Sales Mastery E-Book

Chuck Bauer

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 334

Veröffentlichungsjahr: 2011

Beschreibung

Distinguish yourself as a "Sales Master" and win big in business today!

Your personal and professional distinctions are THE precursor to closing the deal. Why? Because most salespeople are not distinctive-all they do is follow one another.

Sales Mastery gives you Chuck Bauer's unique personal experience as a highly successful salesman turned sales coach. You'll connect with his methodology, proven by salespeople in every industry, to distinguish yourself, build your sales skills, and win deals again and again.

• Each chapter focuses on one important quality of salesmanship enabling you to actualize your potential as a prosperous seller
• Includes tips for mastering sales presentations, phone pitches, customer objections, and closing strategies
• Learn how to market yourself shamelessly, close sales according to your clients' dominant personality styles, and make prospects chase you
• Author is a nationally recognized sales trainer and coach

Sales Mastery gives you the toolset to break away from the pack to be the sales leader you always wanted to be... and reap the bigger commission checks that result!

Leseprobe

Contents

Cover

Endorsement

Title Page

Copyright

Dedication

Foreword

Introduction

True Confessions of a Veteran Salesman

Still Making the Sale, Still Closing the Deal

Officer Bauer Becomes Coach Chuck

Chapter 1: Sales Distinctions and Success Traits

Twelve Leaps to Distinction

Success Traits

Three Groups of Salespeople: 3-Percenters, 27-Percenters, and 70-Percenters

Chapter 2: Marketing Yourself Shamelessly

Keep Everyone Talking . . . about You

The Five Stages of T.O.M.A.

More Ways to Create and Enhance a T.O.M.A. Campaign

The Suspense Is Killing Me

Chapter 3: Personality Selling

The Four Personality Styles

Closing the Sale According to Personality Style

Closing Sales with Clients Who Present Different Personality Styles

What the Four Personality Types Really Want to Know

Chapter 4: Becoming a Sales S.T.U.D.

Specific Next Step

Takeaway

Urgency

Deadline

Gone Fishin’ (Bonus Sales Tactic!)

Chasing versus Being Chased

Ten Principles of Salespeople Who Are Chased

Chapter 5: Bauer Power Sales Tools

Sales Tool #1: Your Website

Sales Tool #2: A Fast Facts Profile (F.F.P.)

Are You Using Distinctive Sales Tools?

Sales Tools That Work for You

Chapter 6: Communication Mastery

Do You Want to Know A Secret? Listen, I’ll Tell You

Personality Styles and Communication

Circle of Communication

Chapter 7: Presentation Mastery

Client’s Believability Scale

Avoid Speeding

Memorize Your Chorus Line

Face-to-Face Presentations

Chapter 8: Phone Mastery

Chapter 9: Overcoming Objections

Chapter 10: Closing Mastery

Chapter 11: Don’t Procrastinate—Activate!

Resources

Books

Follow Sales Coach Chuck!

Recommended Books

Chuck’s Crazy Acronyms (C.C.A.)

Index

Praise for Sales Mastery

“Sales Mastery is designed to increase your sales revenue. I should know—the past 18 months in Chuck’s coaching program have yielded this type of result!”

Randy Baxter, President, Asset Positioning Services

“Sales Coach Chuck really awakened the salesperson within. Using the tactics and approaches found in his new book Sales Mastery, I have placed my family in a 4,000-square-foot house, purchased a brand new 2011 Mustang GT 5.0, earned my private pilot’s license, and, after that, still put money in the bank! Next up is retirement at age 50. Invest in the Sales Mastery book and get to work like I did!”

Matt West, ThomsonReuters

Copyright © 2011 by Attitude Ventures, Inc. 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 Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, [phone], fax [phone], or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley {&} Sons, Inc., 111 River Street, Hoboken, NJ 07030, [phone], fax [phone], or online at 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 specifically disclaim any implied warranties of merchantability or fitness 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. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit 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], outside the United States at [phone] or fax [phone].

Wiley also publishes its books in a variety of electronic formats. Some content that appears in print may not be available in electronic books. For more information about Wiley products, visit our web site at www.wiley.com.

Library of Congress Cataloging-in-Publication Data:

Bauer, Chuck, 1958– Sales mastery : the sales book your competition doesn’t want you to read / Chuck Bauer. p. cm. ISBN 978-0-470-90019-2 (cloth); ISBN 978-1-118-00784-6 (ebk); ISBN 978-1-118-00785-3 (ebk); ISBN 978-1-118-00786-0 (ebk) 1. Selling. I. Title. HF5438.25.B38 2011 658.85—dc22 2010037970

To Dorothy … may her entrepreneurial and caring spirit live on forever.

A special heartfelt thanks to my staff who exercised extreme patience with me as I wrote this labor of love, not to mention their contributions of time, effort, and knowledge in helping me complete Sales Mastery.

And to all the client companies, business owners, and professional salespeople whom I have had the honor of working with through the years, this book is about you and all because of you!

Foreword

“We did the right thing. It will improve his business,” Dan Foreman, the experienced advertising sales executive, says to his less-experienced boss in the motion picture In Good Company. As sales professionals, it is our responsibility to master the sales process so that we can effectively serve our customers’ needs and improve their businesses. It is really not too ironic to think that the word sales is derived from the Norwegian word seji, which means “to serve.” If you were to ponder this for a moment, you must ask yourself, how can you serve if you do not know your customers’ needs? How can you serve if you are not a master of the sales process? This book will help you master the sales process. To be successful in sales and stay in advance of your competition, you must become proficient in the sales process. That is why you should buy, read, and study this book. Chuck Bauer’s Sales Mastery will help you master the sales process, and you will find yourself overtaking and staying ahead of the competition.

Keeping ahead of the competition means that you must stand out among the brigade of sales professionals selling to your customer. Your customer is beset with sales advances all day long. How can you stand out and above your competition? Being distinctive is key to being a master of the sales process. This book will help you understand the psychology of the sale, which is crucial to being distinctive in the sales (and marketing) process. It could be said that, of all human interactions, psychology is never more prevalent than in a sales call. In a sales call, the guarded buyer actively deflects the seller’s advance (we call them objections). It is here where most sales professionals lose the direction of the call. They are often unable to mentally evaluate the call and survey the intellectual landscape of what is happening in the call and then reengage the customer with a distinctive approach that is more in alignment with the customer’s needs. The sales process is dynamic and interactive. It is human. There is a psychological and compelling element that is happening in a sales call. The buyer is unaware of this progressive component because it is natural human behavior. You, as the sales professional, should be aware of this factor because a keen understanding of this is the pathway to successful selling and being sales distinctive. Objections are often referred to as “buying signals” in sales training. You might also venture to say that objections are also moments of opportunity for the sales professional. This is an opportunity for you to be sales distinctive and engage your customer in such a way that you are clearly setting yourself apart from all competitors. Behind the objection lies all the buyer’s wants, needs, fears, anxieties, insecurities, and so on. If you, as the sales professional, cannot recognize these emotions and approach the call and engage your customer in such as way as to address these emotions with the appropriate response, you will lose control of the call and the ability to effectively serve your customer. The majority of sales books and training focus on the process and, namely, one component of the process in particular, which can be termed as discovery (listening). Most sales books and trainings today do not address the psychology of the sales call. This book addresses the psychology of the sales call. Don’t you want to know what your client is thinking when they respond to your sales approach with an objection? Don’t you want to know what drives your customers’ objections? How can you consult with your customer if you can’t get past objections and get to the root business challenges of your customer? How can you be\break distinctive?

In summary, this book will help you master your understanding of the sales process, master the psychological component of the sales call, and be more distinctive in your approach to your customer’s needs. Ultimately it will help you serve your customers better by giving you the tools to identify all the needs of your customer and how your product and service can effectively address those needs. And as a result you will outsell your competition. Now buy this book, read it, study it, and sell. Do the right thing and improve your customer’s business.

BARRY TREXLERSenior Vice PresidentChaseHealthAdvancewww.chasehealthadvance.com

Introduction

True Confessions of a Veteran Salesman

As a sales coach, I educate my clients—salespeople and sales managers, business owners, and corporate executives—that if they want to be successful, they must be distinctive. They can’t copy others’ tactics and approaches, but rather must create their very own sales presence. Since I imagine this directive might also apply to an author trying to set himself apart, I will begin my first sales book with a confession: though you are reading my book, I do not refer to myself as an author. I am, first and foremost, a salesman. Yes, I coach other sales professionals now, but my knowledge and counsel isn’t based on theory. It is based on the practical application of techniques that I have used for many years, techniques that have consistently produced moneymaking and award-winning results. Regardless of whether you’re low on the totem pole or well positioned in the corporate hierarchy, whether you’re living from paycheck to paycheck or think you should have gold coins stamped with your profile, whether you work for yourself or work for a Fortune 500 company—Sales Mastery has information that you can use to skyrocket your revenues. However, it will work only if you are open-minded and willing to make some changes in your sales techniques.

Let me tell you about one of my clients. Jeff is a powerhouse in the real estate mortgage industry in Dallas, Texas. Now, keep this in mind: the mortgage industry has been failing on a national level over the last several years. We started working together in December 2006. Jeff had consulted previously with two other coaches who specialize in real estate sales. They were popular coaches with books, too. But after a combined total of five years with them, Jeff had increased his income. So my eyebrows were seriously raised.