To Sell IS NOT To Sell – BOOK

To Sell is Not to Sell

                                                                                                                                                                       Stop Selling and Start Making Money!                           

                               Spotlight   to order                                                                         CLICK BELOW

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Greta Schulz

Table of Contents

Hiring Sales Superstars

Introduction …………………………………………………………………… 1

The Hiring Dilemma………………………………………………………4

Are Salespeople Born or Made? ………………………………………..7

The Ideal Candidate……………………………………………………… 10

5 Things Every CEO Needs to Know………………………………12

Training a “Killer” Sales Staff …………………………………………15

Hire People to Do Their Job—Sales Will Follow ……………… 18

Let’s Give It a Try ………………………………………………………… 21

Management vs. Leadership

Introduction…………………………………………………………………. 23

Management vs. Leadership—Not the Same…………………….26

A CEO Dilemma………………………………………………………….28

War Games …………………………………………………………………. 31

Are You Salespeople Hunting the Right Prospects?……………34

It Takes Reinforcement………………………………………………….. 37

Money or Excuses, You Can Not Have Both ……………………. 39

Passion ………………………………………………………………………… 42

Recession-Proof Your Business………………………………………..45

Top Ten Sales Tips To Review Quarterly………………………….50

Are you getting ROI from your Training?………………………… 53

Power Prospecting

Introduction …………………………………………………………………. 56

Be a Cold Calling Juggernaut!…………………………………………58

What to Put on a Business Card ……………………………………..62

*VITO and Seymour ………………………………………………….64 P

Prospecting Confidence …………………………………………………66

10 keys to becoming a Power Networker!………………………….69

What Have You Done for Me Lately?………………………………72

The Holiday Brush-Off…………………………………………………. 74

MORE CHAPTERS;

Pre-Qualify-The Power of Engagement

 

The Interview- (Otherwise called the Appointment)

 

The Close

 

Belief

 

Setting and Reaching Goals

 

The Process

 

A Case Studyhttps://www.amazon.com/Sell-Not-Selling-Start-Making/dp/1440107483

Top Ten Most Common Sales Mistakes………………163

10) Not pre-qualifying a potential appointment before you commit to going. I still hear people say, “I go for the appointment, if I can get in front of them I have a better chance of selling it”. You also have a better chance of wasting lots of time on nothing but an opportunity that has a high chance of going nowhere.

9) Not allowing the power of silence. Silence is an important tool in negotiation. It is powerful because most people are so uncomfortable with it that they will speak again before they allow the prospect to answer. When you ask a question, allow the prospect to have time to think about the answer. If you do not, you have lost control of the conversation and more importantly, some people need time to think before answering. For those people, you have interrupted their train of thought. Stop talking!

8) Not uncovering the next steps clearly enough. Some of us are sharp enough to know that we should ask what the next step is when on a sales appointment, but there is more to it than that. For example, if you asked the question, “If I come back with a proposal you like, what will happen next?” (Good question by the way) and they say, “We will move forward” you would probably assume that means to sign the deal…are you sure?? Move forward could mean lots of things to make sure you understand what it is specifically. Do not assume it means to sign the deal without asking because you know what happens when you assume.

7) Putting a proposal together before understanding all that should be included. I am floored how many people still do the show-up, ask a few questions, and ask for the “privilege” to come back with a proposal. What exactly are you proposing? Do not get caught up in the “if I can show them all the great things we do they will buy” syndrome. They will buy what is relevant to them and only then!

6) Not utilizing the relationships they have in the community. These help to form alliances and get them introduced to a potential prospect at a higher level than they could have done alone or by cold calling.

5) Defending your product or service. If someone asks why you did something or why your organization made a particular decision, do not defend the decision, ask why they are asking? Do not assume you know why. You can get yourself in deep trouble that way.

4) Not asking for a referral because you are uncomfortable. This is an unbelievable reality for me. The number one complaint I hear from salespeople is they hate cold calling. Then get yourself out of the cold call business and start asking for referrals. The two reasons why we do not get more referrals are 1) We do not ask and 2) We do not ask properly! You must

be specific about who and what you are looking for. No one knows better then you what a good referral looks like.

3) Not setting an agenda for a meeting. If you are calling on someone and you go in with the attitude that you will “wing it” you are in trouble. No one respects your time if you do not respect theirs. Set an agenda, discuss it with them at the beginning of the meeting and get their agreement. They will also be on the same page with you instead of an adversary.

2) Do not give the “features and benefits” of your product until you know they are relevant to the potential client. Do not assume they are because you know his/her industry. Assuming this is a mistake in many ways. The most damaging is not letting them tell you the issues they are having before you make your recommendations. Even if they end up being the same ones. People need to be heard.

1) Not shutting up.

Spotlight   ORDER NOW!                                                                                   CLICK BELOW;

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