Sales Is a Contact Sport: Practical Advice and Ideas for Building Sales Expertise and Increasing Sales Production - Softcover

Cefalu, Tony

Softcover

ISBN 10: 1425921396 ISBN 13: 9781425921392

Publisher: AuthorHouse, 2006

Synopsis

Sales success is rooted in a fundamental understanding of how customers think, buy, and react to sales professionals and the sales process. Sales Is a Contact Sport takes you on a unique journey towards understanding the basic emotional nature of people and applies that knowledge in building practical sales strategies that produce results.You'll be introduced to such concepts as:-People are Complex, but they are Consistently Complex-Customers Feel First and Rationalize Later-What All Customers Crave...-If You Live by Price, You Die by Price...Overcoming the Competitions Lower Price-Customer Perception Doesn't Need to be Accurate, Just Favorable-Value is in the Eye of the BeholderSales Is a Contact Sport is a practical book...a must read for anyone wanting to take their production results to the next level.

About this title

About the Author:

A dynamic sales coach, speaker, and leader--Tony Cefalu is a motivator of people and innovator in the field of personal and professional development. An expert in designing and delivering curriculum for a major insurance and financial services company, he is recognized by individuals, sales professionals, and industry peers as a creative problem solver keen on the execution of ideas and delivering concrete results through the pursuit of personal excellence.A distinguished graduate of the prestigious Air Force Fighter Weapons School and decorated Gulf War Veteran, Tony holds a B.S. from Rochester Institute of Technology and a M.S. and M.A. from Troy State University and Bethany Theological Seminary. A fourteen year veteran of the insurance industry, he also holds the professional designation of CLU.Tony's blend of academic achievements and real world accomplishments as a salesman, business owner, military officer, world traveler, and professional advisor has helped hundreds of individuals discover new and unique solutions to their own personal and professional growth.Tony is the founder of Transformation Systems Group, a partnership of consultants and experts dedicated to the development of individuals, small businesses, and organizations looking to discover new capabilities, seize opportunities, and realize their dreams of success.

About this edition

• Publisher: AuthorHouse
• Publication date: 2006
• ISBN 10: 1425921396
• ISBN 13: 9781425921392
• Binding: Paperback
• Number of pages: 212