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Selling As It Should Be

Written by: Donald F. Pooley

Article Overview: How would you like to increase your sales by 25% to 30%? EACH WEEK! Without abusing yourself or your clients!!

Selling As It Should Be

How would you like to increase your sales by 25% to 30%? EACH WEEK! Without abusing yourself or your clients!!
Len Foley's book describes simple little exercises to follow that have produced these results. He says his system has worked over and over again with hundreds of different sales professionals, and it will work for you.
I've read his ebook, and it bowled me over! This is not your traditional sales training program. It offers real insight into what's wrong with how we've been taught to sell. And how you can change your sales techniques to enjoy the whole process more, and make more sales.
"Most selling techniques are nothing more than sophisticated forms of subtle abuse." is how he starts out. "In this book, you get face-to-face with other people, and learn (once and for all)how to really sell!
"There's more to selling than having someone buy your product. Just because you have succeeded in making a transaction does not mean you made a sale.
"The first step in making a sale is to give your prospects the freedom to not make the transaction. You must have no interest in whether or not you make any transaction at all. The worst thing you can do for another person is to give them a choice, and then not give them the freedom to make that choice.
"We've been getting it all wrong. We've been taught that the transaction (the exchange of money for a product or service) is the same as making a sale, and nothing could be further from the truth.
"The most successful salesmen don't look like they're selling, they look like powerful, charismatic communicators, and that is what makes them attractive to so many people. "You can't make sales with products and services. You can only make sales with other people. Selling is making connections with other people.
"In order to make a sale you need to know two things:
1. You need to know what you're really selling.
2. You need to know to whom you're really selling."
These are just a few of the concepts in this ebook, which is far more than just a compilation of ideas. It is a whole new way of looking at what we do, and learning out how to do it better for both our clients and our self.
This system works. It's worked over and over again with hundreds of different sales professionals, and it will work for you. The first section of this ebook explains how and why this system works. Then you'll start having some fun with the exercises.
It's really a tutorial on how to sell in both the client's, and your own comfort zones.
The name of this ebook is "Sales Without the Sucker Punch!", and it's by Len Foley, who says, "there are only three things you need to make this program work:
1. An open mind when presented with unfamiliar, or new ideas.
2. The ability to follow directions that are as complicated as a recipe on a soup can.
3. The desire to make sales fun and effortless."
Click on 21st Century Sales to download the first 3 chapters (they're FREE!), to see for yourself.

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Re: Kevin's Case Study #10 - When to become an entrepreneur? - When the bug bite you. A lot of successful entrepreneurs started in their teens or at school. Selling sweets to fellow students or lemonade to firends in the neighbourhood.
Re: This is Marketing Warfare! - Hey GT, I guess this was from a while back, and it'll test your memory a bit but could you possibly elaborate on Unique Selling Proposition? Can you give us some examples of good USPs?
Blog pinging - Thanks Martin - yes, I do ping and it has been very effective. I'm currently on the first page of Google for Mastermind Group and on the second page for Selling to Small Business.
Business magazines - Fast Company is pretty good if you're into technology although it can be very on the edge. Entrepreneur has become one giant advertisement and I cancelled my subscription. Selling Power also has some useful content if you're looking at improving your sales skills / presentations.
New Guy Here - Automobile Industry - Hi Everyone, My name is Ray and I work as a sales trainer in the automobile industry. I have just completed a new training curriculum for automobile salespeople in the industry. It is called The Baby Steps of Selling Automobiles. I am beginning my marketing efforts through press releases and seminar formats. I joined the community due to my continued desire to work independently creating my own happiness and growth. Thank you for having me and I look forward to more correspondence in the future.


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