Sales is very simple. It's not about closing deals and winning orders. It's about following a simple process, consistently, and focusing on the series of decision points that lead to the final commercial agreement between you and your customer. Sales is about doing the right things, in the right order, at the right time for your customer. Want more orders? Find more prospects Balance the risks and you'll move forwards A sales relationship doesn't depend on winning the order Don't try to close, focus only on the current decision point Build confidence by managing the process Peter Freeth has worked around and in product, service and solution sales for over 30 years and now develops world-class business relationship skills through training, coaching, speaking and writing.
Spend more than a few minutes on social media and you'll be tripping over sales gurus who promise to make you rich through their secrets of success. Why is this book any different? For a start, Peter Freeth doesn't promise to make you rich. Secondly, Peter isn't some ivory tower based sales guru writing about what worked for him, he's sharing the simple, straightforward best practices of the best sales people he's worked with in over 30 years in business.
"What you have to do is make sure you’re doing the right things at the right times. Some sales people stick rigidly to the ‘sales cycle’, others say that they’re a creative, dynamic, responsive sales virtuoso who likes to be flexible. In other words, they have no plan and are working reactively, which means the customer is calling the shots, which means they’ll never be in control of the deal. The best sales people I’ve ever met are also the most organised, methodical, analytical people I’ve ever met."
If you want to get yourself organised, if you want to discover the simple, methodical, analytical approach to selling then forget the other gurus and their secrets - this is the book for you.
If you just want to know the secret to being a great sales person then here it is: make sure you’re doing the right things at the right times. The trick is to know what the right thing is, and to figure out when the right time is.
The answers are in this book, of course.
