Summary of High Performance Selling

Advice, Tactics and Tools: The Complete Guide to Sales Success

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High Performance Selling book summary
Common-sense sales commandments: Seek out your customers, make that call again and stop calling on bad customers.


8 Overall

10 Applicability

6 Innovation

8 Style


Terry Beck’s selling wisdom is practical and based in common sense. Many of the suggestions here pertain to the most basic of all sales traits: persistence. It’s refreshing to hear a sales guru say simply that it’s a salesman’s basic job to make the call, and he has no one but himself to blame if he doesn’t. The advice here is grounded in hard work: show initiative, do your homework, know your product, cater to your customer, be yourself and don’t make phony pitches. More distinctively, Beck corrects a lot of myths that actually harm your ability to make a sale. Of course, if you’re a weathered sales veteran this information is not exactly breaking news. But if you’re always looking to sharpen up your skills - and in this day and age you should be - getAbstract recommends this well organized and conversational manual.

In this summary, you will learn

  • Why you must tailor your sales activities to your customers’ needs;
  • How to develop successful sales skills; and
  • Why the “decision makers” and “decision catalysts” hold the key to your sales success.


What Is Selling?
Millions of unsuccessful sales people have one thing in common: They’re not selling because they’re waiting for the customers to come to them. Salespeople aren’t the only ones who make this mistake. Plenty of people in other professions have this damaging attitude at work...
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About the Author

Terry Beck is a sales performance consultant who has worked with several Fortune 100 companies. He worked with Xerox Canada where he was National Sales Trainer and winner of the President’s Club and Sales Rep of the Year awards. He lives in Wilmington, Delaware.

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