I Rest My Case: A Practical Guide to Sales Situations

You found this book because you're looking for something—something to help you or your sales team to stand out.

Benjamin Tan, aka Cherry B, will give it to you in this guidebook for boosting results that includes eight common sales scenarios. The scenarios cover a range of industries, and each case includes background information and illustrations.

By revealing common mistakes (ones you make consciously and unconsciously), realizing the solutions behind those mistakes, and learning from real-life situations, the author helps you add value and stand out from the crowd.

Benjamin also emphasizes why it's so critical to have the right mindset, which involves solving a prospect's problem (even if that means bringing in another solutions provider). To do this, you must listen, react, and ask the right questions without following a mechanical process.

Other topics include determining if a lead is a real opportunity, building trust with prospects, owning mistakes, and making the most of follow-up opportunities.

Get the tools and insights you need to stand out from the crowd and become a trusted advisor to clients with the lessons in I Rest My Case.

When human beings experience waves of changes, it is not uncommon for their lives to unravel. Benjamin Tan's passion thrives on standing out from a pack of crowd by doing things uniquely different. Heavily involved in keynote speeches, sales workshops and sales boot camps, this very passion often surface itself in these events.

Because he has been in the sales industry for more than twenty years, his exposure to various aspects of business has been vast—from being an end user to product management, direct sales engagements and vendor channel management. Now his next chapter expands to authorship.

In all sales specialties, soft skills and product knowledge are important. It is also of vital importance that a sales professional be exposed to situational selling. The more exposure a salesperson gains, the better the salesperson will be. That is the belief that underlies this book.