How to Be a Sales Superstar: Break All the Rules and Succeed While Doing It

256 Pages·2008·0.96 MB·English

by  Mark Tewart

HO W TO BE A
Sales
Superstar
Break All the Rules and
Succeed While Doing It
MARK TEWART
John Wiley & Sons, Inc.
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Advance Praise for
How to Be a Sales Superstar
“This book elevates the profession of sales to its rightfully esteemed level.
It was inspiring and motivational and I highly recommend it. It should be
required reading for anyone already in sales or considering it as a career.”
—Jim Connelly, author and keynote speaker,
the Napoleon Hill Institute
“The best way to sum up the information in this book is ‘It just works!’
I was very skeptical at fi rst. The whole process put me way out of my
comfort zone. We gave Mark Tewart’s sales and management techniques
a try and wow! what a difference it has made. Our gross profi ts went up
between 30 and 50 percent depending on the department. The best part
is of that is that our sales also increased over 25 percent and continue to
increase. This has been the best process we have ever implemented and
I have tried many. I would recommend this book, Mark Tewart, and Tewart
Enterprises to everyone, except my competition. Bottom line, it just makes
lots of money.”
—Gary Minneman, General Manager, Sunshine
Toyota Battle Creek, Michigan
“Brilliantly written, completely engaging and one of THE most valu-
able books you will ever read (regardless of whether you are a salesperson
or not). Mark delivers the essential guide for anyone who strives to be a
superstar in their profession.”
—Peggy McColl, New York Times bestselling author,
Your Destiny Switch
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HOW TO BE A
Sales
Superstar
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HO W TO BE A
Sales
Superstar
Break All the Rules and
Succeed While Doing It
MARK TEWART
John Wiley & Sons, Inc.
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Copyright © 2009 by Mark Tewart. All rights reserved.
Published by John Wiley & Sons, Inc., Hoboken, New Jersey
Published simultaneously in Canada
No part of this publication may be reproduced, stored in a retrieval system, or transmitted
in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or
otherwise, except as permitted under Section 107 or 108 of the 1976 United States
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Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, [phone], fax
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http://www.wiley.com/go/permissions.
Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their
best efforts in preparing this book, they make no representations or warranties with respect
to the accuracy or completeness of the contents of this book and specifi cally disclaim any
implied warranties of merchantability or fi tness for a particular purpose. No warranty may
be created or extended by sales representatives or written sales materials. The advice and
strategies contained herein may not be suitable for your situation. Y ou should consult with
a professional where appropriate. Neither the publisher nor author shall be liable for any
loss of profi t or any other commercial damages, including but not limited to special,
incidental, consequential, or other damages.
For general information on our other products and services or for technical support, please
contact our Customer Care Department within the United States at [phone],
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Library of Congress Cataloging-in-Publication Data:
Tewart, Mark, 1961-
How to be a sales superstar : break all the rules and succeed while doing it /
Mark Tewart.
p. cm.
Includes bibliographical references and index.
ISBN 978-0-470-30096-1 (cloth)
1. Selling. I. Title.
HF5438.25.T49 2009
658.85—dc22
2008020132
Printed in the United States of America
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Contents
Foreword ix
Acknowledgments xi
Chapter 1 Sales is Not a Dirty Word 1
Chapter 2 Creating the Mind of a Sales Superstar 17
Chapter 3 Getting Your MBA—Massive Bank Account 35
Chapter 4 Getting What You Want Right Now! 55
Chapter 5 Put Time on Your Side 69
Chapter 6 It’s All About the Attitude 83
Chapter 7 Lead Generation = $ Creation 97
Chapter 8 Dance With the One Who Bought You 119
Chapter 9 The Yellow Brick Road and Its Potholes 135
Chapter 10 Setting the Stage 153
Chapter 11 The Johnny Carson Principle 171
vii
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