on 11 December 2015
The author believes that most salespeople have never been professionally trained and that 95% can increase their sales (benefiting themselves and their employees) through additional knowledge and skill.
There are several key principles.
1 - Small differences in ability can make a big difference in performance.
2 - We are often held back by our weakest skill set.
A sales person may be fantastic at building rapport with the customer and may have incredible questioning skills that reveal the real needs and wants of the prospect but, if the salesperson can't face asking for the order, the sale is likely to go to a competitor.
The book lists 21 ways to be a sales superstar. Some of these are inner game issues to make sure that your mental attitude is right and some are concerned with what you do with the customer.
None are particularly controversial or difficult.
This is recommended as a light, easy to read sales book full of good tips. If you've never read a book about selling, this is a good place to start.