Sales On A Beermat [Paperback]

Many companies fail because they get their sales wrong - probably more than for any other reason, including finance. Companies with excellent products, able people and good-looking marketing plans: none of these matter if real live customers are not persuaded to write out real live cheques. Sales on a Beermat, by the team that bought you The Boardroom Entrepreneur, is the antidote to this. It dispels the myths that prevent people from doing sales excellently - that sales is somehow flashy and dishonest. It replaces these myths with the truth, that in the modern business, everybody sells. It explains how, outlining the sales roles for the whole team, from technical people to the 'sales cornerstone' at the heart of the operation.

Sales on a Beermat is for everybody who knows they have to sell, but is afraid of the process, and for anybody who does sell, who is determined to make it a key part of their business' strategy.

‘Mike is the Father Ted of sales: irreverent, endearing and wonderfully effective. Generating more sales isn’t a mystery anymore – Mike has the wonderful ability to make the complex clear. Wake up the sales person within you with Mike’s obscenely simple concepts’
Matt Drought, Director, naturaltraining

‘A truly sizzling read, guaranteed to improve your technique for seduction and sales alike – I couldn’t put it down’
Gavin Johnson, Director of Strategy and Interaction, Schmakk

‘In professional partnerships we like to think we don’t have to sell. This is a dangerous illusion – luckily this book is here to show us how, and why it needn’t be hell. Inspiring and motivational’
John Beevor, BPE Solicitors

‘Mike and Chris’ books are acquiring a reputation for readability and entertainment, but also for having a lot to say. Sales on a Beermat carries on a fast-growing tradition’
Lucy Armstrong. Chief Executive, The Alchemists

‘We have just been engaged by an international bank to implement a new software system which could mean upwards of £500k of revenue – all from one technique in this book!’ Nigel Winship, Founder, First Thought Consulting

‘The day of the stand-alone salesman is over. This book enables everyone to understand how they can assist in revenue generation’
Graeme Finch, Chief Executive, Business Link, Milton Keynes, Oxon & Bucks

‘Mike and Chris demystify the sales process and prove that professional sales and negotiation skills can be taught and learned’
Seán Derrig, National Franchise Manager, Snap-on Tools

‘Sales on a Beermat does exactly what it claims – it helped double our sales in three months’
Stefan Foster, Managing Director, The National Computing Centre --This text refers to an out of print or unavailable edition of this title.

The Beermat entrepreneurs are highly successful small business advisers, and in Sales on a Beermat they demystify the most important skill that any business can possess: selling. Ranging from coverage of the basics of organising a sales team and calling on customers to insights into the psychology of successful selling, their advice will be invaluable to anyone involved in selling, particularly those running or working for small enterprises.

The Beermat guides: helping you build a great business

Mike Southon is co-founder of Beermat.biz, which helps entrepreneurs and fast-growing companies around the world. He is a Visiting Fellow in Enterprise and Entrepreneurship at London South Bank University, and a Fellow of the Professional Speakers Association. He writes a weekly column 'My Business' for the Financial Times every Saturday.

Mike co-founded The Instruction Set in 1984, which grew to 150 people in 5 years before being sold to Hoskyns Group. He was responsible for all sales and marketing. He has since been involved in 17 start-ups.In 2002 he co-authored the bestselling The Beermat Entrepreneur. He can be contacted at mike@beermat.biz

Chris West is a professional writer, with a background in marketing and PR. He has written fiction and books on business, personal development, writing good English and travel. He is co-author of The Beermat Entrepreneur and of the other Beermat guides, and sole author of Marketing on a Beermat.