Bill Byron Concevitch believes that to make it as a salesperson, you must distinguish yourself from the pack. So, he suggests changing your behavior and doing something different simply because it’s different. He mixes tried-and-true sales advice, such as making sure you’re talking to the person who actually makes the purchasing decisions, with razzle-dazzle. His style is folksy and informal, almost associative, and he’s a great believer in mnemonics, acronyms and list making – each chapter ends with a list of “successful seven” action steps you can take to reinforce his suggestions. Some of his ideas may be more than “counterintuitive” – they’re probably counterproductive. (For example, that assistant who puts your call through because you convince him or her that the boss is expecting it will not make the mistake a second time.) But his book is a useful reminder to question your assumptions and to get out of your day-to-day rut. getAbstract recommends this book to both new and experienced salespeople, and their managers, who want to branch out and retrain themselves.
In this summary, you will learn
- How to practice new sales approaches and techniques to make them second nature;
- How to use “behavioral triggers” to develop new habits;
- What strategies you can use to get close to your customers and prospects; and
- How to relate to your customers as equals.
About the Author
Bill Byron Concevitch is an executive at a firm that develops software for call centers and specializes in training sales professionals.