Selling is So Easy It's Hard
77 Ways Salespeople Shoot Themselves in the Wallet
Published on 6. May 2019
190 pages
978-1-7225-2293-3 (ISBN)
Description
Most sales training programs offer the same old pointers: Always be closing, keep it simple, stupid, and ask for referrals. You know these clichés. Selling Is So Easy, It's Hard is the first program to focus on the 77 correctable selling mistakes that novices and veterans make. Without conscious awareness, these errors, snafus, miscues, and blunders keep the typical seller from earning at least 25% more business. This translates into millions of dollars in lost income over the course of a career, according to best- selling author and speaker Dr. Gary S. Goodman.
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05/2019
G&D Media
€17.50
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Person
Dr. Gary S. Goodman is a dynamic professional keynote speaker, seminar presenter, management consultant, and thought leader in sales, customer service, negotiation, career and personal development. Best-selling author of more than 20 books and audio books, his client list contains many of the Fortune 100 as well as aspiring smaller enterprises.
He is a frequent expert commentator on media worldwide, including CNBC and more than 100 radio stations. He has been awarded the highest 5-star interview rating by the Copley News Network. He has authored more than 1,800 searchable articles, appearing in more than one million publications, online.
Gary has also taught on the regular faculty at the University of Southern California, California State University Northridge, and DePauw University. Additionally, his groundbreaking seminars have been sponsored worldwide by professional associations, corporations, and by 39 universities. He is celebrating his 20th year teaching at UCLA and his 12th at U.C. Berkeley, the top two public universities in the world.
He is a frequent expert commentator on media worldwide, including CNBC and more than 100 radio stations. He has been awarded the highest 5-star interview rating by the Copley News Network. He has authored more than 1,800 searchable articles, appearing in more than one million publications, online.
Gary has also taught on the regular faculty at the University of Southern California, California State University Northridge, and DePauw University. Additionally, his groundbreaking seminars have been sponsored worldwide by professional associations, corporations, and by 39 universities. He is celebrating his 20th year teaching at UCLA and his 12th at U.C. Berkeley, the top two public universities in the world.
Content
- Cover
- Title Page
- Copyright
- Contents
- Introduction
- 77 Tips
- Tip 1: Find the Right Sales Opportunities for You!
- Tip 2: Choose the Best Sales Medium for You
- Tip 3: Be Sure Your Pay Plan Makes Sense to You and Feels Right
- Tip 4: Script Your Success
- Tip 5: Avoid Secondary-Gain Traps
- Tip 6: Always Ask for the Sale!
- Tip 7: Before Cutting Your Prices, Defend Them
- Tip 8: Follow Through or You'll Be Blue!
- Tip 9: Be Willing to Cut Bait
- Tip 10: Don't Worry about Results
- Tip 11: Don't Be a Mind Reader
- Tip 12: Don't Bring Your Friends
- Tip 13: Don't Go Down with the Ship
- Tip 14: Don't Hitch Your Wagon to a Failing Industry
- Tip 15: Don't Press
- Tip 16: Don't Be the Salesperson Who Knew Too Much
- Tip 17: Develop High Frustration Tolerance
- Tip 18: Get Back to the Basics and Thrive
- Tip 19: Stay Employed!
- Tip 20: Use a Bigger Voice
- Tip 21: Don't Stereotype Your Prospects!
- Tip 22: Do the Math of Success in the Sales Job Interview
- Tip 23: Bargain for the Highest Possible Salary
- Tip 24: Don't Spend Your Commissions before You Earn Them
- Tip 25: Don't Gossip about Clients and Prospects
- Tip 26: Save Your Energy and Avoid Energy Vampires
- Tip 27: Always Swing a Lead Bat
- Tip 28: If They Envy You, They Won't Buy from You
- Tip 29: Take the Fastest Path to a YES!
- Tip 30: The Deal Isn't Made Until the Money Is Paid
- Tip 31: The Games Managers Play
- Tip 32: Work Remotely and Sell Better
- Tip 33: Keep Your Sales Secrets Your Secrets!
- Tip 34: Negotiate in Advance to Be Paid Your Commissions and Residuals upon Leaving
- Tip 35: Never Lose Your Cool
- Tip 36: Make a Ceremonial Display of Working Hard to Reinforce Your Value
- Tip 37: Never Sit on Your Money!
- Tip 38: Continually Improve Your Sales Skills
- Tip 39: If You Don't Make Them Feel, You Won't Get the Deal
- Tip 40: Style-Shift: Sell in and out of Your Comfort Zone
- Tip 41: Remember Your Aristotle
- Tip 42: Should You Succeed Immediately in a Sales Position?
- Tip 43: Bad Courtships Signal Worse Marriages to Come
- Tip 44: Don't Let Prospects Hypnotize You into Discounting
- Tip 45: A Split Commission Beats No Commission
- Tip 46: Should You Take That Vacation?
- Tip 47: Just Say No to Capped Commissions
- Tip 48: "Do You Smell That?" If You Don't, Move On!
- Tip 49: When the Going Gets Tough, the Tough Kick Back
- Tip 50: Hook Up with Companies That Offer Great Perks
- Tip 51: Why Not Strike Out on Your Own?
- Tip 52: Closing Is Great, but Make Sure to Open Them First
- Tip 53: Provide Yourself with a Proper Work-and-Life Balance
- Tip 54: Don't Let Them Turn You into a Clerk!
- Tip 55: Want Better and More Profitable Clients? Do This
- Tip 56: In a Slump? Blame the Bat!
- Tip 57: Distinguish the Cherries from the Pits
- Tip 58: You Can Get Rich Working for Someone Else, If .
- Tip 59: Chop Wood and Carry Water. Repeat
- Tip 60: Work the Law of Large Numbers
- Tip 61: There Is Always a Better Sales Job Waiting for You
- Tip 62: In a Rut? Change Your Personal Routine
- Tip 63: Better a Day Early
- Tip 64: It's Too Easy to Get Spoiled
- Tip 65: Would It Be Fair If I Made Ten Million and You Made One?
- Tip 66: Use Propinquity to Build Trust and Credibility
- Tip 67: Count Your Blessings as a Salesperson
- Tip 68: Postulate Success!
- Tip 69: Treat Yourself to Some Goodies
- Tip 70: Keep Positive Reminders Nearby
- Tip 71: There's Gold in Those Inactive Accounts!
- Tip 72: Learn the Lesson of One Red Paper Clip
- Tip 73: Create Your Own Leads
- Tip 74: Make Cold Calls!
- Tip 75: Be Open to Constructive Criticism
- Tip 76: Get In and Spread Out
- Tip 77: Would You Rather Be Right or Rich?
- Epilogue
