Praise for Sales BURST!!
'Sales BURST!! is an entertaining, clever, and
out-of-the-box approach to selling. I recommend reading this book
to anyone involved in selling today.’
–Peter Handal, CEO, Dale Carnegie & Associates, Inc.
'Every salesperson wants to get up to speed as fast as they
can-but not as fast as their manager wants them to.
Sales BURST!! helps every salesperson shift into fifth gear
without skipping first, second, third, or fourth. This makes three
people happy:the manager, the salesperson, and the salesperson’s
banker.’
–Jeffrey Gitomer, author of Little Red Book of
Selling
'This is a great book that shows you how to make more sales,
faster and easier than you ever thought possible.’
–Brian Tracy, author of The Psychology of Selling
'Learn from Evans and Sales BURST!! how passion,
determination, and an intelligence-based sales effort can make you
successful.’
–John Calamos, CEO, Calamos Investments
'I have utilized Evans’s sales methods to successfully manage my
sales accounts, my sales team, and my career for seventeen years. I
look forward to using Sales BURST!! to train my salespeople
firsthand.’
–Joel Leetzow, Executive Vice President, North America and
board member, Scancode
'Sales BURST!! is filled with Evans’s success stories that
will both inspire you and provide helpful hints to help you meet
your own quota.’
–Susan Bulkeley Butler, CEO, SBB Institute for the
Development of Women Leaders and first woman partner at
Accenture
'Evans completely exceeded my expectations. Not only did his
presentation provide tremendous insights on sales but even greater
life lessons.’
–Rick E. Ridnour, Ph D, Department of Marketing, Northern
Illinois University
'Sales BURST!! teaches you to set goals and train for
those goals so you win.’
–Buddy Melges, America’s Cup-winning skipper and Gold and
Bronze Olympic Medalist
Spis treści
Acknowledgments xii
About the Author xiii
Preface xv
Late Show with David Letterman: FAST Close xviii
What is the Object of Entrepreneurial Sales Training? xix
Definitions xxi
Part I Secrets
Chapter 1 Secret #1: Ask a Question When You Are Lost 3
Chapter 2 Secret #2: Prime the Pump 7
Chapter 3 Secret #3: Role-Play the 10 Perfect Closing
Questions 9
Chapter 4 Secret #4: Call Back the Same Day 19
Chapter 5 Secret #5: Intercept 23
Chapter 6 Secret #6: Land Where You Planned 27
Chapter 7 Secret #7: Water, No Ice 29
Chapter 8 Secret #8: The Blame Game 31
Chapter 9 Secret #9: Give and Take 33
Chapter 10 Secret #10: Be a Contrarian 37
Chapter 11 Secret #11: Bet on Yourself 41
Chapter 12 Secret #12: Is Sales Art or Science? 45
Chapter 13 Secret #13: Immediate Action After Strategy 49
Chapter 14 Secret #14: Program Your Mind 53
Part II Questioning
Chapter 15 Answer a Direct Question with a Question 59
Chapter 16 The Checklist Close 63
Chapter 17 Land Mines 67
Chapter 18 Cats, Dogs, or Fish? 71
Chapter 19 Alternative Ways to Cold Call 75
Chapter 20 Selling an Intangible 79
Part III Listening
Chapter 21 Self-Monitoring 87
Chapter 22 How to Calm an Irate Customer 91
Part IV Hiring
Chapter 23 The Most Effi cient Interview 97
Chapter 24 Rejection and Impression 103
Chapter 25 Initial Reaction versus Fact 107
Part V Organizing
Chapter 26 21-Day Challenge 113
Chapter 27 Sell Like You Are a Business 119
Chapter 28 Start Up Capital? 127
Chapter 29 Six Degrees from Kevin Bacon 131
Part VI Showing
Chapter 30 Trade Shows: A Successful Way to Sell
From a Booth 137
Chapter 31 More Booth Marketing Ideas 141
Part VII Marketing
Chapter 32 FREe-commerce 147
Chapter 33 Lease and Refi nance 153
Chapter 34 Your Presentations 157
Chapter 35 Good Medicine 163
Chapter 36 Better Than New 169
Chapter 37 You versus Goliath 173
Chapter 38 Digitize Your Competition and Reposition 177
Index 183
O autorze
PATRICK EVANS is an Inc. 500 winner and the founder of EVCOR, a software integration firm that facilitated the shipping for GE, Intel, Dell, Abbott Labs, and 3, 000 other firms. He started EVCOR in his house and eventually sold it for $60 million. He has trained thousands of sales representatives using his Sales BURST!! methodology.
For more information, visit www.salesburst.com.
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