Mark Benedict - The Method of Selling: Your Key to Successful Sales with Over 70 Creative Selling Techniques

THE METHOD
OF SELLING

Your Key To Successful Sales with Over
70 Creative Selling Techniques

Mark Benedict

CCB Publishing
British Columbia, Canada

The Method of Selling: Your Key to Successful Sales with Over 70 Creative Selling Techniques

Copyright 2007 by Mark Benedict
ISBN-10: 0-9781162-6-7
ISBN-13: 978-0-9781162-6-2
First Edition

Library and Archives Canada Cataloguing in Publication
Benedict, Mark, 1975
The method of selling: your key to successful sales with over 70 creative selling
techniques/ by Mark Benedict; foreword by David Straker.
Also available in printed format.
ISBN 978-0-9781162-6-2 1. Selling. I. Title.
HF5438.25.B447 2007 658.85 C2007-903659-7

Extreme care has been taken to ensure that all information presented in this book is accurate and up to date at the time of publishing. Neither the author nor the publisher can be held responsible for any errors or omissions. Additionally, neither is any liability assumed for damages resulting from the use of the information contained herein.

All rights reserved. No part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means, electronic, mechanical, photocopying, recording or otherwise without the express written permission of the publisher. Printed in the United States of America and the United Kingdom.

Publisher: CCB Publishing British
Columbia, Canada
www.ccbpublishing.com

DEDICATION

Id like to thank God for giving me the strength and wisdom to accomplish the task of writing a book that would not exist without his guidance and will. To Him I owe much thanks!!!

Id also like to thank my mother, Juanita, whose sense of humor is reflected as well as documented in my style of writing. And my father, Foster whose intensity always sparks a light wherever he goes he sparked a light in every word I have ever thought.

Mark Benedict

ACKNOWLEDGEMENTS

Thanks to my editor and publisher, Paul Rabinovitch, whose wisdom and advice have kept me on the straight and narrow path to successful writing and marketing. Indeed, failure is not an option.

And there are others to thank, whose names are too vast to mention and whose indirect and invisible works have cast a visible impression on me and all I do. To all of you, much thanks!

Mark Benedict

FOREWORD

Sales is a very honest profession: either you sell something or you do not. There is little room for talking through your hat and crossing your fingers, as the evidence of your actions will be discovered very quickly. This makes for sales people who either keep learning and improving or who go and do something else. It also explains the many, many sales books out there. A number of these books are based on my success and give an interesting view from the position of a single salesperson, although the value of these depends on the reader working in a similar position. Other books focus on a limited part of selling, from prospecting to closing. Only a few books cover the full spectrum. TheMethod of Selling is one of these. It is a complete book providing useful detail on the whole soup-to-nuts selling process.

My work on the changingminds.org web site is based on many years of experience and study in how one person changes the mind of another, and there is no profession more dedicated to this aim than sales. In selling you have to be a psychologist, a negotiator, a leader, a diplomat and many more things, as well as a product expert. The Method of Selling will help in all of these.

What Mark Benedict has done here is to combine learning from many different areas, from traditional sales wisdom to psychology and the nuances of modern Neuro-Linguistic Programming or NLP. Thus in these pages you will learn everything from a wide range of closing techniques to subtle methods of language and action that will lead your prospective customers to like you as a person and hence willingly move towards that wonderful close. Mark also delves into the psychology of the self great sales people are positive people who like themselves as well as their customers.

The Method of Selling is, in brief, the most comprehensive book on selling I have had the pleasure to read for a long time. In the pages Mark Benedict has condensed an enormous amount of sales wisdom into a complete book on selling. So well done to you for buying it and now all you have to do is read it, digest it and become the success you know you can now be!

David Straker
changingminds.org

TABLE OF CONTENTS

TOPICS

In your hand is the answer to what makes all salespeople successful people. In your palm lays the method that the most accomplished salespeople in the world use to achieve wealth.

If you were to ask me to choose the most important topic in this book to succeed in sales, then I would say that sales is a combination of many ingredients that blend together to make it a successful process, like the ingredients that one uses to make a cake. But then again I would say that the most important ingredient to make a cake would not be one of the ingredients in the cake, but the ingredient of desire to first of all want to make the cake. So I would have to say that the most important ingredient of all to make a cake is the desire and willpower to make the cake. In that same manner, I would have to say that the most important topics in this book for someone who desires to be successful in sales are the topics about believing in yourself, so that you can be successful in sales.

If you have the willpower to make a cake, then you will automatically find the ingredients to make that cake. If you have the desire to be successful in sales, then you will automatically do everything you can to get the necessary tools needed to be successful in sales. It all starts with a desire and the willpower to achieve. And so shall it happen as you will and wish.

Reading this book means that you have a desire to be successful in sales. But the question is, How strong is your desire? Will your desire last when the storms of sales trouble come your way, and will you stand firm in the face of opposition? So now that you have the desire, all you need is to strengthen that desire to withstand the obstacles that sales has in store for you. Dont be afraid. Be courageous and strong. Your desire goes before you, and your willpower will strengthen you.

This book will start you off with more than enough tools that are necessary to be a successful salesperson and for you to enjoy the life of a successful sales living. All you have to do is provide the time and effort, and your story will be a successful one, hammered in the pages of all those who have gone before you and shall come after you in the great big book of successful salespeople.

This book answers many questions that you would expect to find in a sales book. After you have studied the method you should feel as one who can sell anything. And the feeling that you can accomplish something proclaims the fact that you can do it.

But this book not only teaches you how to be a successful salesperson, this book reveals to you that you already are a salesperson. Everybody is a salesperson. If you have ever persuaded anyone to do something, then it means that you are a salesperson. This book only strives to enhance you as a salesperson to sharpen the blades of your sales might; to guide you on the road to a professional sales guru; to stamp your name with approval in the deans list of sales. By studying this book, you have already attained your first stamp of approval.