The Work Smarter Guide to Sales: The 5-week Shortcut to Superb Sales Performance

(Paperback)

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Description

Some people are born with a natural 'go-get-'em' approach. For most of us, however, selling does not come naturally. This book demystifies the art of getting people to buy - whether it is as simple as convincing your friends to agree to your restaurant recommendation, or as complex as getting people to buy your million- dollar proposal at work.

The book is a toolkit for self-exploration, analysis, learning and action plan development framed in a 5-week programme for building your unique sales self. Setting a clear objective for every week, it takes the reader through a simple 5-step programme:

- Setting the foundation: the main principles of sales

- Rational aspects of sales

- Emotional aspects of sales

- Connecting the dots: closuring and continuation of the sales cycle

- Creating your personalised action plan and toolbox with aide memoires, frameworks and life hacks to use every day

Each chapter concludes with a summary of do's and don'ts. The last chapter includes practical tools for analysing and planning your own self-development and business development. It will accelerate your understanding of and ability to sell by raising both your self-awareness and selling self-confidence.

The 'Work Smarter' series:

These books series provides shortcuts, tips and life-hacks for the development of essential business skills. The books bring together accomplished industry experts who have learned their trades at the coalface. They teach the skills ambitious businesspeople need in order to tip the playing field in their favour. It is the pirate equivalent of business advice; the antidote to conventional wisdom; 'smarter' practice over 'best practice'.

Reviews

This is a rare 'how to' sales guide: one that delivers on its promise to help any seller - no matter how experienced they are - become better. It does so by framing the sales process as addressing fundamental human needs, then bringing readers on a discovery journey covering their own sales persona, the client's and the rational and emotional sides of the sales process. At each step it builds awareness and practical capability through simple relevant concepts, effective frameworks and practical exercises -- Guido Buitoni, Global Chief Digital Officer at Danone, former Global Client Lead at Google

Author Bio

David Kean is the author of three bestselling books on the three different aspects of selling: Catalyst (networking and prospecting), How to Win Friends & Influence Profits (winning more business from your existing clients) and Pitching to Win. He is an acknowledged expert on business development and was described by British Airways Business Life magazine as 'the best pitch coach around'. He lectures at conferences and business schools all over the world on selling and marketing and has helped his multinational clients win over $1 billion of incremental income at competitive pitch. David is co-founder of the sales consultancy firm Catalyst.