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1001 Professional Sales Tips

by Charles D. Vega

158 pages; quality trade paperback (softcover); catalogue #02-0407; ISBN 1-55369-594-1; US$17.50, C$22.45, EUR14.60, £10.20

Professional Sales Tips on Strategies, Tactics, and Great Ideas for the Professional Salesperson is a comprehensive guide on how to excel in professional sales.

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About the Book      About the Author      Reviews      Sample Excerpt      Catalogue Info

About the Book No fad theories! Just rock solid advice on how to win business from the professional salesperson's perspective. Many good books are written from the CEO's perspective and not many from the salesperson's point of view. The executive view is fine if you are going to run a company, but not if you are the person on the front lines attempting to close a sale. This book will benefit both the salesperson and the executive in the company. The professional salesperson will acquire new skills and the executive will benefit from a better understanding of what is required from a sales team to win new business. The book 1001 Professional Sales Tips, Strategies, Tactics and Great Ideas for the Professional Salesperson is a comprehensive guide on how to excel in the sales profession. The book has been highly recognized by such companies as Morgan Stanley, Caribbean Business and State Farm. It contains a wealth of information to strategically win new business. If you are in sales, sales management or executive sales management, here is a wealth of information to assist you to strategically win new business: professional sales tips, tactical strategies, overcoming objections, price negotiation, the best sales presentations, the best sales management interviewing techniques, sales words of wisdom and how to conduct a successful trade show. Professional salespeople are well-trained, not born. Invest in yourself and advance your career today with 1001 Professional Sales Tips.

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About the Author Charles D. Vega has been recognized by several Fortune 50 and 500 companies. His success in sales and sales management include: Salesperson of the Year, Excalibur Award, Breaking New Ground Award (4 times), Circle Of Excellence Award (5 times), President's Club Award (4 times), Medallion Award (6 times), Fast Start Award (5 times), Top Achievers Club and many more. Mr. Vega is recognized around the world as a leader in his profession.

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Reviews

"I believe the book is extremely well organized and that it contains a wealth of practical - rather than merely theoretical - information. It promises to deliver rock solid advice on how to win business from the professional salespersons perspective. It does exactly that."

Ronald Flores, Ph.D.
Vice President and General Manager
Casiano Movie Magazine

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"In my opinion, this book provides proven steps to success...a MUST read"

Denise Talarico
Sales Training
Manager of Web Learning & Technology
Morgan Stanley

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"This book is excellent. The best I've ever read on sales. I highly recommend it to salespeople who want to become true professionals."

Manuel Casiano
Chairman and Editor in Chief
Caribbean Business/Casiano Communications

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Sample Excerpt

Page 19. They say the harder you work, the luckier you get. There is a lot of truth to that statement but it is always better to work smarter as well. Strategic planning, hard work and determination are essential elements to be successful in the sales environment. Most any business person will tell you sales are critical to the success of any business. Nothing happens until somebody sells something! Factories can't build, services cannot be provided and world commerce would not function without sales. Therefore, I highly recommend that you strategize on how you will win each and every potential sale. This is the heart of this book! Strategy is the key to your success. This is where the rubber meets the road. Here is where you divide professional salespeople from order takers. This is the secret sauce in the professional sales process.

Page 30. Validity of information A true strategist has good information and intelligence. Just as with computers, "garbage in, garbage out" is a true statement in professional sales. You must confirm your information about your competition, the prospect as a whole and your findings about what the prospect needs: what is the motivation to buy and who are the real decision makers. Your strategy depends greatly on the information you have obtained. You can't make good decisions on how to proceed and plan without good information. Find out all you can from various resources and confirm your findings with your support team, allies at the prospect's company, and printed materials from your research. Asking good probing questions validates the information provided by the prospect. Refer back to the questions outlined in this book often.

Page 48. War Room As the professional salesperson you need to use all the tools you can to win the business. When you have a large complex opportunity that will require many resources, a detailed tactical sales plan, and a long sales cycle, I highly recommend you create a "War Room." A war room is a specific area that you have dedicated full time to the success of this opportunity.

The objective is to surround yourself and team with the information needed to strategize how you are going to win the sale. The ideal location is a conference room with a speakerphone, which is not used often, or a room, which can be dedicated to this opportunity. Here is how it works. Put a large "War Room" sign on the outside of this room. On the inside walls of the room, list specific points on large poster board and tape them to the walls.

Page 89. Good sales managers go on sales calls with their people and get to know their customers. This is an excellent opportunity to coach your people, assist in the sale, and show your customer your commitment to them individually. People buy from people. Building relationships is important to continued team successes. This is also a good way to get to know your people better and build on this knowledge.

Good sales management understands the customer is king and vital to the success of any business. Do what it takes to keep the customer happy and you will have continued sales success. It is much easier and less expensive in time and resources to keep a customer then to gain a new one. Each time an existing customer buys something new from you, it is a compliment to you and your team and a sign of a job well done.

Good sales managers let their people make decisions on their own within established guidelines and don't micro manage their people.

Page 91. The successful salesperson is the one with the right attitude, the person who believes in what he or she is doing, the person who motivates others, and the person who gets things done.

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Catalogue Information

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