The World's Best Book Summaries
What role does creativity play in sales? How does creativity contribute to sales success? Creativity is not typically something employers look for when hiring sales professionals. But imbuing your sales pitch with a little creativity can increase prospect engagement and boost your chances of closing the deal. Here are four ways you can use creativity in your sales pitch.
Are you having trouble closing sales? What are the most effective closing techniques? Knowing how to close a sale is a make-or-break skill in the sales profession. In his book Little Red of Selling, sales trainer Jeffrey Gitomer addresses three techniques that will help you clinch the deal: 1) help the buyer convince herself to buy, 2) eliminate the buyer’s risk, and 3) use customer testimonials. We’ll discuss these three sales techniques below.
Do you work in high-profile sales? What can you do to level up your sales game? Jeffrey Gitomer, the author of several best-selling books on sales, argues that to be successful at sales, you must first create an atmosphere conducive to buying. To this end, you must first prepare by doing your research on the prospect’s business. Once you understand their needs, try to secure a meeting with the top decision-maker in the company. And after getting in front of the person who can say “yes” to a sale, the next step is to give value. Here are some tips
Is it a good idea to use humor in sales? How can using humor help you close more deals? Making people laugh relaxes them and creates an atmosphere conducive to buying. Plus, humor is engaging, that is it grabs prospects’ attention and imbues the interaction with positive emotions, which is a necessary ingredient of a successful sale. In this article, we’ll discuss how to use humor in sales and some ways you can improve if humor isn’t your strong suit.
What is Little Red Book of Selling about? What is the secret to sales success, according to its author Jeffery Gitomer? In the Little Red Book of Selling, sales trainer Jeffrey Gitomer presents 13 principles of selling and numerous practical tips and techniques. The principles in the book will help you build on customers’ buying reasons to create an atmosphere conducive to buying—for example, by building a strong relationship and addressing customers’ needs for profit and productivity. Below is a brief overview of Jeffrey Gitomer’s Little Red Book of Selling: 12.5 Principles of Sales Greatness.
What’s the secret to sales success? How do some salespeople manage to consistently close sale after sale, cashing in commissions, while others struggle to hit their minimum? Salespeople are always looking for the “secret” to selling. Companies spend countless dollars and hours training their sales teams on how to sell. But before you can sell, you need to understand why people buy. In this article, we’ll discuss the top reasons why people buy and how you can use this knowledge to sell better.
What distinguishes a successful salesman from an average one? How do some salespeople manage to consistently close sale after sale, cashing in commissions, while others struggle to hit their minimum? Many salespeople, especially at the beginning of their career, erroneously think that pushing the prospect to buy is the best way to clinch the deal. And while the aggressive approach might work from time to time, it’s not going to bring you consistent sales. Rather than pushing the customer to buy what you have, your job as a salesperson is capitalizing on the desire to buy—that is, making the customer
What are the three core components of modern sales? Why should you upserve rather than upsell? According to Daniel Pink in To Sell Is Human, the three components of modern sales are the pitch, the ability to improvise, and serving others. In addition, Pink says that you must always be in the mindset of “What can I do for others?” rather than “What can others do for me?”. Continue on for Daniel Pink’s modern sales tips.
How can taking a service-oriented approach to selling help you close more sales? Why is moving others through persuasion more successful than manipulation? In To Sell Is Human, Daniel Pink explains that modern-day sales are no longer about manipulation tactics and elevator pitches. Today, a much more successful approach to sales is the service-oriented approach. This method focuses on what you can do for the customer, rather than what the customer can do for you. Continue below to learn the rules of service-oriented selling and for some additional tips to help you succeed.
Why is the elevator pitch no longer useful in the modern day? What are the best, modern sales pitching techniques? In his book To Sell Is Human, Daniel Pink explains that the elevator pitch is obsolete in today’s world of hierarchies and ease of information. Luckily, there are six sales pitch techniques that are perfect for today which Pink describes in detail. Here are Pink’s six pitches for success along with some extra pitch tips and tricks.