WELCOME BACK TO THE GREATEST PROFESSION IN THE WORLD: SALES! Your success, both financial and personal, will come down to one person-you. The better you are, the more money you will make. Sales are about results and results only. Working hard will serve you well, but working smart will serve you better. But you know all of this already, don't you? You are a veteran. You've been in this racket for a while. You know the drill. You probably have served as a sales manager or in some leadership position over the past decade. But it wasn't all it was cracked up to be. So you decided to return to the trenches. You thought you would pick up right where you left off, but the success just isn't there, is it? The younger group is telling you it's because you haven't fed into the social media revolution. They say it's because you aren't prospecting properly on Facebook, LinkedIn and Twitter. Foolishly you bought in, but it didn't work. What's the problem? What's wrong is that you forgot what got you here in the first place. You thought you no longer needed a system, a schedule, or an elevator pitch. But you now realize you do. The problems are those young pups are right about one thing. The world is quite different than it was a decade ago. Humanity moves at a faster pace than you ever imagined. Being good was the key to success a decade ago, but we are way past that. Nobody has time to work with "good people" anymore. SPECTACULAR IS A MUST. But spectacular still comes down to the one thing that made you successful in the first place: Process. It's about having a plan, dissecting it, and executing it. Yes, the process for you the veteran is different now. Or is it? "I've been in sales for 10 years! Now what?" reestablishes a ten-step methodology that will work for the seasoned professional. To succeed, you will once again learn to: 1. Set goals 2. Schedule 3. State initial benefit 4. Prospect 5. Obtain referrals 6. Build the business case 7. Follow up 8. Overcome objections 9. Network 10. Professional development Updated specific templates, scripts, and sample follow-up letters are all in this book. New revolutionary ideas on how to leave complete voice mails, send PAL agendas before all meetings, and obtain referrals are once again dissected with new and improved strategies. New concepts, such as how to effectively text or send Outlook invites, are revealed. Like the original "I just got a job in sales! Now what?" published 10 years ago, this book will provide you with step-by-step tactics to take your business to the next level. But unlike the rookie version, this book isn't about becoming the best of the best. It's about getting you back to where you belong and staying there this time once and for all! It's about never forgetting Todd's belief: "When you master the art of selling, you master the art of living." Seasoned veteran professional salesperson Todd Natenberg is President of TBN Sales Solutions, which increases commissions for salespeople through customized training. A former newspaper reporter, Todd has sold everything from shoes to photocopiers to telecommunications. He has worked as a salesperson, sales manager, and regional sales trainer with companies including Canon, Discovery Communications, Qwest Communications, Teligent and AT&T. Today, he is happily married to his wife, Reena. They are the proud parents of two beautiful four-year-old twin sons, Ari and Teddy, who they love more than anything in the whole wide world. The family lives in Leawood, Kansas, just outside metropolitan Kansas City. In addition to running TBN Sales Solutions, Todd writes a freelance column on the beauty of fatherhood. Nothing brings more joy to him than the beautiful smiles and hugs he gives and gets from Ari and Teddy. Visit www.toddnatenberg.com for more information or e-mail todd@toddnatenberg.com. Todd also can be reached via phone at 816-876-9184.
About the Author: Biography Todd B. Natenberg, is the President of TBN Sales Solutions. The company increases productivity for salespeople through customized training for corporations, individual consulting, and keynote speaking for associations to impact the bottom line. A former newspaper reporter, Todd has sold everything from shoes to photocopiers to telecommunications. He has worked as a salesperson, sales manager, and regional sales trainer with companies including Canon, Discovery Communications, Qwest Communications, Teligent and AT&T. In 2007, he completed the Ironman Triathlon, a 141-mile odyssey in Madison, WI, in a staggering sixteen hours, thirty minutes. He relocated to Kansas City shortly thereafter. Today, he is happily married to his wife, Reena. They are the proud parents of two beautiful four-year-old twin sons, Ari and Teddy, who they love more than anything in the whole wide world. The family lives in Leawood, Kansas, just outside metropolitan Kansas City. In addition to running TBN Sales Solutions, Todd writes a freelance column on the beauty of fatherhood. Nothing brings more joy to him than the beautiful smiles and hugs he gives and gets from Ari and Teddy. Visit www.tbnsalessolutions.com for more information or e-mail todd@toddnatenberg.com.