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    The Sales Pro: THINK Like A Pro, ACT Like a Pro, SELL Like a Pro
    The Sales Pro: THINK Like A Pro, ACT Like a Pro, SELL Like a Pro
    The Sales Pro: THINK Like A Pro, ACT Like a Pro, SELL Like a Pro
    Ebook239 pages3 hours

    The Sales Pro: THINK Like A Pro, ACT Like a Pro, SELL Like a Pro

    By Paul Anderson

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    About this ebook

    The Sales Pro delivers advanced, highly effective techniques in a format that is innovative, original and powerful in its ability to be quickly and easily understood. Interactive review exercises can be tailored to your own sales cycle and market and reveal the proven sales techniques of the highest-paid professionals. These include establishing results-based objectives for every call and using open-ended questions to move the sale forward. Exercises reinforce how a sales pro: • Focuses on the law of numbers• Completes customized and dynamic winning presentations• Maneuvers customer objections• Creates a platform that naturally leads to closing the sale• Establishes differentiation to eliminate competition• Positions customer buying criteria to close the sale• Identifies major players, influencers and decision makers• Develops new business opportunities These proven strategies will transform you into a pro in no time!
    LanguageEnglish
    PublisherHillcrest Media Group
    Release dateApr 7, 2015
    ISBN9781634131230
    The Sales Pro: THINK Like A Pro, ACT Like a Pro, SELL Like a Pro
    Author

    Paul Anderson

    Poul Anderson (1926–2001) grew up bilingual in a Danish American family. After discovering science fiction fandom and earning a physics degree at the University of Minnesota, he found writing science fiction more satisfactory. Admired for his “hard” science fiction, mysteries, historical novels, and “fantasy with rivets,” he also excelled in humor. He was the guest of honor at the 1959 World Science Fiction Convention and at many similar events, including the 1998 Contact Japan 3 and the 1999 Strannik Conference in Saint Petersburg, Russia. Besides winning the Hugo and Nebula Awards, he has received the Gandalf, Seiun, and Strannik, or “Wanderer,” Awards. A founder of the Science Fiction & Fantasy Writers of America, he became a Grand Master, and was inducted into the Science Fiction and Fantasy Hall of Fame. In 1952 he met Karen Kruse; they married in Berkeley, California, where their daughter, Astrid, was born, and they later lived in Orinda, California. Astrid and her husband, science fiction author Greg Bear, now live with their family outside Seattle.

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      Book preview

      The Sales Pro - Paul Anderson

      purpose.

      INTRODUCTION

      The purpose of this book is to transform you into a sales pro as quickly as possible.

      Whether you are an experienced sales person, are just graduating from college or high school, are at the beginning of a new sales position or have just been laid off from a different career, applying the professional sales and communication techniques within this book will quickly and easily allow you to close sales and achieve a level of performance equal to that of a pro— regardless of your sales cycle, the market you are selling to and the nature of your product or service.

      You’ll learn powerful strategies to emotionally connect to your customer and to manifest belief in what you are selling, which impacts everything you say, ensuring dynamic and powerful customer communication. Every aspect of the sales process is uncovered and every angle of the buyer’s thought process is taken into account.

      The interactive review exercises will enable you to customize the proven and extremely effective sales techniques of the highest-paid sales professionals, such as establishing results-based objectives for every call and using open-ended questioning to move the sale forward. The exercises will also reinforce how a sales pro focuses on the law of numbers, completes customized and dynamic winning presentations, handles customer objections so that the objection becomes the reason for buying, and creates a platform that naturally leads to closing the sale.

      To become a sales pro, you must be hungry for success and excited to learn the strategies that will get you there. You will need to have complete belief in your product and a natural willingness to do whatever it takes to move a sale forward. No request should be too small. Your sense of a positive outcome with every potential customer you approach is tantamount to the success you will achieve.

      How to Use This Book

      The Sales Pro presents the most advanced and up-to-date selling skills and strategies in their simplest form, offering anyone who is serious about becoming a professional salesperson the ability to get to the top without having to learn the hard way. My goal is for you to immediately gain from the thousands of sales calls and presentations I have made and from the knowledge I’ve gleaned from the hundreds of books I’ve read, CDs I’ve listened to and sales seminars I’ve attended.

      The Sales Pro promotes complete comprehension of the sales techniques by dispensing insight through both text and informative cartoons. The lessons within each format are the same, but this innovative platform enables easier, faster and more effective comprehension by offering two different styles that reinforce each other to get the message across.

      The main character who appears in the cartoon stories is Pete, who while attending sales school discusses with his colleagues how to apply each specific selling skill, technique and strategy. These stories will increase the rate at which you learn the particular skill and allow you to quickly apply the lesson to your own sales opportunities. The book’s cartoon characters, like you, are reading about specific sales techniques; and after each major section of the book, you can follow along as they work through that chapter’s lessons.

      My friends and colleagues who have applied the information within this book have all achieved sales performances they hadn’t thought possible. My commitment to you is if you learn and apply the selling skills and strategies in the pages to come, you too will succeed in becoming a true sales professional and earn an income you never thought possible.

      Good Selling!

      Paul Anderson

      ONE

      Belief: The Essential Ingredient

      Selling is about building trust, and your ability to show that you are sold on what you are selling will be a fundamental principle behind your success. Fortunately I learned this at the beginning of my sales career. The first product I sold was specialized home insulation. The insulation could be blown into awkward areas of the house and was completely fireproof, and the insulation capacity was twice that of the competition, resulting in not just reduced heating bills but more consistent warmth in every room of the home. After the two-hour training session, I was convinced it was the best insulation money could buy. While most rookies went home to study the training material, I drove straight to my territory and started cold-calling door to door to make appointments so I could share this amazing information with everyone. I immediately had success in making appointments, but I knew my success would be short lived if I didn’t follow through with a good presentation that reinforced the value I had been so excited to convey.

      During the weeks that followed I focused on internalizing my belief in the product by increasing my knowledge of the value our existing customers were experiencing and advancing my understanding of how different the insulation was from the competition’s. I reached out to the top salespeople and asked to accompany them on their calls and watched intensely as they passionately presented the information. I was amazed at how easily they interacted with their customers, what questions they would ask and were being asked and what their objectives were for each appointment. I decided to model what I was seeing and how they were acting. After the first three months the results spoke for themselves: My appointment conversion to new calls and my closing ratio to my number of appointments were soon as good as those of the most experienced salespeople.

      Several months later I found myself in the position of making a dual call with another salesperson. He was lethargic and unenthusiastic, and more passionate about finishing for the night than presenting the facts about our incredible product. Needless to say, we didn’t get the sale. I quickly came to realize that although we had all been given the same information as sales rookies, we were obviously not presenting it to customers in the same way. I couldn’t understand why the salesperson I had presented with was even working at the company, how he had survived for so long and—though he was an average performer—why anyone would want to buy anything from him. The more I found myself in situations where I could see the other presentations salespeople were giving, the more I became aware that the majority of them showed a tremendous lack of excitement behind their words. I was constantly being asked why I was so excited about what I was saying and the product we were selling. My response was always the same: How can you not be? It was my job to show commitment for what I was saying and show absolute belief in the advantages my customer would receive through purchasing our product.

      It’s your job to believe with absolute certainty that what you are saying is true, honest and accurate. You don’t have to believe in what you sell but you must believe in what you say. Of course, if you find yourself in the position of selling what you also believe in, your results will, without question, benefit even further.

      To become a sales pro you need to manifest belief in your product by educating yourself on the story of why a potential customer should buy from you, and what makes you and the product you are selling different from your competitor and its products. What’s the story behind your company’s principles and values, and how can you enthusiastically present that story with conviction to inspire someone listening to emotionally connect?

      You need to look behind the sales material and gain an understanding of the passion and commitment that led to the creation of the company you work for; dig even deeper to fully educate yourself on the story behind the products you are about to sell. The more you emotionally connect to the story, the more you will influence your future customers to emotionally connect, and the more powerful your presentation will be.

      As you capture new sales, revisit the sales you’ve made and ask those customers for a testimonial that confirms they’ve received the benefits or financial gain you originally outlined. This will allow you to further energize your story of how good your company and its products are. Make it your story by fully committing to it with an honesty and enthusiasm that shows you really care whether your customers gain from your product’s advantages. It’s your job to fully own your story; if you have to, sell it to yourself over and over again and always remind yourself of the fact that there is a tremendous need for what you are offering. Sales people who cannot fully buy in to the product they are selling will rarely become sales pros and may be better off researching other products to sell that they can believe in.

      Commit your company’s major principles, values and differentiation to memory so you can recite them without thought. These points should become part of who you are, and you should be able to present them so clearly, precisely and fluently that no one questions their validity. Once you accomplish this, the enthusiasm, passion and excitement behind what you are saying will naturally flow to the customer.

      Sales pros focus on visualizing their customers benefitting from their product while communicating what they believe is the best and only option available. They’ve naturally tapped into the law of certainty, which equals success.

      It becomes obvious to your potential customer when you are talking about what you truly believe in, and you become more persuasive when he senses that you are speaking from the heart. When you become inspired, energetic and full of strong emotions, your physiology changes, your voice gets louder, your eyes sparkle and the energy you exude becomes captivating to those

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