The Four Kinds of Sales People: How and Why They Excel - And How You Can Too (Hardcover)

During his two decades of selling, managing, building, and leading salespeople and companies in a variety of industries, Chuck Mache has learned that there are four distinct kinds of salespeople. Gleaned from his years in the trenches, The Four Kinds of Sales People is a business fable that exposes the traits and characteristics of these four types and outlines how and why salespeople excel–or don’t. The story follows four fictional salespeople, each of whom epitomizes the characteristics of a particular sales style, and provides a clear and exacting description of how each type goes about selling. Mache exposes the strengths and weaknesses of these salespeople and provides expert insight on what each type of salesperson requires to achieve next–level success. For salespeople, sales managers, and executives, this entertaining and practical book shows how to pinpoint personality traits and design a personalizedstrategy for unlimited sales success.

Chuck Mache (Santa Rosa, CA ) is the founder of Chuck Mache Communications and is an architect for breakthrough achievement. He is also a popular speaker, executive coach and consultant and has field and executive experience in broadcasting, home warranty, telecom, office equipment, insurance, and mortgage banking.

From the Inside Flap

During his two decades of selling, managing, building, and leading salespeople and companies in a variety of industries, Chuck Mache has learned that there are four, and only four, kinds of salespeople. All salespeople, no matter what they sell, fall into one of these four basic categories based on personality, work ethic, actual sales productivity, and their professional goals in life.

Based on the real world of sales, The Four Kinds of Salespeople is a business fable that exposes the traits and characteristics of these four types and outlines how and why salespeople excel—or don′t. The book combines delightful storytelling with real sales insight to reveal which kind of salesperson you are: one of the two types of top producers, one that′s stuck in mediocrity, or the individual who made a very bad career choice.

The story follows four fictional salespeople, each of whom fits one of the four sales types, and provides a clear and exacting description of how they each go about selling. Along the way, Mache exposes the strengths and weaknesses of these salespeople and reveals what they each require to achieve next–level success. Using these four characters as a guide, you′ll discover which kind of salesperson you are, uncover your real career goals, and customize your path to your true sales potential.

This isn′t a textbook, nor is it a book for strugglers only. There are plenty of those on the market. The Four Kinds of Salespeople asks you to take an honest look in the mirror and truly see your sales self. Once you get honest and see yourself for who you really are, you′ll be able to design a personalized strategy for unlimited sales success. For salespeople, sales managers, and executives alike, this fun fable is not merely a fantasy—it′s a real–world guide to higher achievement that′s as entertaining as it is practical.

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