Moving from Models to Mindsets: Rethinking the Sales Conversation - Softcover

Reid, John

Softcover

ISBN 10: 1544512732 ISBN 13: 9781544512730

Publisher: Lioncrest Publishing, 2018

Synopsis

As sales manager, you want your people to perform at the peak of their abilities. Hiring outside organizations to train and motivate your team can be an expensive proposition. And most only provide outmoded, “one-size-fits-all” techniques, with no regard for a specific company’s products, services, or customer base. There is a better way.John Reid believes adaptability and communication are the keys to successful selling. He rejects the rigid, cookie-cutter methodology of many current training programs. Instead, he offers a more flexible approach, with conversations that focus on:· Practice and experiential learning· Listening more than speaking· Context rather than models, methodologies, and tricks of the sales tradeMoving from Models to Mindsets provides a framework for a new way of thinking—and acting—when it comes to sales training. Your salespeople want to do their best, and now you can help them succeed.

About this title

About the Author

John Reid is Founder and President of JMReid Group, whose clients have included EY (Ernst & Young), ProAmpac, GHX (Global Healthcare Exchange), Ryerson, and Mitsubishi UFJ Financial Group. In 2015, JMReid Group's work was featured in Training's Top 10 Hall of Fame Outstanding Training Initiatives. John was previously named a Rising Star in the Chemical Industry by Chemical Week, and earned Forum's 1999 Rookie of the Year and 2000 Salesperson of the Year titles. A four-time cancer survivor, John has four children, two grandchildren and resides in New Jersey with Rose, his wife of thirty-five years, and their dog, Georgie.

From the Back Cover

As a sales manager, you need your people to perform at the peak of their abilities. Hiring outside organizations to train and motivate your team can be an expensive proposition. Sales training that is model-driven with a one-size-fits-all approach does not work. There is a better way.

John Reid believes that focusing on changing the salesperson's mindset is the key to successful selling. He rejects the rigid, cookie-cutter methodology of many training programs and instead urges sales managers to focus on an approach centered upon:

-Context rather than models, methodologies, and tricks of the sales trade
-Effective mindset and corresponding behaviors
-The reality that the learner--not the model or facilitator--is the star of the show

Moving from Models to Mindsets provides a framework for a new way of thinking--and acting--when it comes to sales training. Your salespeople want to do their best, and now you can help them succeed.

Edition details

• Publisher: Lioncrest Publishing
• Publication date: 2018
• Language: English
• ISBN 10: 1544512732
• ISBN 13: 9781544512730
• Binding: Paperback
• Number of pages: 152