The subtitle of this book is “How the Most Powerful Tool in Business Can Double Your Sales Results.” Although I think one could successful argue that the most powerful tool in business is the thoughts between your own ears, effective sales tools come a close second.
Thomas Freese brings years of successful corporate sales to the thoughts and processes he outlines in his book. In an early chapter he talks about and defines “mismatching” by a potential prospect. Although my training in understanding the mind would suggest his definition of where mismatching comes from is not accurate, his way of dealing with mismatching prospects is a good approach for all prospects.
The book gives the author’s sales method using questions that will elicit the responses needed to either move the sales process along or onto the next prospect. Each part of the method is well explained. I found the questions to be excellent examples of a smooth sales process that would not leave a prospect/client feeling pushed or upset in the process. The examples given for each part of the method are excellent and they are not a panacea for those with great memories. The examples are given as a foundation for the reader to develop a style of questioning that will best fit their product or service and will fit with the different personality styles of the prospects and their role in the purchasing function. Those whom are experienced at selling to businesses know that the person they are selling to may not be the final decision maker. They may be an influencer, a champion for your product or a member of a selection committee. The book addresses all of these variables and more.
The book most importantly addresses how to ask questions so that a salesperson does not fear feeling rejected by the prospect when asking for the order. As those in sales, or at least their managers, know; the fear of being told no by a prospect at closing is one of the biggest obstacles to sales success.
If you are an old hat at sales and maybe need to update your skills, or an experienced salesperson who wants to find a way to increase their success ratio even more, or someone brand new to sales, then I suggest you get this book and read it. If you are a new entrepreneur who prefers to take care of things inside of your business and are not used to sales then reading this book and other good sales books and putting what you learn into practice are critical to your business success.
| Article Tags :: business success | entrepreneur | fear of failure | fear of selling | sales | sales manager | |
No comments yet.