Fortune 50 consultant Stephen Harvill reveals the secrets of the world’s best salespeople who earn at least one million dollars a year in “the only sales book most superstar hopefuls will need” (Publishers Weekly).
In this sharp, invigorating read, Fortune 50 consultant Stephen Harvill discovers twenty-one common behaviors of top earners across seven major industries. These are the secrets of the world’s best salespeople who rake in at least one million dollars a year—and the strategies that set them apart from the rest.
For over thirty years, Steve Harvill has helped successful sales teams do what they do better, smarter, more elegantly, and with more imagination. As a consultant for some of the top companies in the world, including Apple, Pepsi, Samsung, and Wells Fargo, he aids in simplifying unwieldy processes and making teams more effective.
His work inspired him to ask the question: what exactly sets the top producers apart from their peers? After spending a year interviewing 175 sales superstars from seven different industries, he found twenty-one distinct behaviors of successful salespeople. Organized by these best practices and filled with hundreds more tips, stories, and takeaways, 21 Secrets of Million-Dollar Sellers reveals how you can improve in every aspect of your job and rise to become one of the best.
Top salespeople don't fit in a single personality mold but they do have behaviors in common that lead to their success, according to this excellent manual from Harvill, leader of the consulting firm Creative Ventures. For this book, Harvill, who has spent 30 years teaching corporate sales forces, conducted a year-long study of 175 top people in the field, diverse across gender, age, and racial lines, each of whom bring in more than $1 million annually for their employers. His research yielded 21 common strategies for successful selling. Readers are urged to keep it simple, hone their storytelling skills, make their clients friends before they make them customers, get in face time, charm the gatekeepers, and learn from their mistakes. Nothing in here is "earth-shattering or universe-changing on its own," he freely admits, but the combination of these skills with his knowledge and experience adds up to a winning equation for effective selling. Well-organized and full of snappy, memorable aphorisms, Harvill's friendly, easy-to-grasp approach makes this a strong contender for the only sales book most superstar hopefuls will need.