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There is No Box!

by David P. D'Eugenio

200 pages; quality trade paperback (softcover); catalogue #03-0169; ISBN 1-55395-806-3; US$21.50, C$30.00, EUR19.50, £13.60

Guide to successful selling. Learn to improve your career sales and achieve the confidence and mental toughness necessary to succeed in sales.

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about the book      about the author      sample excerpt and Table of Contents      catalogue info

About the Book There is not an easy method of sales success. Selling is one of the most difficult professions requiring mental toughness and optimism. Selling is both and are and science; and the science is more psychology and sociology than technical. The art is in the presentation, and the technical is in the information that is vital to selling. How you wrapped that information is as important as what you present. How you execute the skills you have learned determines your success. The information you will need to improve your career in sales and marketing and to give you a sense of confidence is in this book. Selling is a sport you have to practice to be great.

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About the Author Long-time south Florida broadcaster David D'Eugenio is a former vice-president and general manager of eight South Florida radio stations owned by Clear Channel Broadcasting, the nation's largest broadcaster. David began his career at the suggestion of Mike Wallace of CBS's "60 Minutes." In 1977, he began his broadcast career at WTVJ, CBS TV Miami. In 1980, he graduated form the University of Miami while working at the nation's most prestigious CBS News stations, WTVJ. After three years working in various departments, David found his forte in sales and eventually station management. During the last 12 years, David has specialized in operations, mergers and start-ups and has been a director of sales, a director of national sales, as well as a local and regional sales manager. His expertise includes outside local, regional, national sales, all levels of marketing and executive management for a variety of successful companies including American Radio Systems, OmniAmerica Group, Fox TV, Malrite Communications Group and Clear Channel Broadcasting. Later, after three years of managing industry consolidations that included six ownership transactions and consolidations, David returned to NBC 5 to concentrate on sales for the Summer Olympic Games. During 2002, David Wrote and published two books, There Is No Box! and There Is No Box, The Workbook. They are training textbooks for account executives in media and the service industries. A few career highlights include Broadcasting's 1996 General Manager of the Year, the Florida Reef Foundations's 1997 Man of the Year, The Palm Beaches' 1995 Man of the Year, program assistant to Chet Forte for "Monday Night Football," "Wide World of Sports," and the nationally syndicated program "disco Magic." He also participated in the development of South Florida's "the 10 O'clock News" and was a member of the sales advisory Committee for the NFL for the FOX-Television Network. David was also featured in Palm Beach Illustrated magazine. The University of Miami honored David recently by appointing him an executive director of the University of Miami's prestigious President's Council. David was active with he University of Miami's Athletic Department as a Golden Cane and is the co-chairman of the Hurricane Club Board of Directors. David is also currently serving as president of the University of Miami Alumni, representing 4,500 alumni in the Palm Beach area.

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Sample Excerpt and Table of Contents

PREFACE

Writing this series of books gave me the chance to bring together more than two decades of sales and administrative experience. This book is organized by topics rather than chapters, so the reader can quickly reference and read about a subject in a few pages, although it is more beneficial to read each section in order beginning with PERSONAL GROWTH and end with DISCUSSIONS, QUESTIONS, CASE STUDIES AND CHARTS.

Those who do not like to write, see it as a laborious task. For those who enjoy it, it is a great accomplishment to be able to translate thoughts into clear concise themes. As a writer you are mastering the material and presenting it to readers in an easily understand format which they can hopefully learn from.

Selling is the same as writing. There are those who love the adrenalin rush they get each time they close a sale. For those who do not understand sales, the very thought of it makes them cringe! I was one of those people. After working in a variety of positions in different occupations, I realized sellers were making the most money and enjoying the most lucrative financial rewards by working in a commissionable position.

When I began my career in sales, I had no preconceived notions about what would or should work. In short, I had no bad habits to unlearn. It was not long before I realized that selling was both art and science, and the science was more psychology and sociology than technical. The art is in the presentation, and the technical is in the information that is vital to selling. How you wrap the information is as important as what*s said. There are not many differences between competitors. Often the only variable is how the client interprets your information. How you execute the skills you have learned determines your success.

The information you need to improve your career in sales and marketing, and to give you a sense of confidence is in your hands. What you do with this information is up to you. The fact that you bought this book or attended our seminar shows your intent to improve your skills. However, if the materials just sit on your desk, they will not do you any good. You need to use them.

You need discipline to make a constant effort to improve your skills with each sales call. You must invest in yourself. You must learn self-promotion. You must attend seminars and watch, listen, and practice what you have learned. Selling is a sport you have to practice in order to be great. Seek out and learn from other successful salespeople, but remember, develop your own style, a style that you are comfortable with, and one that works for you.

No one system or book has all the sales solutions. Although some programs might be better than other*s, you will need to select and combine what you have learned with practical experience. Get a professional mentor that has been successful in a wide variety of selling situations. Ask him to coach you and role-play with him often.

I still love the challenges and excitement, as well as the competition and the thrill of closing a sale. When you achieve excellence in any profession, it is a drug, and sales might provide the greatest high of all. Study hard and stay focused. You*re part of an exciting and financially rewarding profession.

TABLE OF CONTENTS

Acknowledgements
Preface
Introduction
PERSONAL GROWTH
A Lesson to Learn ( Malcolm Forbes)
Commitment
Personal Core Principals
Business Core Principals
10 Secrets to Success (IBD)
Focus
Goal Setting
Set Your Goals
Time Management
Qualities of Excellent Account Executives
Account Executive Responsibilities
Self-Esteem
7 HABITS ( Stephen R. Covey)
How Do You Think?
GETTING STARTED
A Cajun named Jean Paul
Know your Market*s Profile
Media Revenue
Media Objection
The Coach, the Recruiter and the Kid
Media Pros and Cons
Competitive Business ( An exercise)
Client Definitions
Barbarians at the Gate ( HBO Video 1993)
Do You Want to Earn More Money
How Do You Spend Your Week?
Road Map to Your Financial Goals
A Typical Day
Listening
Elevator Pitch
A Shift in the Selling Climate
Buying and Selling Cycles
Why Advertising Doesn*t Work
A.I.D.A.
Client Need Analysis
Discover Client Needs
Selling Steps
Telephone Skills
Cold Calling
Cold Calling Check List
Tips for Successful Cold Calling
The Call Takes Place
Probing
Probing Questions
Reversing
Presenting
The Presentation
The Cover Page
Pricing
Never Answer Statements
The Negotiation
Counter Offer
Closing
You*re not closing, Why?
Common Selling Mistakes
Answering Common Objections
Selling or Order Taking
Call Reports and Projections
Closing Percentage Guide
Added-Value
RETAIL SELLING DIRECT
Marketing Concepts
Distribution of Ad Dollars
Retail Organizations
Retail Management
Brand Management
Developmental Revenue / NTR
Client Campaign
Appointment with a Manufacturer
Product Levels
Business under Attack
Developing the Right Event
Promotional Opportunities
Client Opportunities
Vendor Opportunities
Creative Financing Options
Branding
Selling Strategies
Selling Strategies (chart)
Deceptive or Smart Marketing (chart)
Become your own Brand
ADVANCED DEVELOPMENT
You*re Promoted
Leadership
Management Styles
Inspire or Motivate / Expectations
Dealing with Procrastination
Communicating with Difficult People
Managing Conflict
Self-Marketing Ideas
Self Promotion
Celebrate your Success
DISCUSSIONS / CASE STUDIES
Discussion Questions
Elevator Pitch
Managing the Gap
Positioning
Solution Provider
Why Case Studies / Case Studies
Final Thoughts
Recommended Reading
Continuing Education
About the Author

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Catalogue Information

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