High Performance Selling: Advice, Tatics, and Tools : The Complete Guide to Sales Success

371 Pages·2001·0.94 MB·English

by  Terry Beck

Cover

High Performance Selling : Advice, Tactics,
title: and Tools : the Complete Guide to Sales
Success
author: Beck, Terry.
publisher: The Career Press
isbn10 | asin: 1564145522
print isbn13: 9781564145529
ebook isbn13: 9780585475080
language: English
subject Selling.
publication date: 2001
lcc: HF5438.25.B397 2001eb
ddc: 658.85
subject: Selling.
Page 1
High Performance Selling
Advice, Tactics, and Tools. The Complete Guide to Sales Success
by Terry Beck
Page 2
Copyright © 2001 by TwinBeck Productions, LLC
All rights reserved under the Pan-American and International Copyright
Conventions. This book may not be reproduced, in whole or in part, in
any form or by any means electronic or mechanical, including
photocopying, recording, or by any information storage and retrieval
system now known or hereafter invented, without written permission from
the publisher, The Career Press.
HIGH PERFORMANCE SELLING
Edited by Dianna Walsh
Typeset by John J. O'Sullivan
Cover design by Barry Littman
Printed in the U.S.A. by Book-mart Press
To order this title, please call toll-free 1-800-CAREER-1
(NJ and Canada: 201-848-0310) to order using VISA or MasterCard,
or for further information on books from Career Press.
The Career Press, Inc., 3 Tice Road, PO Box 687,
Franklin Lakes, NJ 07417
www.careerpress.com
Library of Congress Cataloging-in-Publication Data
Beck, Terry, 1962-
High performance selling by Terry Beck.
p. cm.
Includes index.
ISBN 1-56414-552-2 (paper)
1. Selling. I. Title.
HF5438.25 .B397 2001
65 8.85—dc2 1
00-069663
Page 3
Acknowledgments
To Stacey…you're always the reason I get there.
…still falling …t.
"You get by with a little help from your friends."
I would like to acknowledge my family, friends, and business associates
who helped me take this book from nifty idea to completed project.
Notably, I would like to thank:
Cindy Johnston, Daryl Papoushek, Neil Rackham, Tom Lang, Jocelyn
Williams, Bell Canada, Chris Aiken, Rob Abel, Carroll Beck, Danielle
Russella, Ed Cunicelli, Mark McCleary, Mike Holloway, Jim Clarke, Basil
Beck, Bell Mobility, Maureen Harvey, William Grove, Greg Harris, Chantal
Sirois, Julie Boucher, Momentum Systems, Barb Hackendorn, Xerox
Canada, Karen Hayward, Jim Muzyka, Roddie Davidson, Dick Corner,
Lany Warnock, Documentum, Albert Ianacci, Jacqueline Feeley, Linda
Davila Sheftel, Mike Miles, Miller Heiman, Inc., Jenny Johnston, Scott
Cook, and Sue Dezwart.
I would also like to express my sincerest thanks to my editor, Don Loney,
for his patience, understanding, and diligence over the past year, as this
project slowly took form and came to life. Thanks, Don.
Finally, special thanks to Steve Pawlick and Ken Gravelle, two great
leaders at Xerox who helped me learn what sales is all about.
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Page 5
Contents
Part 1: SELLING 9
1. The Sale Is Waiting 11
2. Not Everyone in Sales Can Sell 14
3. Sellers Sell and Peddlers Tell 16
4. Selling Skills Are for Life 18
Part 2: ASK AND LISTEN 21
5. Stop Talking 23
6. Ask Good, Short Questions 25
7. Use Your Natural Curiosity to Get the Answers 27
8. When in Doubt, Ask Your Customer 31
9. Assume Nothing 33
Part 3: RULES OF THUMB 37
10. The Buying Cycle Is More Important than the Selling Cycle 39
11. There's No Such Thing as a Typical Day 42
12. Keep it Short and Simple—The KISS Principle 43
13. Ditch the Pitch 45
14. Set Expectations for Your Sales Meeting 47
15. There's a Way to Solve Problems 49
Part 4: ABOUT YOU 53
16. Attitude Is Everything 55
17. Persistence Is Also Everything 60
18. Creating a Sales Personality Is a Big Mistake 62
19. Chameleon Sellers Blend In 65
20. Self-Confidence Is No Secret 67
21. Don't Worry About Your Hair 71
22. See the Reward 73
Page 6
75
Part 5: GETTING PREPARED
77
23. "Winging It" Just Doesn't Cut It
24. Make Call Planning Simple, Fast, and Effective with the 79
"GOTTA KNOWS"
82
25. Smarter Is Better than Harder
26. Being Both "Hunter" and "Farmer" Is the Key to Consistency 85
Part 6: GOING TO THE RIGHT PLACE 89
91
27. Think Like Your Customers
28. Hey You "Solution Sellers"—Call High and Wide 95
29. There Are Only Two Types of Customers to Worry About 99
Part 7: OPENING THE DOOR 101
103
30. Your Reputation Counts
107
31. Reference Selling Is Hard to Beat
32. Get Your Foot in the Door with a WIIFM 109
33. Your Customers Are Waiting for a Special Phone Call 112
Part 8: DISCOVERING AND DEVELOPING 115
34. Find the Fires 117
120
35. Leverage Your Strengths
36. A Problem Is Only a Problem When the Customer Thinks It's a 123
Problem
37. Don't Be Afraid to Change Your Customer's Comfort Zone 125
38. Anticipating a Need Is Far Better than Responding to One 127
129
39. Your Nose Is a Powerful Sales Tool
Part 9: FOLLOWING UP 131
133
40. Get Customers "Live"
135
41. Don't Expect Anybody to Call You Back
42. E-mail Can Be a Great Tool (But It Can Also Be a Colossal 138
Waste of Time and Energy)
Part 10: PEOPLE 143
145
43. Everybody Wants to Win
149
44. People Buy from People They Trust
152
45. Every Company Has Its Politics
155