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Are You Selling To Potential?

by Rick Mull

287 pages; quality trade paperback (softcover); catalogue #03-0167; ISBN 1-55395-804-7; US$24.95, C$51.75, EUR33.70, £23.40

If a resource existed that presented the universal formula for selling and real world selling principles to help you sell to potential and achieve personal, career and financial growth, would this be of interest to you?

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about the book      about the author      sample excerpts or Table of Contents      catalogue info

About the Book Success in selling doesn't come easy. You have to work at it. The key to success is maintaining the right selling attitude, understanding the fundamentals of selling and how to execute the selling process. This is called the Universal Formula for Selling Success. Are You Selling to Potential? presents the Universal Formula for Selling Success along with real world selling principles focused on helping salespeople sell to potential and achieve personal, career and financial growth. This book will benefit anyone in sales; regardless the sales position; regardless how experienced or inexperienced; regardless the type of product being sold; regardless how it's being sold (i.e. face-to-face, by telephone, direct or retail). The goal: To provide inexperienced salespeople or business owners with a quality resource created to help them master the art of selling and thus sell to potential. To provide seasoned sales professionals with a quality resource created to help them sell to their true potential. To provide sales managers with a quality resource to teach the art of selling and establish selling synergy throughout their sales distribution channels.

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About the Author With over twenty years of sales and marketing experience, Rick Mull remains a committed life-long student of the selling profession and is very compassionate to salespeople, experienced and inexperienced, who want to grow professionally and be the best they can be. He understands that selling is not easy and that most salespeople struggle when mastering the art of selling. His passion is to provide salespeople with helpful resources and is the reason he has invested several years in writing this book. In 1982, Rick began his sales career with Midwest Marketing Company, by knocking on doors selling cookware and fine china. Rick graduated from The DeVry Institure of Technology in Columbus, Ohio in 1985, was recruited by Sencore Electronics, a world leader in video test and measurement instruments located in Sioux Falls, South Dakota. At Sencore, Rick experienced a successful 16-year sales and marketing career selling business-to-consumer and business-to-business in the high tech sector. He has sold both to small and fortune 100 companies. Rick has achieved personal selling success, successfully managed several sales organizations, contributed several marketing campaigns, and trained many successful people. In July/August 1997, Rick's article, "Build Desire To Build Sales" was published in Selling Power Magazine. In February 2000, Rick launched Selling Solutions.com, a globally recognized sales training resource that provides free motivational and selling tips to salespeople around the world. In March 2002, he began providing business consulting and sales training and in July 2002, Rick began working exclusively with Midcontinent Communications, one of the top 20 cable television companies in the United States, to develop and train a direct sales channel for Eastern South and North Dakota.

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Sample Excerpts or Table of Contents

Selling to potential requires mastering the art of selling; this is not an easy thing for most salespeople to accomplish. In fact, most people in the profession do not sell to their potential. This is typically a result of a lack of understanding of the fundamentals of selling, or the process of selling. Whatever the case may be, Are You Selling to Potential? will help thise who psssess a deisre to sell to potential and achieve and higher level selling success. Technological advancements have changed the way we communicate and transact business in the sales world. these changes will contineu and with them will come many challenges for those of us that depend on our selling ability to maintain our standard of living. It is imperative for those that want to sell to potential and achieve a desired level of selling success to remain open-minded to these changes. It is also imperative to elarn to adcapt quickly and adjust accordingly with these changes. Ther furure will require thinking differently and being creative in order to capture market interest and to remain competitive. If you plan to do what you've always done, then expect to get what you've always got. With teh worldwide tecnological advancement taking place, salespeople and sales organizations that choose to continue to do things as they have always done will likely produce the same result they have always produced, or even less. Consider all the ways businesses and consumers are being communicated with in today's technology-based world. Along with traditional face-to-face selling, the telephone plays a vital role in communication. Cellular phones are being used to transact business anywhere. The Internet has becom the virtual sales representative. E-mail is becoming more commonly used in everyday communication. Although postage is increasing, mail is still a common factor. Product seminars remain steady, giving people the opportunity to see firsthand how a product will benefit them. Tradeshows are still strong as are television infomercials. Then there are fax machines, e-mail spams, and, of course, creative and strategic family outings sponsored by companies wanting us to see and use their products. So how does all this technology impact sales? The point is to do things different from the average salesperson. If the desire is to achieve a high level of success, then one must be willing to stand out among all the other salespeople that are contacting prospective buyers on a daily basis. A commitment must be made to earning the customer's business by providing superior customer service and success is sure to follow. As the old saying goes, "If you don't take care of your customers, someone else will." ****** MAINTAIN A HEALTHY ATTITUDE Selling to potential begins with our attitude. I f we choose to maintain an unhealthy attitude, valuable time will be wasted trying to make up for it in other areas. So before everything else, make sure the right things are being done to maintain a strong and healthy attitude. how can a healthy attitude be maintained? By staying focused on making good choices. Just as our attitude will influence the choices we make, the choices we make will also influence our attitude. If we choose to associate ourselves with negative environments, then we have to accept the fact that such environments will negatively influence our attitude. Although some may disagree, there are salespeople that believe they are strong enough to withstand any negativity. However, people do tend to become products of their own environment. If we choose to associate with an environment of people who complain about everything - about who's getting the promotion - about management - about their customers - about the product they're selling - how long will it be before we start complaining? What can be done to make sure a positive attitude is maintained? Here are a few things to ponder: - Associate with positive, goal-oriented people - Read motivational material - Limit your exposure to negativity - Remember the importance of positive thinking - Determine if your environment is conductive to maintaining a positive attitude and if it is not, determine what needs to be done to change that environment. Your attitude is the result of your choices; your choices are the result of your attitude. If you desire to maintain a healthy attitude, then make the choice to do so. ****** BUILD QUALITY RELATIONSHIPS One you approach prospective buyers, your success will depend on your ability to build and nurture quality relationships between you and your buyers. This quality is vital to your selling success. Buyers must feel comfortable doing business with you; if they don't, they will do their business elsewhere. How do you influence someone to feel comfortable? First of all, all salespeople are under the spotlight when it comes to working with a prospective buyer. You must understand that any potential buyer will subconsciously ask, "Why should I do business with this salesperson?" Those salespeople who have tasted selling success have found that the key to creating a comfort level with the buyer is to understand the universal selling competencies which are about to be covered. Once these competencies are understood, you should find yourself on your way toward achieving selling success. What are the selling competencies? The Universal Selling Competencies are: - Interpersonal Selling Competence - Technical Selling Competence - Conceptual Selling Competence - Political Selling Competence

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Catalogue Information

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