aspect of sales success. Your attitude is an essential element in successful selling. Whether you are a rookie or a veteran salesperson, your attitude is vital to your success. We refer to this as your will.
Here’s a key point: If you apply the lessons in this book you will be prepared to make an effective sales call. You will fully understand the skills necessary to make a sales call with confidence and competency.
The bottom line is this. You will learn how to sell, how to prospect, how to initiate contact with a prospect, how to make an effective prospect-centered sales call, how to “lead with need” when presenting your solution, how to manage resistance/ objections, how to gain agreement, and how to conduct yourself in a professional manner. Along the way, we’ll talk about the mistakes to avoid and how to handle the emotional demands of the profession.
Selling can be a most rewarding career for you if you desire to:
Well, you get the picture. It is a great profession. It is an honorable profession. What you do as a sales professional ounts. What you do matters. Respect what you do; embrace the profession that you ’ve chosen, or the one that has chosen you.
Selling Didn't Come Naturally for Me
I am not a natural-born salesperson. Perhaps you aren't either. Here's the good news: there is hope for both of us! I am confident that if you have the will to learn to succeed in the world of professional selling, you can acquire the skill to succeed in the world of professional selling. That's the purpose of this book you have in your hands: to help you reach sales success.
I had to learn to be an effective sales professional. It has been hard work to learn my profession. And, I am so glad I did learn, because selling has been very rewarding to me and my family. Selling has allowed me to provide for my loved ones. Selling has allowed me to enroll my children in the university of their choice versus where I could afford to send them. Selling has literally taken me around the world. I honor the sales profession. I respect the sales profession.
However, as stated earlier, I am not a natural-born salesperson. I am jealous of those natural-born salespeople who caught on easily and didn't struggle with the stigma of being one of those "sales types." Looking back, I wouldn't trade places with the naturalborn salesperson. I am glad I had my doubts, uncertainties, and fears. (By the way, those are called DUFs. This book will teach you how to confront and overcome the DUFs.) These have made me more effective, more confident, more competent, and more successful. There is hope for the novice salesperson. There is hope for the salesperson who is struggling with moving to the next sales plateau. There is hope for the veteran sales professional who needs to be reminded what is necessary to remain a top producer. There is hope for the “non-traditional” salesperson; the person who has been mandated to sell. There is hope for the professional who doesn’t want to be a professional salesperson but must be a professional who can sell! Yes, if you have the will to succeed, there is hope for you to develop the skill to succeed.
This book provides the guidelines to do just that. If you implement the principles outlined in So, You’re New To Sales you will be able to:
