101+ Secrets for Growing Sales by Leading Change
“The organization of Selling Change is what makes it perfect for the busy salesperson or executive. Divided into 101+ secrets (there are actually 107), the salesperson can read one secret each day, mull it over during the day, and apply it. The book is laid out so each secret covers a two-page spread. On the left-hand page is “What I Need to Know” while the right-hand page contains “What I Need to Do.” The reader is first given a nugget of truth about sales and needed change, and is then given the instructions for its implementation, including three bullet points that summarize key actions. Included with each secret is a humorous cartoon featuring a bulldog character who parodies the notion of aggressive sales tactics. The cartoons provide a visual memory to imprint on the brain and quickly remind the reader of the main points of the secret.”
Tyler Tichelaar, Book Reviewer, Superior Book Promotions
Description: In an era of globalization and internet commoditization, salespeople are in danger of becoming irrelevant. In this Darwinian environment, the traditional approach of selling solutions to problems no longer creates profitable differentiation. To survive, salespeople must become agents of change and help customers achieve their goals rather than simply solve their problems. This new, change-centric approach is the next evolution in selling, enabling companies to develop deeper, more profitable customer relationships and to be more agile and adaptive to changing conditions.
These secrets can help you become a highly valued change agent and an invaluable resource for customers. This book helps salespeople and executives grow and then maintain a change-centric view of their customers, of people and organizations, and of their own lives —to view them as a set of forces and a set of changes.
Pages: 264 Cover: Hard Cover ISBN: 9780982295236
How to Achieve Explosive Growth by Harnessing the Forces of Change
“This is one of the best, if not the best books on selling I’ve ever read. Over the last decade or so, “solution selling” has been touted as the end all be all of selling. Brett demonstrates that in this era of global competition and instant access to information, the customer already understands the variety of possible solutions that might be useful to them. What customers really want today are people who can help them affect the kind of change that they need to achieve their business goals. This simple, but powerful concept has caused me to rethink a lot of what I’ve been taught over the last several years. Brett goes on to do a thorough explanation of how we can transform ourselves into change agents, overcome opposition, create value for our customers, and win in the market. I highly recommend this book to anyone in business.”
Eric Blankenburg, CEO, Idaptix
Today’s globalized, Internet-empowered world creates a fierce Darwinian environment for sales people and the companies they represent. To survive and thrive they must evolve from being purveyors of solutions to becoming agents of change. Forceful Selling provides a leadership blueprint for harnessing the forces that drive change and enables sales people to become highly valued change leaders.
Pages: 368 Cover: Hard Cover ISBN: 9781890427481