Item description for Get-real Selling: Your Personal Coach for Real Sales Excellence by Keith Hawk & Michael Boland...
Shows salespeople what s at the heart and soul of customer-success driven selling in 55 punchy chapters: The success of your customer is your top priority. Packed with hundreds of those one good tips you find in a single sales book, this one s a fast, no-nonsense read from two pro s with 65 years experience. Not-Real examples to help sellers spot and avoid unproductive, unprofessional patterns. Punchy, boiled-down points in short, 1-2 page chapters make it a great in-flight read that s both hard-hitting and spiritual. Shows how to increase personal and business value to customers and take selling to a higher level of Purpose. Selling Points: Real/Not Real examples give salespeople hungry for growth. Pragmatic Dos and Don ts pithy wisdom from pros. Includes self-test, call preparation checklist, opportunity board, bibliography, executive summary
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Studio: Nova Vista Publishing
Est. Packaging Dimensions: Length: 8.8" Width: 6.1" Height: 0.2" Weight: 0.55 lbs.
Release Date Jan 2, 2008
Publisher Nova Vista Publishing
ISBN 9077256172 ISBN13 9789077256176
Reviews - What do customers think about Get-real Selling: Your Personal Coach for Real Sales Excellence?
A Must-Read for every sales professional Feb 7, 2008
Boland and Hawk have taken their years of experience, aligned it with tools that have demonstrated effectiveness, and outlined a path to greater sales productivity -- and more personal satisfaction. Their message should resonate, but challenge, any person who desires to have a greater impact on their life, their customers' organizations, and their own company. Easy to read, but not simple to follow. This is one of the most helpful sales books I have read.
Rick Neitenbach, Sales VP Dec 19, 2007
Get-Real Selling is an absolute inspriation to the profession of sales. It is filled with insightful and meaningful techniques that will propel someone new to sales to success, or will sustain a seasoned sales pro at the top of their game.
Within every section I found valuable techniques and quickly understood that Hawk and Boland speak from "real" experience that only comes from decades of lessons learned perfecting the concepts they so effectively communicate in this great new book.
I will be buying a copy for every person within my sales organization and look forward to challenging my teams to "Get-Real" as we push hard to improve each day.
Get Real-Selling. Inspiration, Motivation, Realization Dec 18, 2007
Get-Real Selling is exactly what the title suggests. This is an easy to read volume that not only offers every sales professional ideas and processes to become better sales people, it is also written such that it builds a wonderfully positive theme about how great it is to be a salesperson. In Chapter One, Sales is the Greatest Profession, begins with the discussion of how one can express one's entrepreneurial spirit and realize the rewards with minimal risk. Moreover, the book quickly and precisely defines the differences between consultant and strategic sales.
Chapter Three examines a consultative model labeled SEL. It is an acronym for Service-Economics-Life. This elegant model gets to the heart of how one might frame each encounter when dealing with a customer or prospect and this theme is referred to throughout the text. Whereas many sales books address the psychology of buying motivation from an individual perspective, Get-Real Selling takes into account the firm's motivation along with an individual's perspective.
Part 2 of the book leads the reader through "tried and true" sales skills and processes. Again, the authors deliver in a no nonsense manner. They depart from the usual i.e., ABC (Always Be Closing) or AIDA (Attention-Interest-Decision-Action), "Control the Sale before it Controls YOU, and highlight what every great salesperson understands; Develop one's Business Acumen, Speak to the Customer in their Terms and Preferences, and Presenting Solutions.
The chapter on sales forecasting is poignant and highly adaptive to any person's sales experience and level. It encompasses the use of sales stages relative to a percentage possibility of closing the opportunity from the time tested process created by Steve Schiffman. Get-Real Selling adds the sales manager's role to enhance the experience and institutionalize the use of the tool.
There is much more gold to mine in this book than described above. For newer sales people, the book will teach and guide them to success. For those sales people that have been in sales for a while, this book will corroborate many of their hard learned lessons and add to their collection of effective techniques. This book allowed me to take inventory of my personal skills and situation as a sales person. I used the selling tools at the end of the book and I expect to have a very successful year in 2008. Take the time to read Get-Real Selling. You will feel more personally empowered as a sales professional.