Terri Levine - Sell Without Selling: Lessons from the Jungle for Sales Success

TERRI LEVINE

By Terri Levine

2008 Terri Levine. All rights reserved.

No part of this publication may be reproduced or transmitted in any form or by any means, mechanical or electronic, including photocopying and recording, or by any information storage and retrieval system, without permission in writing from the author or publisher (except by a reviewer, who may quote brief passages and/or short brief video clips in a review.)

ISBN: 978-1-60037-464-7 Paperback

Library of Congress Control Number: 2008929655

Published by:

Morgan James Publishing, LLC
1225 Franklin Ave Ste 325
Garden City, NY 11530-1693
Toll Free 800-485-4943
www.MorganJamesPublishing.com

Cover Wrap & Interior Design by:

Heather Kirk
www.GraphicsByHeather.com

TESTIMONIALS

The real work started from the insidereplacing old disempowering beliefs with new, life-enhancing ones. This made the outer work easy. Not only did I change my fee schedule to reflect an increase of more than 100 percent, but what has been truly amazing is how easy its been to attract a new caliber of clients willing to retain my services at this new level.

W. Bradford Swift

Founder, Life On Purpose Institute

Steve Shedroff, Regional Sales Manager for a long-term care insurance company, shares his story. He took over an office that was the least productive in his entire company. They were number fifty-four in sales of the fifty-four offices in the company. In eighteen months his team generated so many sales, they moved to number eight in the country, and this year are number one!

I consider myself marketing savvy; every class gave me new ideas I could use. The energy and enthusiasm you brought to the subject matter made every session a pleasure to listen to. I got eight clients for a teleclass the first week!

Rosalie Marcus

Lasting Impressions

Laura Barry, Real Estate agent with Elite Properties, was not meeting her goal of selling $ 1 million a year in houses. Using my formula, she sold over $2 million in less than one year and last year out-produced every agent in her office.

Ive been using the tools... I love the system I use and it feels fun and easy for me. Since doing that, I easily attracted four new clients! Im loving how easy this can be!!!! What I know now is that this program really works!

Linda Braasch

I was presenting my new program at a client company. It was a huge success, but more important, I was locked on, in that zone, experiencing magic all day!! And to my surprise and delight, I was hired on the spot and they asked me to present the same seminar to the companys operation in another city in a few weeks! Thanks for these tools.

Val Williams

Val Williams Professional Coaching and Training, Inc.

TABLE OF CONTENTS

Standing outside the Krenker Business School of Practical Sales Advice, Christina Richards stood there, taking in the building. It was strong and solid, made of old-fashioned red brick that looked like it had weathered many a storm.

She couldnt believe she was here. Christina was excited to be accepted. She knew she was going to be a success in business. Ever since the first grade she dreamed of having her own business selling art.

Professor Krenker was known as one of the foremost authorities on business, and he was very selective in the kinds of students that he accepted. When shed spoken to him on the phone, his gruff voice had come through the line loud and clear: Im looking for students who want to learn, Miss Richards. Im looking for students who are going to listen to what I have to say and arent going to argue with me. Im looking for students who want to be taught, Miss Richards. Am I making myself clear?

Yes, sir, she said emphatically to which the professor responded, Christina, I hear passion in your voice and a willingness to learn new things. And with that, the old professor accepted her into his school.

Naturally, there were other sales schools that didnt approve of Professor Krenker. Some said that he was too modern because he didnt believe in using tricks, even dirty ones, to get the job done. Some called him hopelessly old-fashioned because he believed too strongly in the customer and insisted that people sell from the heart as opposed to doing whatever it took to make the sale. Christina just wanted to learn whatever there was to learn about sales so she could begin an art business and sell art done by local artists, and that was all there was to it. She didnt care who she learned from, just as long as she learned what she needed to know. She was passionate about selling art not only because she wanted to help artists get their work known, but she also wanted people to have beautiful paintings in their homes.

More than anything, she was determined to be a success.

Professor Krenker stood in front of the class and Christina had to smile. He was a little gnome of a man, with white hair going off into several directions, and there was a kind of manic energy about him. As he paced back and forth, there was a sharpness to his gaze as he looked out at the students. Christina sensed there was more to him than met the eye.

First of all, he said, I know some of you have probably heard that Im one of the old school teachers out there. Youll notice that Im not handing out CDs or DVDs to you or showing you a PowerPoint presentation. What Im going to do is talk to you. Youre going to listen to what I have to say, and youre going to take notes. Then, youll go home and think about what Ive said, and well talk about it the following day.