This is the first of a special series of books for the upcoming professional salesperson wanting to take their selling to the next level and grow as a superseller salesperson. Over the years very few books have been written that reveal so much as these six do.
This book, Secrets of the Superseller – Book 1/6 – The Must Have Superselling Basics, reveals a great deal of information that has previously been the domain of the best in the industry known as sales.
Here is a small glimpse of that.
Anyone can memorize sales mechanics and believe they can handle many of the challenges the sales industry they are involved in can put their way. However, it’s those with the passion and attitude to put in the additional WORK the true professional does who are the ones that enjoy the REAL success. That’s the main reason those in the top 1% (even the top 5%) stay in that grouping and are in the main unchallenged.
If you’re easily offended, or you can’t take the in-your-face style of writing you’ll encounter in these pages, and need to be couched in cotton wool with lots of the touch-feely business parables, you probably won’t like this book – perhaps even wonder what planet I live on. But if you, or someone you know (who perhaps works for you) needs a kick in the tail and you want to know the things that will accelerate your sales growth, read on, this book is for you.
In fact, most of the stuff you’ll read in this book (in the main) has been published before, but generally not in the way it is written here. Not that it’s not known about or understood. On the contrary, the material you are about to encounter is the stuff constantly practiced at varying levels by everyone that has ever attempted selling as their chosen profession.
Most of what you will read is basic. But what you will also read in these pages is an expanded version of what to do and how to do it (better than you have before) as practiced and applied, then carefully executed by the SALES ELITE.
BY READING ON YOU’LL LEARN WHY THE BEST ARE THE BEST
The reason I am able to pass on this information is that I have had the unique opportunity to both work with and as the situation presented itself, to interview the best of the best in the sales arena to find out what they do that makes them the success they are. In fact, I have had the privilege of those that are not just the high achievers of a number of industries, but the ones considered the “superstars.” The ones that consistently are streets ahead in all area’s of the selling process, that the ones that are also considered the “top closers” because they seem to whose constantly double or triple what their closest peers achieve. These are the same professionals that others secretly eavesdrop on, in the hope they can pick up a technique or two.
The other five book, are entitled
Secrets of the Superseller – Book 2/6 – The Must Have Superselling Skills
Secrets of the Superseller – Book 3/6 – Real Change is Forever
Secrets of the Superseller – Book 4/6 – One of Today’s Greatest Challenges
Secrets of the Superseller – Book 5/6 – Attention Grabbing Statements
Secrets of the Superseller – Book 6/6 – Knowing Which Questions to Ask
Book 1 INDEX
SECRETS OF THE SUPERSELLERS
THE MUST HAVE SUPERSELLING BASICS
BOOK 1 – Index
YOU NEED TO KNOW THIS
IF YOU’RE EASILY OFFENDED BY THE TRUTH – DON’T READ ON
THERE’S NOTHING NEW HERE – IT’S JUST AN EXPANDED VERSION
BY READING ON YOU’LL LEARN WHY THE BEST ARE THE BEST
1.1 – SUPERSELLERS APPLY THE BASICS AS A PLATFORM FOR SUCCESS
AND SUPERSELLERS DO THE THINGS AVERAGE SELLERS DISLIKE
1.2 – TOP SALESPEOPLE ARE AN INVALUABLE ASSET
BECOME AN INVALUABLE ASSET IN YOUR COMPANY
EXCELLENCE COMES AT A PRICE – NO MATTER WHAT YOU DO
1.3 – BUSINESS BASICS AND AN ACTION PLAN HELPED TURN IT AROUND
BUT HIS POOR WORKMANSHIP HAS NOW BECOME A REAL ISSUE AND UNNECCESSAY CHALLENGE
1.4 – RESULTS ARE EVERYTHING, THEY NEVER LIE
AND IT’S NOT ABOUT MINIMAL RESULTS EITHER
REMEMBER THE BOTTOM LINE IS . . . RESULTS, RESULTS, RESULTS AND RESULTS
TOP PROFESSIONALS UNDERSTAND THE POWER OF SOLUTIONS AND USE IT WELL
1.5 – DO IT NOW – DON’T LEAVE IT UNTILL TOMORROW
1.6 – PROFESSIONALS ALWAYS HAVE AN OVER-FULL DIARY
CLIENTS LOVE DEALING WITH BUSY, SUCCESSFUL SELLERS
1.7 – ONLY A FEW CONSULTANTS PUT THIS INTO PRACTICE
1.8 – ANY EXPOSURE CAN HAVE SELLING OPPORTUNITIES
1.9 – TOP PROFESSIONALS DO THEIR HOMEWORK BEFORE THE CALL
PROFESSIONALS PUT THEMSELVES IN THEIR PROSPECT’S POSITION
TOP PROFESSIONALS KNOW THE IMPORTANCE OF EMPATHY
TOP PROFESSIONALS DON’T USE EMPATHY LIKE OTHERS DO
JUST LOVING YOUR JOB IS NOT ENOUGH
LOVING YOUR JOB BUT BEING HALF-HEARTED IS NOT ON EITHER
1.10 – TOP PROFESSIONALS USE THE “BY THE WAY” LINK OFTEN
1.11 – TOP PROFESSIONALS UNDERSTAND CLOSING IS NOT AN END EVENT
PROFESSIONALS DO NOT CONCENTRATE ON “THE CLOSE” ALONE
PROFESSIONALS UNDERSTAND HOW TO ASK FOR THE ORDER
PROFESSIONALS UNDERSTAND THE VALUE OF THE “JUST ONE MORE CALL” APPROACH
THIS IS HOW THEY ARE ABLE TO MAKE THE EXTRA MONEY THEY DO
1.12 – REMEMBER THIS IS JUST THE FIRST CHAPTER OF THIS BOOK
NOW BEFORE YOU PROGRESS TO CHAPTER TWO – THIS IS VITAL
WHERE DO YOU CURRENTLY FIT IN THESE FIVE SALE GROUPS?
7 WAYS TO MAKE COMMUNICATION MORE SUCCESSFUL
2.1 – UNDERSTAND YOUR STRENGTHS AND BUILD ON EACH OF THEM
IF YOU BUILD ON YOUR POSITIVES YOUR NEGATIVES WILL DIMINISH
2.2 – WHEN SEEKING ADVICE, TALK TO SOMEONE WHO HAS THE RUNS ON THE BOARD
PEOPLE ARE ATTRACTED TO THE THINGS THEY ALREADY BELIEVE
REAL FACTS WILL BE MORE IMPORTANT THAN OPINIONS ALWAYS
EVERYONE HAS AN OPINION THEY WANT YOU TO LISTEN TO
2.3 – ALWAYS DO YOUR OWN RESEARCH PERSONALY
SECOND-HAND REASEARCH IS ALWAYS FILTERED VIA ANOTHER’S OPINION
2.4 – NEVER UNDERSTIMATE THE POWER OF FOCUSED PREPARATION
EVEN THE VERY BEST CAN STUMBLE DUE TO MINOR OVERSITES
CHECK-LISTS ARE A CRUCIAL TOOL FOR INDUSTRY PROFESSIONALS
TOP PROFFESSIONALS USUALLY RELY ON CHECK LISTS TO HELP THEM SELL
IT’S THE BASIS OF TRUE DISCIPLINE THAT RELIES ON CHECK-LISTS
EVERY ONE EXCUSE COMES AT A PRICE MOST DON’T WANT TO PAY
2.5 – DONT JUST FALL IN LOVE YOU YOUR IDEA FOLLOW IT THROUGH
HERE’S SOME SUGGESTED WAYS TO FIND OUT WHAT TO DO NEXT
DON’T JUST LOVE YOUR IDEA – RESERVE YOUR LOVE FOR OTHER PEOPLE
YOU’LL NEED TO APPROACH EVERYTHING IN A BUSINESS MANNER
TRY THIS SIMPLE CHECK-LIST BEFORE YOU MOVE ANY FURTHER
2.6 – IF YOU TELL THE THRUTH YOU WONT NEED A GREAT MEMORY
INTEGRITY, HONESTY AND ETHICAL CONDUCT ARE PARAMOUNT
INTEGRITY, HONESTY AND ETHICAL CONDUCT MAKE GOOD SENSE
2.7 – ALL ACHIEVERS ARE RISK TAKERS
2.8 – THE 7 POINTS DETAILED HERE WILL BRING YOU GOOD SUCCESS
SOLUTIONS THAT CAN GENERATE MORE SALES
SO NOW – LET’S ADDRESS THE REAL PROBLEM WITH SELLERS
MANY OF TODAY’S SELLERS ARE ADOPTING UNWORKABLE IDEAS
WRONGLY ACCEPTED DISTORTIONS ARE REPLACING SALES BASICS
3.1- IT’S MUCH EASIER TO TELL THAN TO SELL – SELLING TAKES TIME
DEVELOP A PLAN – ALLOW MORE TIME FOR THE SELLING PROCESS
WHO’S IN CONTROL OF THE SELLERS CURRENT SALES BUDGETS?
3.2 – ANOTHER FOUNDATIONAL PROBLEM AFFECTING MOST SALESFORCES
‘IFFERS’ ARE EXCUSE ORIENTED – WINNERS ARE FACTS CONSCIOUS
“IF ONLY I COULD HANDLE THE OBJECTIONS I GET BETTER THAT I DO NOW!”
MOST OBJECTIONS ARE JUST “RED HERRINGS!” AND LACK SUBTANCE
“IF ONLY I COULD CLOSE MORE SALES!” IS REALLY QUOTED FAR TOO OFTEN
PROFESSIONALISM AND ENTHUSIASM ARE MORE VALUABLE THAN YOUR CLOSING ABILITY
“IF ONLY I COULD BUILD MORE CONFIDENCE!” IS ANOTHER ON-GOING WORRY
PAST MENTAL SUCCESSES ARE THE BEST CONFIDENCE MEDICINES
WHY BE INTIMIDATED BY YOUR PROSPECT – THEY’RE HUMAN TOO
IT’S MORE THAN AN “IF” SYNDROME PROBLEM WITH MOST SELLERS
3.3 – DOES YOUR COMPANY SALES TRAINING TEND TO STIMULATE YOU?
NOW ASK YOURSELF THIS QUESTION – DOES THIS APPLY TO ME?
3.4 – THE REAL SELLING BASICS
IF WE HAD A SALES KIT INSPECTION RIGHT NOW
– WOULD YOU COME CLOSE TO PASSING IT?
HOW WELL WOULD YOU RATE YOUR LOYALTY TO THE COMPANY?
ARE YOUR CURRENT SELLING RESULTS EVER RATED IN UPS AND DOWNS?
DO YOU EVER DWELL ON THE THINGS YOU DID WRONG? DO YOU REALLY?
DO YOU EVER SAY TO YOURSELF OR OTHERS – BUT I PASS MY QUOTA!
DO YOU INVENT EXCUSES WHEN YOU DON’T DO AS YOU EXPECT TO?
DO YOU ENJOY DOING THE PAPERWORK – OR IS JUST IT A REAL DRAG?
DO YOU SAY “MY CUSTOMERS DON’T ALWAYS CO-OPERATE”
3.5 – GUESS WHERE THE BUCK STOPS? IT STOPS WITH YOU – ALWAYS
DO YOU ASK FOR THE ORDER ON EVERY CALL – WITHOUT FAIL?
3.6 – NOW HERE’S SOMETHING MORE TO THINK ABOUT – ADD ON SALES
3.7 – KNOWLEDGE IS POWER – NOW LEARN TO ALWAYS USE IT WISELY