Summary of 20 Days to the Top

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20 Days to the Top book summary
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Rating

6 Overall

7 Applicability

3 Innovation

5 Style


Recommendation

This brief sales guide offers solid suggestions for such powerful techniques as asking questions, listening to customers, taking notes, using call sheets and doing research to turn selling into a standardized, measurable and repeatable process. If none of that sounds new to you, the problem isn't you. But that doesn't mean the advice isn't sound. It is. Author Brian Sullivan, a motivational speaker, has packaged old guidance in a new wrapper that he calls the "Precise Selling Formula." He says nothing that is outright wrong and much that is outright right. getAbstract thinks his elementary but helpful book (and its accompanying CD) will be most useful to inexperienced salespeople who lack self-confidence, and who may need exhortation and reassurance. The author's earthy anecdotes, Kansas City optimism and self-deprecating but enthusiastic tone may be just what novice salespeople crave after a day in the trenches.

In this summary, you will learn

  • What the "Precise Selling Formula" is;
  • How to use questions strategically in sales; and
  • How to use the seven steps of precise selling.
 

About the Author

Brian Sullivan is a member of the National Speakers Association and an internationally known expert on effective selling behavior. He hosts a talk radio show in Kansas City.

 

Summary

The "Precise" Sales Process
Salespeople who use the "Precise Selling Formula" prepare for every call. They base their sales approach on respect and trust. They ask customers engaging questions and offer them great solutions. They are decisive and action-oriented, and they inspire decisiveness...

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