Barry J. Farber - Superstar Sales Secrets (State of the Art Selling)
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Superstar Sales Secrets (State of the Art Selling)
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Concise reference for the seasoned pro. Packed with checklists, action plans and inspiring quotes for every stage of the sales process. Paper. DLC: Selling.
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CAREER PRESS 3 Tice Road P.O. Box 687 Franklin Lakes, NJ 07417 1-800-CAREER-1 201-848-0310 (outside U.S.) FAX: 201-848-1727
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Copyright (c) 1995 by Barry J. Farber
All rights reserved under the Pan-American and International Copyright Conventions. This book may not be reproduced, in whole or in part, in any form or by any means electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system now known or hereafter invented, without written permission from the publisher, The Career Press.
SUPERSTAR SALES SECRETS Cover design by A Good Thing, Inc. Printed in the U.S.A. by Book-mart Press
To order this title, please call toll-free 1-800-CAREER-1 (NJ and Canada: 201-848-0310) to order using VISA or MasterCard, or for further information on books from Career Press.
Library of Congress Cataloging-in-Publication Data
Farber, Barry J. Superstar sales secrets / by Barry J. Farber. p. cm. Includes index. ISBN 1-56414-167-5 (pbk.): 1. Selling. I. Title. HF5438.25.F375 1995 658.85--dc20 95-187 CIP
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Contents
Introduction
5
Stage 1: Motivation
7
Stage 2: Prospecting
21
Stage 3: Needs Analysis
49
Stage 4: Presentations
65
Stage 5: Handling Objections
81
Stage 6: Closing
89
Stage 7: Follow-up
95
Stage 8: Time Management
101
Index
127
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Introduction
The world of sales is not what it used to be. Customers are more sophisticated; they demand not only quality products, but beyond-the-call-of-duty customer service and ongoing relationships as well. Today's sales professionals must demonstrate honesty and integrity, and they must also reach a high level of competency in building rapport and understanding customers' needs. They must have keenly developed questioning techniques, good listening abilities and excellent follow-through.
Included in this book, and in the entire State of the Art Selling series, are ideas, tips and techniques researched from several sources: from high-performance, award-winning salespeople across the country; from extraordinarily successful people in a variety of professions; and, most importantly, from customers who have expressed what they need and want most from a top sales performer.
The goal of this book is to provide a practical outline of the stages of the sales cycle, along with tools and techniques
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to help you go through them. It focuses on the basics of sales success. In that sense, it's perfect for beginners who need step-by-step guidelines. But it's also geared toward the seasoned professional who may be stalled or in a slump; this book offers a return-to-the-basics approach to get you back on track.
You won't find any manipulative sales techniques here, nor a thousand-and-one ways to close a sale. You will find real-world, results-oriented suggestions that will get you started (or re-started) on the road to success and help you through any hardships all salespeople experience at one time or another.
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Special thanks to all the superstar sales reps and managers who gave their time and shared their insights.
Special thanks to the Career Press staff: to Ron Fry and Larry Wood for their support, enthusiasm and publishing excellence; and to Betsy Sheldon, Ellen Scher, Regina McAloney and Sue Gruber for their outstanding work and quality in production.
And to Sharyn Kolberg with great appreciation for her patient listening and her excellent editorial skills.
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Stage 1 Motivation
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Nobody ever said selling was easy. It takes hard work and persistence to do it well and achieve success. Rejection and adversity are daily occurrences in this profession. That's why motivation is the most important factor in sales success.
There's an old saying that goes, "Life is like a grindstoneit either grinds you down or polishes you up." You can let rejection and adversity grind you down. Or you can face up to hardship and view it as an opportunity and challenge that can spur you on to greater success.
Why is it that two salespeople of equal talent and ability don't always achieve equal success? How is it that some people, whether they're selling products or services, paper clips or pharmaceuticals, can rise above rejection, hardship and failure? What is the common denominator that puts these people in the category called "successful"?
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