Sales calls and job interviews are the same—you’re auditioning to be hired. Bosses and buyers have one thing in common on the first interview: they’re looking for reasons to eliminate you, not hire you.
•Executives say you’re saying goodbye within 15 minutes
•Don’t save your best for last
•This handshake gets you eliminated before you open your mouth
•And much more!
The Simple Sells series of books is written for both the seasoned sales professionals as well as the sales newbies looking for quick, simple answers to the questions “What do I do?”, “How do I do it?”, and “What could I have done better?”
Keep it simple. Learn to read people better. Prepare for appointments better. Ask better questions. Read between the lines better. Make better decisions. Think on your feet faster and better. Qualify better. Listen better. Handle objections better. Prospect better. Negotiate better. Close better.
The lessons here are not theory. They’re simple things that produce good results.