The Sales Skills Book
Book

The Sales Skills Book

A Concise Introduction to the Art of Selling

Gerald Zankl
econcise, 2024
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Editorial Rating

8

getAbstract Rating

  • Applicable
  • Well Structured
  • Engaging

Recommendation

How is it that, year after year, the most accomplished sales superstars always meet or exceed their goals, secure lucrative commissions, and earn big bucks? B2B sales expert Gerald Zankl teaches you their sales techniques, procedures, and tricks. He covers the fundamental principles of communication, time management, relationship building, prospecting, negotiation, handling objections, and closing. Zankl also shares ideas on how to anticipate your customers’ concerns and how to win their business.

Summary

First, meet your customers’ needs.

As a sales professional, you want to empower your customers to make informed purchasing decisions, so they turn to you for goods or services that address their problems, meet their needs, and achieve their goals.

To achieve these objectives, you must understand who you are as a sales professional and what the selling and purchasing processes entail. You must master the tools and techniques you need to serve your customers. Successful selling requires creating the best possible buying experience for your clients, beginning with developing solid working relationships with them.

In sales, everything starts with relationships.

The most effective sales professionals have a growth mindset. They are not close-minded. They see obstacles as opportunities, learn from their challenges, and understand that successful selling is an “inside-out experience” which begins with their own attitudes and skills.

Learn what motivates your prospects and contact each decision-maker.

Salespeople must focus on their clients and work to understand their requirements and motivations. This includes fulfilling their “human needs...

About the Author

Gerald Zankl is the CEO and co-founder of Kickscale, where he uses AI to increase sales performance. He led sales at the start-up Bitmovin to more than $20 million in annual revenue, and he teaches postgraduate sales and digital marketing courses.  

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