If you're a salesperson struggling to close sales when you think you've done everything right, you could very well be taking missteps without knowing it. In order to help you avoid those mistakes, Tony Rea, a veteran salesperson, explains the basics of selling in this guidebook that can help you exceed expectations. Rea offers guidance on: Sales fundamentals Effectively managing the sales environment Honing your perceptive skills Communicating to infl uence The mechanics of selling to close While selling might seem straightforward, it's really a complicated mix of politics, techniques, and psychology all mixed together. Figuring out how each one of those things works requires learning the craft and keeping at it. This guide can be your go-to reference for advice on fi nding creative ideas, responding to objections, and making a great fi rst impression. The techniques you learn won't just help you close more sales; they can serve to improve other areas of your life as well. Whether you're a newbie salesperson or high-level closer, you can start selling more by learning What They Don't Teach You in Sales School
black & white illustrations
black & white illustrations
Most Helpful Customer Reviews
I needed a good primer on sales (since that was a role I have never done professionally but am now) and read a few books before getting this one. Tony Rea did a great job distilling all the concepts that go into selling and being a great salesman. Starting out with extremely basic concepts which seem like common sense (but many people would still ignore them) to deeper concepts like "owning" an account and dealing with a variety of personality types. This book is pretty concise and to the point (not much fluff, which is good). Not the end all and be all of books on this topic but certainly a must read for anyone thinking about being a salesperson or anyone that interacts with salespeople. I have already started applying some of the basic concepts described (setting up top-down modeling, TAM and SAM, using a CRM system properly, and prioritizing my sales funnel). Just go ahead and buy it. I really wish I had read this book years ago...
I met Tony Rea back in 1972 at a machine shop I worked at. He had a Shelby GT-350 engine we were rebuilding. He soon had a 1961 Corvette with a 365-hp/327 and Tony was having more fun. I could tell you all about his love for cars but this isn't the place. Tony has been my mentor for years. All of the advice and thoughts written are about his observations and what he has learned in his years in highly technical sales in the electronics field. These ae adaptions of many pieces of advice from him to me. With over 32 years in business and knowing all of these years I am privileged to have a caring and intelligent friend to help me over the years. Read this book and walk away with a new view of business and how to win in the battle for sales....
What a great book! I have been in sales for over 30 years and I still found the book useful. This is a real no nonsense guide to selling. Tony offers practical advice he has learned throughout the years. This is no academic study of sales, this is the real thing. I would highly recommend this to anyone in sales or considering sales as a career.
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