Scott Wintrip - Sales Yoga: A Transformational Practice For Opening Doors and Closing Deals

Copyright 2013 Scott Wintrip

All rights reserved.

ISBN: 9781483502526

Sales Yoga

Ive worked with many thought leaders across the globe in my role as CEO of the largest global coaching training institution and Ive yet to see such an innovative approach to selling. This book should be on the desk of every sales leader and in the hands of every salesperson out there.

Sandy Vilas, MCC, CEO, CoachInc.com

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Having written 6 books and worked with hundreds of authors, I know Sales Yoga will be a game-changer for everyone who reads it and implements the ideas. Scott Wintrips approach is insightful and one-of-a-kind.

Sam Horn, Intrigue Expert and author of POP!

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Scott nails the current reality in selling - buyers want to buy but they dont want to be sold to. This book is very thought provoking and compelling for any sales professional, giving you valuable insight and strategies on how to get buyers to sell themselves, and makes selling much easier and beneficial to everyone involved. The current quotes also make this book fun and provocative.

Jim Pickett, Certified Sales Professional, Computer Manufacturing/IT Industry

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Sales Yoga is packed with tangible take-aways and actionable ideas. Our global sales team has implemented many of these practical concepts and they are having a very positive impact on our ability to bring in new business while expanding existing relationships.

Andrea Hopkey, President, Technical Services Firm

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When it comes to innovative sales ideas, Scott Wintrip is the leading thought leader you must pay attention to. Read Sales Yoga , apply the concepts and you will transform your sales success.

Chad Barr , President, CB Software Systems and author of Million Dollar Web Presence

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What a page turner! The short chapters make Sales Yoga an easy read. The combination of compelling ideas, interesting stories, and intriguing quotes got me thinking and acting differently.

Andrew Meyer, Personal Banker, Major US Financial Institution

Authors Note:

It is important to me to honor the confidentiality of my clients.

Please know that all of the stories and examples in this book are true and pulled from my real-life experiences however Ive changed some of the identifying details so my clients and audience members can trust their privacy is being protected.

Dedication

To my son, Benjamin. Thank you for teaching me the true value of inquiry. Yes, that means I even appreciate the thousands of times you asked me, Why?

Acknowledgments

When you drink the water; remember the well. Chinese proverb

Thank you to my customers who bought what I sold and also to the prospects who told me, No. My experiences with each of you have made me the Sales Yogi I am today.

Special thanks to my bonus daughter Mackenzie for reminding me not to take myself too seriously. And to my wife and best friend, Holly: your encouragement has been life-changing.

Foreword

To Sell or Not to Sell Is Not A Question

Peter Drucker, the inventor of corporate strategy, famously pointed out that the first job of any business is to have a customer. Without successful sales, we have no customersand no business. Thats why there are thousands of books on the sales process.

Its the same reason there are so many books on medical practices and procedures. Were talking lifeblood.

But these books, whether on medicine or sales, overwhelmingly look at traditional approaches. It wasnt until recently, incredibly enough, that doctors admitted to the need to wash their hands continually throughout their day. Even today, hospital deaths are often caused by illness introduced to the patient while in the hospital!

Sales books are still pontificating about features and benefits or, worse, finding the pain. The pain Ive found is usually in trying to adapt such dated advice to selling in the 21 st Century.

Ive consulted with nearly 200 Fortune 1000 companies, written 42 books, traveled to 60 countries, and coached a couple of thousand executives and entrepreneurs. My frame of reference isnt shabby. Ive found that for anyone who sellsand honestly, who doesnt? its time for some alternative medicine.

Thats what Scott Wintrip has provided in Sales Yoga .

Scott takes you through a different regimen, one oriented toward acquiring business in modern times, despite the volatility in the economy, technology, social mores, and demographics. He reinvigorates you with a new energy and purpose. Hell help you to stretchyour mind.

As Scott points out, Flogging is not a yoga pose. So stop beating yourself up and start beating others to the sale.

Introduction

Are you frustrated with the negative stereotypes - i.e., pushy, smarmy, manipulative - directed at salespeople? Me too.

Wouldnt it be wonderful if you could make a buck and a positive difference for everyone you dealt with while being highly respected at the same time?

You can! Its called Sales Yoga .

Sales Yoga is a collaborative (vs. coercive) approach to sales where the needs of all parties are met. Its a mutually-rewarding process in which everyone involved prospers.

The Genesis of Sales Yoga ?

Are you wondering how Sales Yoga got started?

Ill give the whole story about its origin in Chapter 1. For now, suffice it to say the old-fashioned, domineering, get a deal at any cost sales approach used to be my SOP (Standard Operating Procedure).

I was making a lot of money, but I was also unhealthy and unhappy, and my perpetual bad mood was affecting my family, friends and work relationships.

The way I was taught to do sales - the classic Always Be Closing mentality from the infamous movie Glenngarry Glen Ross with Jack Lemmon, Alec Baldwin, etc. - was taking a serious toll on me and everyone around me

Then, I discovered yoga. Believe me, I was as surprised as anyone. I used to think of yoga as a non-athletic, kind of airy-fairy activity that consisted mostly of sitting on a mat and doing some mild stretches.

Wrong.

In fact, 20 minutes into my first class, I discovered yoga was one of the most physically challenging and emotionally rewarding activities Id ever tried.

Over the next few months, I also discovered renewed energy, a more positive outlook, and a peacefulness that positively permeated all aspects of my life. And yes, that included my approach to sales.

I started integrating my epiphanies gleaned from yoga into my work and clients noticed.

Program participants told me they appreciated this fresh approach that combined best practice sales techniques with the centeredness that comes from practicing yoga. Consulting and advising clients told me my innovative approaches were helping them achieve even more satisfying success at work, at home and in their community.

My friends also noticed I had changed and asked, What happened?!

When I told them about the amazing transformation yoga had set into motion, they told me, You should write a book about this. People could benefit from what youve learned. You have an opportunity - and a responsibility - to share this with others.

So, here it is. My offering to you.

In this book, I share how to integrate Sales Yoga into your professional and personal interactions, and how evolutionary it can be to approach all your relationships with the goal of collaborating vs. coercing.