Brian Lambert - 10 steps to successful sales
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- Book:10 steps to successful sales
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- Publisher:Association for Talent Development
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- Year:2010
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10 steps to successful sales: summary, description and annotation
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Salesits an everyday event and part of every business transaction a million+ times a day. Drawing upon extensive resources, ASTD has put together the fundamental elements of successful salesthe kind of success everyday business professionals can apply to create lasting relationships, productive business dealings, and successful bottom line results. Learn from the professionals how to develop a sales mindset, become an active listener, ask the right questions, be positive, and build trust with your clientsall traits of successful sales people.
Brian Lambert: author's other books
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Praise for This Book:
The Top Ten Myths of Selling, the extensive checklists, and the worksheetsare worth the price of this book alone. But what might have a bigger impacton your selling success after reading Lamberts work is the understanding,then application of the idea that great sales professionals Embrace a SalesMindset (Step 1). This just isnt taught in training, and youd be wise to putit into playand then see what a difference it makes in your performance.
Dan Seidman
Author and sales training consultant, SalesAutopsy.com
Once again, Brian has written a book that will raise the bar for sales pro-fessionals around the world. This book should be required reading for allsalespeople. Brian represents the next generation of thought leaders in thesales profession and following the 10 steps he outlined in this book willdeliver the sales results youre looking for!
Tony Cross
Founder, Growth Matters, South Africa
This is a fabulous sales book that sets itself apart from the other overlysimplistic approaches to selling. Take action on its contents, and youllbuild long-lasting relationships and accelerate your revenue performance!It should be required reading for new and experienced sales reps alike.
Aaron Steeves
Branch Manager, Ricoh Business Solutions
Core essentials every new rep should know and a great refresher for sea-soned pros!
Marc Ramos
Director, Sales College, Red Hat University
This is a great book for sales managers that need to move their team fromtransactional to solution sellingeven in the retail environment!
Marc Imhoff
Retail Channel Senior Manager, France Telecom-Orange
A great read. It clearly defines how you can move from salesperson tosales professional while becoming a trusted advisor to clients!
Kevin Casper
Sales Professional, EMC
Ive been selling long enough to know a good sales book when I see oneand this is a great book. It contains everything I wish I was told but hadto figure out on my own. Managers should give it to every new salespersonon the team and use it as a topic to train at sales meetings!
Rick Tancreto
15+ years of experience selling for Fortune 500 companies
This is a great book for any salesperson who needs to be consultative intheir approach. It defines what you really need to know and do to be suc-cessful!
Eric Kerkhoff
Account Manager, Hewlett-Packard Company
Selling isnt easy, and learning how to leverage people, technology,processes, and conversations to move the sale forward is a must. This bookhelps you do that with easy checklists and words of wisdom from seasonedsales pros in an easy-to-read format.
Scott Barghaan
Client Solutions Director, Large Global IT Company
Professional selling is complex and no one understands it better, whilerelating it simply, than Brian Lambert. This single book covers everythingselling has become, not what it used to be. You MUST know this stuff ifyou want to do more than just keep up.
Tim Ohai
Strategist and Coach, Growth & Associates
Co-author of World-Class Selling: New Sales Competencies
After 20 years in professional services, I found myself in a sales role. Thisbook helped me make the transition quickly and easily.
Allan Mills, MPM, PMP
Regional Director, Eastern US Branch, True Solutions Inc.
Lets face it, most people spend their days in chaotic, fast-paced, time and resource-strained organizations. Finding time for just one more project, assignment,or even learning opportunityno matter how career enhancing or usefulis difficult to imagine. The 10 Steps series is designed for todays busy professional who needs advice and guidance on a wide array of topics ranging from project management to people management, from business planning strategy to decision making and time management, from return-oninvestmentto conducting organizational surveys and questionnaires. Each book in this new ASTD series promises to take its readers on a journey to basic understanding, with practical application the ultimate destination. This is truly a just-tell-me-what-to-do-now series. You will find action-driven languageteamed with examples, worksheets, case studies, and tools to help you quickly implement the right steps and chart a path to your own success. The 10 Steps series will appeal to a broad business audience from middle managersto upper-level management. Workplace learning and human resource professionals along with other professionals seeking to improve their value proposition in their organizations will find these books a great resource.
2010 the American Society for Training & Development
All rights reserved. Printed in the United States of America.
No part of this publication may be reproduced, distributed, or transmitted inany form or by any means, including photocopying, recording, or otherelectronic or mechanical methods, without the prior written permission of thepublisher, except in the case of brief quotations embodied in critical reviewsand certain other noncommercial uses permitted by copyright law. Forpermission requests, please go to www.copyright.com, or contact CopyrightClearance Center (CCC), 222 Rosewood Drive, Danvers, MA 01923 (telephone: 978.750.8400, fax: 978.646.8600).
ASTD Press is an internationally renowned source of insightful and practicalinformation on workplace learning and performance topics, including trainingbasics, evaluation and return on investment, instructional systems development,e-learning, leadership, and career development. Visit us at
www.astd.org/astdpress.
Ordering information for print edition: Books published by ASTD Press canbe purchased by visiting ASTDs website at store.astd.org or by calling800.628.2783 or 703.683.8100.
Library of Congress Control Number: 2009922422 (print edition only)
Print edition ISBN: 978-1-56286-686-0
PDF e-book ISBN: 978-1-60728-367-6
2010-1
ASTD Press Editorial Staff:
Director of Content: Dean Smith
Manager, ASTD Press: Jacqueline Edlund-Braun
Senior Associate Editor: Tora Estep
Senior Associate Editor: Justin Brusino
Editorial Assistant: Victoria DeVaux
Editorial, Design, and Production: Abella Publishing Services, LLC
Cover Design: Ana Ilieva Foreman
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Nothing happens in the business world without selling something. If you've been selling for longer than a few months, you probably have realized that selling is extremely complex and involves lifelong learning and experimentation to find those strategies and tactics that increase the chances of a sale and position you to become a trusted advisor to your clients.
This book is specifically designed to help you succeed in the foundational, business-critical profession of selling. These trends are a small sample of the change (and some would say chaos) that you'll have to harness and leverage to be successful. Just like any other professional, overreliance on a specific routine or approach could be detrimental in this fast-paced environment. The market is fluid and buyers require speed and agility.
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