Great Salesmanship Combined with Great Authorship Will Increase Sales Results
Great salesmanship goes beyond having sales great presentation and sales skills. Sales professionals who are at the top are also sharing their knowledge by being authors. When salesmanship meets authorship, this combination multiplies sales results because you are engaged in education based marketing.
Just check out any sales experts and you will find that the majority if not all of them have at least one published book somewhere. In some cases, such as Zig Ziglar, the book may have been published years ago, but still remains a best seller.
The reason for this winning combination is simple: the more you write, the better you think; the better you think, the more you write. As you gain additional clarity of thought along with new knowledge, the ability to share that information through the written word increases your credibility not to mention your own self –confidence and individual sales skills. You have gained additional status as the trusted advisor because you are leading the readers out of darkness (lack of knowledge) and into light (presence of knowledge). Sales Coaching Tip: The word educate comes the Latin words to lead out.
Great sales authorship is more than just delivery information on how to sell which is the foundation of sales based marketing. Being able to tell a story or stories is the foundation for any great writer especially one in the role as a professional sales person. And by understanding that education based marketing will triumph over sales based marketing only adds additional value to what you bring to the table.
As great salesmanship is about producing, creating, educating and bringing value through interactions with qualified potential customers to customers to centers of influence so it is with great authorship. Your ability to capture your audience’s attention and delivery an incredible powerful story starts with your title and is reinforced through your actual message or story. The strategy in writing and selling is the same – build upon the known and unknown emotions to create loyal readership or customers.
Every person has at least one book within her or him. Professional sales people have at least two to three times that given all of their experiences. The challenge is to commit to writing that book and finding a publisher to believe in your story.
Given that 95% of all published books do not exceed 5,000 copies, your goal should include authoring a successful sales book that sells a minimum of 5,000 copies. Finding a publisher is not as difficult as you may think. For example, SalesGravy.com has a publishing house called SalesGravyPress.com.
Since some say that books are really a collection of articles, you may be able to use any existing articles to supplement your story. However, until you stop procrastinating and schedule time to write that book, the world is potentially missing a great author and you may still be short of your goal to increase sales.