Sales: 101 What problem does this book solve?
Well... we are going to teach you how to sell just about anything!
We are going to give you a degree in Sales over the next 45 minutes! Does that sound ridiculous? People practice sales their entire lives. How can we possibly show you what you'll need to be a sales pro in 45 minutes?
The answer is that you're already a salesman, you just don't know it. Once we order your skills and give you a basic framework, you'll be a pro because you'll use the human and interpersonal skills that you already possess to maximize your sales effectiveness. And in the process you'll be helping other people, making their lives better with your products.
I guess we should start with the reasons for writing this book. There are about 1.5 million different books on sales. You can find books on selling stuff, buying stuff, rebuttals, and all these clever little tricks about selling... From old people that may or may not have sold things in a time long ago where the traditional rules of sales may have applied to a very specific group of people. But the world has changed.
The world we live in is really and truly so much different than the world our parents, and even our older siblings, grew up in. A book on sales philosophy from 10 years ago might as well be based on teachings during the Roman Empire or the dark ages. Life has changed for all of us, and the future is not what it used to be.
Traditional selling using the old methods of taking the lead (potential customer) and leading him through a long frustrated sales process where you roll up your sleeves and browbeat them into a purchase is no longer a viable solution for businesses or individuals. This book is not just for people who have to sell products or services for living, but for any of us who want to function in a society where we are given a myriad of choices every moment. To be certain, the salesman is no longer in control of the sales process... The buyer has complete control.
The old-school notion of "prescription" selling - where a salesman decides what a person needs and prescribes for the person to buy - is out of date and unrealistic these days. The world we live in is about "option" selling. Consumers have options and they don't even need a salesperson to investigate. We all have the Internet, which has access to every piece of information ever. You have to assume that each and every person you are selling to has all of the information you have about your product as well as all of the information available on competing products or services.
Sales is no longer about winning or losing the sale, because the buyer/consumer has the freedom to walk away anytime. There are random cases of emotional selling (especially in the fitness, weight loss, makeup and cosmetic industries, etc.) however, this is rare and secular. For the most part, understanding sales is about finding a way you can relate to the person or people you are close to, inform them about your product or service, understand what their desires and motivations are, and see if you can come to a mutually beneficial agreement whereby they will purchase your product or service because they believe it will make their life better.
A sale is nothing more than explaining your value proposition and seeing if it fits in the lives of others.
We are going to teach you how to do that!
What's inside: What is a Sales Process? Sales Process Vs. Sales Methodology -Sales Methodologies -Sales Process with Methodologies -The Carnegie Robbins Method How New Buyers Approach Sales -The Concept of Inbound Selling Building A Sales Process -What's a Sales Map? The 25 Cognitive Biases Tyranny Of Choice Rebuttals: The Sale Starts at "No" -The 5 Basic Elements of Dealing with Objections CRM: The Ultimate Sales Tool -What's the Right CRM for You? -Respondr (TechCrunch Disrupt 2015) Press Release Now It's Time t
About the Author: Todd Parker has worked in various fields as a Sales Manager and Sales Training Consultant. He helped to develop sales programs and best practices for some of the largest automotive and fitness companies in the United States. He's known for his "2x Promise" where he trains and coaches sales associates and management to produce 200% more after he works with them for just one week!
He currently resides in Los Angeles where he consults for several companies, helping to define and set up sales programs and sales methodologies.
When he isn't consulting or writing, he's hiking the canyons, or driving up the coast to work with Start-ups in Silicon Valley.
For more information:
Email Todd Parker at (todd@surreal.media)