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The Little Book of Selling
Have you noticed what happens to businesses when their sales flatline or decline? Their profits fall, customer service goes out of the door, staff become demotivated, good people start to leave, stress levels rise, investors become anxious and no one is happy. It doesn't matter how excellent your service or products are, if no one buys them you don't have a business.

So whose job is it to fix this? Often the owner, the senior partners, the boss or, if there are any, the salespeople. But most of us don't like selling or salespeople. Somehow it's dirty, it involves smooth talking, conning, pressurising, persuading people against their will. Salespeople are only interested in getting the order, in their commission, in themselves, aren't they? And yet their role is vital. So in order to be accepted, they change their titles to Business Development Managers, Regional Managers, Area Executives, Regional Directors, Partners, Client Managers, anything but the dreaded Sales Representative. But the role needs doing and someone has to do it. And when it's done well salespeople are valued and admired. So, how do you learn to do it well?

If you work for an organisation who can afford to invest in their staff maybe you get some training. Or you shadow a salesperson and learn from them (both the good and the bad). If it's your company or firm you soon learn to do it yourself but you've no idea if you are doing it 'right' or could do it better. Perhaps you sign up for some training at your own expense or buy a book or two.

Now, there are three characteristics that are essential for you to be successful

1) Excellent product knowledge and knowledge of your competitors offerings.

2) Well understood, well executed and honed sales skills.

3) Enthusiasm, curiosity and a passionate desire to help your customers and clients.


I can't help you to learn your products or services. That's up to you. But I can't stress it enough. However in The Little Book of Selling I've distilled the experience of 22 years working for IBM and 25 years of training salespeople to become passionately excellent in their craft. It sets out in simple and easy to read short chapters all you need to become effective salespeople. Do it right, follow the book and in time you'll become excellent. So download it, have ago and let me know how you get on. All the best and I wish you lots of success.

"1131130965"
The Little Book of Selling
Have you noticed what happens to businesses when their sales flatline or decline? Their profits fall, customer service goes out of the door, staff become demotivated, good people start to leave, stress levels rise, investors become anxious and no one is happy. It doesn't matter how excellent your service or products are, if no one buys them you don't have a business.

So whose job is it to fix this? Often the owner, the senior partners, the boss or, if there are any, the salespeople. But most of us don't like selling or salespeople. Somehow it's dirty, it involves smooth talking, conning, pressurising, persuading people against their will. Salespeople are only interested in getting the order, in their commission, in themselves, aren't they? And yet their role is vital. So in order to be accepted, they change their titles to Business Development Managers, Regional Managers, Area Executives, Regional Directors, Partners, Client Managers, anything but the dreaded Sales Representative. But the role needs doing and someone has to do it. And when it's done well salespeople are valued and admired. So, how do you learn to do it well?

If you work for an organisation who can afford to invest in their staff maybe you get some training. Or you shadow a salesperson and learn from them (both the good and the bad). If it's your company or firm you soon learn to do it yourself but you've no idea if you are doing it 'right' or could do it better. Perhaps you sign up for some training at your own expense or buy a book or two.

Now, there are three characteristics that are essential for you to be successful

1) Excellent product knowledge and knowledge of your competitors offerings.

2) Well understood, well executed and honed sales skills.

3) Enthusiasm, curiosity and a passionate desire to help your customers and clients.


I can't help you to learn your products or services. That's up to you. But I can't stress it enough. However in The Little Book of Selling I've distilled the experience of 22 years working for IBM and 25 years of training salespeople to become passionately excellent in their craft. It sets out in simple and easy to read short chapters all you need to become effective salespeople. Do it right, follow the book and in time you'll become excellent. So download it, have ago and let me know how you get on. All the best and I wish you lots of success.

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The Little Book of Selling

The Little Book of Selling

by Clive Howarth
The Little Book of Selling
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The Little Book of Selling

The Little Book of Selling

by Clive Howarth

Overview

Have you noticed what happens to businesses when their sales flatline or decline? Their profits fall, customer service goes out of the door, staff become demotivated, good people start to leave, stress levels rise, investors become anxious and no one is happy. It doesn't matter how excellent your service or products are, if no one buys them you don't have a business.

So whose job is it to fix this? Often the owner, the senior partners, the boss or, if there are any, the salespeople. But most of us don't like selling or salespeople. Somehow it's dirty, it involves smooth talking, conning, pressurising, persuading people against their will. Salespeople are only interested in getting the order, in their commission, in themselves, aren't they? And yet their role is vital. So in order to be accepted, they change their titles to Business Development Managers, Regional Managers, Area Executives, Regional Directors, Partners, Client Managers, anything but the dreaded Sales Representative. But the role needs doing and someone has to do it. And when it's done well salespeople are valued and admired. So, how do you learn to do it well?

If you work for an organisation who can afford to invest in their staff maybe you get some training. Or you shadow a salesperson and learn from them (both the good and the bad). If it's your company or firm you soon learn to do it yourself but you've no idea if you are doing it 'right' or could do it better. Perhaps you sign up for some training at your own expense or buy a book or two.

Now, there are three characteristics that are essential for you to be successful

1) Excellent product knowledge and knowledge of your competitors offerings.

2) Well understood, well executed and honed sales skills.

3) Enthusiasm, curiosity and a passionate desire to help your customers and clients.


I can't help you to learn your products or services. That's up to you. But I can't stress it enough. However in The Little Book of Selling I've distilled the experience of 22 years working for IBM and 25 years of training salespeople to become passionately excellent in their craft. It sets out in simple and easy to read short chapters all you need to become effective salespeople. Do it right, follow the book and in time you'll become excellent. So download it, have ago and let me know how you get on. All the best and I wish you lots of success.

Product Details

BN ID: 2940161292839
Publisher: Clive Howarth
Publication date: 04/03/2019
Series: The Little Book Series , #1
Sold by: Barnes & Noble
Format: eBook
Sales rank: 236,917
File size: 1 MB

About the Author

Clive Howarth is a high impact Sales and Management trainer and coach who has worked with many of the major UK’s and international companies. He ran the IBM UK General Systems Division sales training operation, acknowledged as one of the finest in the world. After 22 years he left IBM to set up his own sales and management training consultancy. He’s trained over 5,000 salespeople and managers
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