Many companies see turnover that approaches 40-60%! This turnover costs them 50% of their revenue-generating capability. In any organization that exceeds 25% turnover, the loss of trust with the customer can be astounding as the new salesperson tries to rebuild the entire relationship. In any given quarter dozens or hundreds of companies do not make their forecasted numbers and are dramatically punished by Wall Street. This book will provide the management of a company with a framework to teach their salespeople how to attain their quotas with higher profits. It will also allow salespeople to rise to the top of their organization and be the super-achievers who win awards, trips, bonuses, and respect. In this book, I will show you how to eliminate your competition and maximize your commission.
About the Author: Sean O'Shaughnessey has been in sales for over thirty years and has achieved or exceeded quota more than twenty-five times (so far). He has produced more than 250% of quota several times. While he has been formally trained in multiple sales process philosophies, he has always found them to be lacking. This book was started over fifteen years ago in frustration after returning from yet another lackluster sales training class by a sales trainer that could only sell sales training. Unfortunately, Sean was forbidden from publishing the book for many years due to his various employers refusing to allow him to publish the secrets to his success. Recently, Sean joined one of the most exceptional software companies in the world, and they enthusiastically supported the finishing of the project. Of course, after so many years, this required a near re-write of the book to accommodate modern tools of the trade. Sean finished the project while still exceeding quota every year. Sean lives in a suburb of Cincinnati, Ohio with his high school sweetheart and wife of over thirty years. They are the proud parents of three adult children.