There is no difference of opinion about how successful salespeople become and remain successful. You can read long books, philosophical books and books filled with examples and inspiration. The rules are virtually the same. There are no secrets in Barry J. Farber's book, but there are lots of verities. It is a brief, repetitive and yet comprehensive compilation of the basics. You learn what you ought to do and then you get a check list that you can use to monitor your progress. This is a simple, short and fairly complete presentation for any new salesperson. It lacks a treatment of the preliminary closing techniques that are important in discretionary buys, but that is all that is missing. Because it is thorough and clear, getAbstract recommends this handy manual to sales trainers and aspiring salespersons who want a tidy, well-organized presentation on fundamental sales strategies.
In this summary, you will learn
- How to succeed in sales and maintain a positive attitude;
- How to make cold calls into opportunities;
- How to prepare for sales presentations; and
- How to use several specific sales techniques.
About the Author
Barry J. Farber is president of Farber Training Systems, a sales and management training company, and of Profound Products, Inc., a company that creates and markets innovative products. He is the author of eight other books including The 12 Clichés of Selling and Sales Secrets From Your Customers.