Nice Girls DO Get The Sale: Using the Power of Empathy to Build Relationships and Get Results - Softcover

Elinor Stutz

Softcover

ISBN 10: 1402207441 ISBN 13: 9781402207440

Publisher: Sourcebooks, 2006

Synopsis

Written by a highly successful saleswoman, Elinor Stutz, this how-to book trains women in field-tested sales techniques that will launch them into the next level of success. They will discover how to use their natural kindness, empathy, and relationship-building skills to close better deals with a higher percentage of business-making sales. Women will find solid advice that will help them:

• build a network
• communicate with management
• prospecting for sales
• respond to client needs
• manage their career…

…as well as provide them with solutions to problems like selling an unknown brand and getting through office gatekeepers to reach the decision makers.

Nice Girls DO Get the Sale is perfect for all women in sales, whether experienced or not, and will help them use their natural talents to pass their male counterparts on the corporate ladder in no time.

"Elinor has an amazing way of communicating simple, basic techniques that make the scary topic of sales very accessible to everyone. She shares the secrets that made her a very successful salesperson, from creative approaches to getting appointments to the most effective way to close the sale."―Kim Fisher, Managing Director, eWomenNetwork

About this title

About the Author

Elinor Stutz, founder and CEO of Smooth Sale, specializes in sales training for entrepreneurs, network marketers, and beginning salespeople. After eleven years of working in corporate sales, Elinor now reveals her self-taught approach to sales that leveraged her success beyond that of her most seasoned colleagues.

Beginning her career as a copier saleswoman with a phone book as her only source of leads, Elinor was able to rise past the chauvinism in her male-dominated office and turn ice cold leads into trusted partners. She went on to become the top salesperson in her region. As she advanced her career with other opportunities in networked printers and high tech, recognition in the form of Presidents' Clubs and Regional and National Awards accompanied every step. Elinor's past client roster includes Visa, Sony, Hewlett-Packard, and U.S. Geological Survey, as well as a growing number of high-tech companies in Silicon Valley. Committed to passing on her knowledge to others, Elinor emphasizes relationship building and adapting sales techniques to suit individual personalities. As an author, instructor, public speaker, and radio guest and show host, she has helped countless individuals and companies incorporate this practice into their businesses. With the aid of her many services and products including books, CDs, articles, and a sales tips e-zine, Elinor has taught business people across the country to overcome their fears and obstacles of selling through the art of the Smooth Sale.

From the Back Cover

For any woman who wants to move ahead in sales!
Are you tired of being told you need to be bad
to get ahead?
Are you looking for a creative way to beat out your male counterparts in the business?
Perfect for any woman in sales-experienced or not-Nice Girls DO Get the Sale will have you moving up the ladder and surpassing your sales goals in no time!
?Refreshing, real and an easy ?how to? read. Elinor has packed lots of real-life sales tips, stories and techniques into this dynamic book. A must-read for those in any type of sales! Kudos to Elinor for championing women in sales!?
-Diane Fleck, business coach and founder of The Learning Cafe
Elinor Stutz, founder and CEO of Smooth Sale, provides business-to-business sales training and coaching to beginning salespeople and entrepreneurs based on her 11 years of experience as a top performer in corporate sales.

Excerpt. © Reprinted by permission. All rights reserved.

Conclude vs. Close

Closing is seen as the finality of a treacherous sales cycle and fulfills either high hopes or dreaded nightmares for many businesspeople. In their minds, this phase of the sale has become both a preoccupation and an insurmountable challenge.

For this reason, closing is discussed both at the beginning and at the end of this book because it is the most asked-for topic and concerns salespeople the most.

Let me assure you there is no mystery to closing. As long as you methodically value-add sell throughout the cycle, you will be able to ask for the business in the natural flow of conversation.

Why do most people fear closing, and why are they afraid to ask for the business?

The answer is fear of being told either:

"No."

or

"Get out and never darken my doorstep again."

In order to avoid either of these unpleasant scenarios, some salespeople do not ask for the business and therefore fail to meet their sales goals.

How do you ask for business without being "the bad girl"?

--You must stop thinking that if you ask for the business, you are "the bad girl."
--You are actually "the Nice Girl" if you meet the client's needs. They will view you, at the very least, as a team player.
--Your client will also view you as a credible, knowledgeable resource, and will thereby reward you with repeat business, testimonials, and referrals.

Edition details

• Publisher: Sourcebooks
• Publication date: 2006
• Language: English
• ISBN 10: 1402207441
• ISBN 13: 9781402207440
• Binding: Paperback
• Edition number: 1
• Number of pages: 256