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Success In Selling Is Simple: Not Easy But Truly Simple!

by Norm Ceaser

151 pages; quality trade paperback (softcover); catalogue #06-3258; ISBN 1-4251-1499-7; US$19.75, C$22.71, EUR15.40, £10.21

If you get one small technique that makes it easier to close one sale, it should also close some others. Would that be worth the price of this book?

About the Book

Here are the secrets of success in the selling field. Get the proper information, then practice it over and over and over, again. You must learn some simple techniques. These techniques must be practiced and they must be used in a certain sequence. It is common knowledge that a skilled carpenter does not build the roof of a home and then pour the foundation wall, since no home can be efficiently built in this manner. By the same token, there is a simple sequence in building an efficient sale. A sales person does not have some mysterious "inborn" ability, or some natural talent that makes him a born salesperson. A person need not be gifted with anything more that a normal I.Q. and a desire to succeed in the sales profession. For many years, sales managers have argued the question - "are salesman born or made?" The answer is simple. The idea that success in selling is due to natural born sales ability is pure nonsense. The real difference between the top producers and the also-rans or failures is not the personality, but the technique. Technique can be taught to anyone who has enough intelligence to understand average grade school work. These techniques can be developed. Professional selling is a skill and can be improved by practice, like any other skill.

The purpose if this book is to show you the most successful and professional sales techniques being used by top producers of today. The techniques and methods you will learn are not the ideas of any single individual or group. These techniques have been collected from many top sales managers and sales people. Psychologists and behavioral scientists have added in - put after thousands of hours of analysis. The techniques were then tried, proven, and tempered in the heat of the sales battlefield. Only the most successful techniques survived. You now have the opportunity to learn these techniques and through practice, them. When you have, you will be prepared to become more successful in the filed of selling. You will be able to prepare your own presentations, not a canned pitch! Psychologists, behavioral scientists and top successful salespeople have spent literally thousands of hours analyzing the sales profession. Would it be smart to utilize the results of their effort?

About the Author

Lifelong Maine resident.

In 1963 entered the world of Sales while taking a position with Maine Line Homes as a Salesperson.

Within two weeks I realized that I lacked most of the necessary qualities to be a successful Salesperson.

My goal was to attend some seminars or training that would teach me what I needed to know.

It was tough going for the next six months, but then the Regional Manager from Main Line Homes informed that I was to take over the Portland office.

Ultimately I was training Salespeople for Maine Line Homes. This required my attending seminars and training sessions to gain the knowledge necessary for me to train the people under my direction.

Under my direction, our region became #1 in the company within the first year of my being the manager.

After over seven years of managing offices and sales forces for other companies, I ventured out to build my own "building company".

In less than one year I had put together Imperial Homes which subsequently became the largest home building company in Northern New England within three years.

I then took the company public and continued to build it for another four years before selling it and retiring.

Reviews

"I wish to thank you for a job well done... It is apparent that our sales personnel were lacking in the techniques of professional selling. Your points were skillfully delivered and readily absorbed, as evidenced by the forty new accounts added to our customer base since your training course."

Harvey E. Prawer, President
S. Prawer & Co.

"It was very surprising as a company representative and Customer Liaison Officer, to realize how very little I know about salesmanship and the psychology of customer relations. This course will be absolutely invaluable in my work."

James J. Shiplett, General Motors
Quality Assurance Labs

"It was with some reluctance that I initially said "yes" when you described your sales course to me because being a salesman, I am one of the smartest people I know. I must say that after two sessions of the course, if I were absent from the next two, I would consider my time and money invested in just what you made me think about, look into and practice."

Robert C. Wells, President
Coastal Structures, Inc.

"Dynamite!! That's the only way I can describe your course. And I thought I was a pretty good salesman? After the third class, I started to see increased sales. I can honestly say that 50% of our sales force have shown a 100% increase in sales ability."

Neil Bowser, President
Futura Stone of Maine

"I have thoroughly enjoyed your "Success In Selling Is Simple" program. It has given me new insights... solid ideas... and is logically presented."

Maureen L. Anderson, Broker
Peterson Realty

"I believe your coverage of the following subjects had benefited me greatly, Newspaper Advertising, Pre-Approach, The Presentation, The Close, The Follow-Through, and Goal Setting... As you know the twin combinations of "age" and "ego" may often prevent a salesman from seeking the help he so desperately needs. Therefore, I believe that seminars such as the ones you offer will produce three big winners, the salesman, his family, and his company."

Joe Ford
Miles Homes

Excerpts