Mark Rodgers - Accelerate the Sale. Kick-Start Your Personal Selling Style to Close More Sales, Faster

KICK-START YOUR PERSONAL SELLING STYLE
TO CLOSE MORE SALES, FASTER

MARK RODGERS

To my precious wife, Amy;
all things are possible because of you.

Copyright 2011 by Mark Rodgers. All rights reserved. Except as permitted under the United States Copyright Act of 1976, no part of this publication may be reproduced or distributed in any form or by any means, or stored in a database or retrieval system, without the prior written permission of the publisher.

ISBN: 978-0-07-176125-3

MHID: 0-07-176125-X

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Introduction
The Art of Accselleration

Chapter 1 The Checkered Flag
Lessons from Your Victory Lap

Chapter 2 Fuel-Injection Connection
The Parameters for Sales Success

Chapter 3 Crawling Under the Hood
Really Understanding Your Offering

Chapter 4 Making Your Engine Purr
Language Is the Key

Chapter 5 One Down, Four Up
The Power of Process

Chapter 6 The GPS of the Sale
You Need Insight, Not a Satellite

Chapter 7 Torque vs. Horsepower
Fast Starts and Getting There First

Chapter 8 Accelerating Through the Curves
Rebutting the Toughest Objections

Chapter 9 The Power of Referrals
Nitrous Oxide for Your Sales Engine

Chapter 10 Shift into High Gear
Kicking Your Career into Overdrive

Chapter 11 Trouble at High Speed
How Not to Lose Control of Your Buyer

Chapter 12 Beyond Redline
When Youve Pushed Your Motor Past Its Limits

Chapter 13 Peak Sales Performance
Keeping Your Competition in the Rearview Mirror and Your Eyes on the Road Ahead

Appendix
Accselleration Assessment: Are You Headed for the Checkered Flag?

In my early 20s, in the primordial stages of my sales career, the president of our company asked me how I saw the sales process. I felt I was in the arena with gladiators at the time, praying for a thumbs up from the sales emperor.

Adversarial, I replied, with that proud look of thinking you know it all when you truly know nothing.

Oh, oh, responded my fearless leader.

Ive learned a lot since then, founding my own consulting firm and creating global communities of salespeople whom I mentor. Perhaps more than any other single jewel, the diamond Ive mined from the hard work is that this is a relationship businessthe antithesis of adversarial.

When asked, I gladly agreed to write this foreword for Mark Rodgersone of those mentor community members Im proud to have with mebecause hes adapted my philosophies, mixed in his own and those of others, and achieved an alchemy of solid, reliable, pragmatic sales tools to apply immediately. I assume youre in sales if youve read this far, so you know how in the moment you must be, and that this profession is both art and science.

I believe wealth is discretionary time. It is not money, per se. Money can fuel wealth, but as we all know, it doesnt take the place of being at our childrens recitals, sports events, or parties. Its no substitute for a great vacation with our loved ones. It can fuel these experiences, but it can never replace them.