If you're just starting out in sales, I recommend buying a book from Zigler, Roberge, or Cardone to get you up to speed about selling.
Once you've read the books, you then need to apply those selling techniques, and tips to your industry.
Early in my sales career, there was a time when I thought I would have no sales career. Taking matters into my own hands, I went an purchased a book about selling. That one book taught me the right questions to ask in order to move the sales process to a close. However, most all of the sales techniques in that book were not related to selling copiers. But, that wasn't a big deal because it was pretty easy to take those sales techniques and use them for selling copiers. By the time I was finished with the book, I could have sold any products or services, by applying the selling techniques that I read about. Or so, I thought.
Being successful didn't happen right away, matter of fact becoming successful at selling copiers took a few years.
Let me define successful for everyone. Anyone or newbie can have a great month or a couple of great months in a row. Being successful in our industry is to have an continued flow of revenue and eliminating those bad months. Typically a new sales person will crush it one or two months in a row and then go flat for one or two months. You can't survive in this industry with peaks and valleys. You will drive yourself and your sales managers daft.
I was there, I had those peaks and valleys. Something was missing. Looking back, I now understand what was missing. The missing link was that I didn't know enough about my industry, smart prospecting, networking, and how to keep a great attitude day in and day out.
I wish there could have been a book that taught me about selling copiers back in the eighties. If there was a book, I never found it, and after years winning and failing, I finally made it over the hump and became a consistent producer.
Funny, it took almost forty years for two dudes from North of the Border to bring us a book titled "The Business Engagement Process".
After reading the eighty two pages, I was rather delighted that these two dudes from the north put together an excellent read for those that are just starting out in our industry.
All of those missing links that it took me years to learn on my own are now addressed in "The Business Engagement Process". Forget the title, it's a book that enlightens you with the art of selling copiers and gives you a fantastic view of what it's takes to be successful (no peaks and valleys) in our industry.
I don't want to steal any of Kirk or Adrian's thunder, but I can tell you, is that I wish this book was available back in the eighties. If you're a newbie, a novice or even a guru like me, you owe it to yourself to give this book a read.
Click here to read more, or download and FYI, if you get the book, we'll give you a 20% discount on a Premium Print4Pay Hotel membership.
BTW, if you want to know the name of that first book, send me an email apost@p4photel.com
-=Good Selling=-
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