How To Become a Superstar Sales Professional: Prospecting and Solution-based Selling Skills for Business-to-Business Sales Professionals - Softcover

Winnie Ary

Softcover

ISBN 10: 0977465942 ISBN 13: 9780977465941

Publisher: Cameo Publications, 2006

Synopsis

"Born" Salespeople Simply Don't Exist! 

But You Can Discover the Secrets Superstar Sales Professionals Use to Reach the Top In How to Become a $uperstar $ales Professional, sales training expert Winnie Ary dispels the myth that good selling skills are a birthright rather than acquired skills. In her direct, right-to-the-point manner, she addresses many of the selling skills you must master in order to become a Superstar Sales Professional, while providing specific techniques and examples throughout each chapter. Now you can learn the high-impact selling strategies that lead to success, including how to: 
Effectively prospect Ask for the business Address objections Uncover needs

And by using her "Drills for Skills," you can practice what you learn to develop both confidence and competency. Winnie's clients often say she has a way of giving salespeople a "map" that directs them to where they need go, and most important, shows them how to get there. Whether you are new to sales or a seasoned professional, after reading this book you will learn skills and techniques that will help you become a Superstar Sales Professional.    

About this title

About the Author

Winnie Ary, CSP, founder and president of Ary Group, Inc., is nationally recognized as an outstanding business consultant, author, trainer, and professional speaker. As the author of the best-selling book We Shoot Every Third Salesperson...The Second One Just Left, she has had a tremendous positive impact on sales, sales leadership, and customer service in all types of businesses, from entrepreneurial upstarts to corporate giants. Winnie tailors her programs and consulting efforts specifically to the needs of each company, whether in the area of new account development, increased sales activity, improved customer service, leadership training, or individual skill assessments.         

Excerpt. © Reprinted by permission. All rights reserved.

Introduction 

    What is a Superstar Sales Professional? What makes that person stand out in the crowd amongst other sales professionals? 
    The Superstar Sales Professional is consistently in the upper one-third of income earners on any sales team. Being successful may be their driving force, but the real report card is how much money they earn. If they sell business equipment, industrial chemicals, office furniture, catering services, software applications, commercial printing, business insurance, or any one of hundreds of other products and services sold business-to-business today, the Superstar Sales Professional consistently earns more money than two-thirds of the sales team in their company. 
    Why so much emphasis on how much they earn? In sales driven organizations, sales is the focus, and when salespeople are selling well, they are making good money. When they are not selling well, everyone in the organization can be negatively affected. Think about it: If a company sells a product or service to other businesses and sales are flat, that company is in trouble. Just look at the business section of the newspaper and you see it every day in bold print. When company sales are flat we see downsizing, wage freezes, benefit cuts, bankruptcy filings, and some even go out of business. To avoid putting everyone else in the company at risk, salespeople must perform well. And Superstar Sales Professionals do just that. They perform well. 
    Superstar Sales Professionals also take good care of existing customers. While they may not personally resolve customer service issues, Superstar Sales Professionals make sure their customers are getting the service they deserve, and in a timely manner. They have impeccable follow-up and follow-through skills, and blaming someone else for things not getting done is not their style. They make things happen rather than waiting for things to happen.     
    Superstar Sales Professionals know the value of keeping existing customers satisfied. They know that existing customers are their greatest resource for referrals and repeat business. They also know that their customers buy from them because they trust them and feel that they know and understand their needs. As such, these superstars never allow existing customer relationships to go unattended. Superstar Sales Professionals don't just talk about partnering with customers and clients; they make it happen. They make sure their customers view them as an asset to their business, not as an order takers. Superstar Sales Professionals take the time to know enough about their customers or prospective customers to understand their needs and how to best position their products and services to not only win their business, but also keep their business. They focus on solution-based selling more than sales for the sake of sales. 
    Superstar Sales Professionals are team players, but not necessarily team focused. They interact well with co-workers and support staff, and they are true professionals. They do not bully or scream or yell. They treat others with respect. 
    Superstar Sales Professionals are good developers of new business. They know the value and the need to make sure that new business efforts are timely, effective, and religiously performed. As such, Superstar Sales Professionals do not focus on filling their prospecting funnel; rather, they focus on never letting the funnel go empty. So how can an average performing salesperson or a new to sales rookie become a Superstar? 
Read on!    

About this edition

• Publisher: Cameo Publications
• Publication date: 2006
• ISBN 10: 0977465942
• ISBN 13: 9780977465941
• Binding: Paperback
• Edition number: 1
• Number of pages: 118