How Champions Sell: Master the Skills of World-Class Salespeople * Win New Customers * Close More Sales [Hardcover]

Michael Baber (Author)

Book Description

Publication Date: May 8, 1997

Every salesperson would like to join the league of champions, that top 1% of selling stars who bring in over half the total sales at many companies. And now they can, with this powerful guide that uncovers the secrets of the selling elite.

How Champions Sell sets forth 27 strategies and 1,000 sales improvement ideas that everyone -- from beginners to seasoned pros -- an use to sell like a champion. Each chapter shares diagnostic exercises that help readers select, customize, and incorporate each strategy to their own situation. They'll learn how to:

- provide great value to customers

- distinguish themselves from the competition

- position themselves powerfully -- act like a champion and be a champion

- have a positive personality

- use "new business development" techniques to generate new business and sales -- and more!

According to Baber, sales champions "embark on a 'mission' of improving customer service and delivering higher quality and perceived value, even when others think it impossible. Customers believe what champions sell is much more helpful or profitable to them than what their competitors sell, regardless of the price". For anyone looking to join the elite 1% of selling stars, this book provides sure entry -- and a guaranteed championship selling season!

Editorial Reviews

Amazon.com Review

For more than a decade, business consultant and educator Michael Baber has been studying the highest echelon of salespeople--the elite 1 percent that reportedly make 50 percent of all sales--and teaching others how to use their most successful strategies. How Champions Sell explores more than two dozen specific tactics Baber has identified in his research, and outlines an additional 1,000 ideas that can help both beginning and experienced salespeople increase their success.

From Library Journal

Baber, a business consultant, educator, and professional speaker, sets forth here 27 strategies and over 1000 sales improvement ideas that salespersons can use to sell like "champions." The chapters may be read in any order, making this a "cookbook" of sales ideas and techniques that workers of any level can apply to specific sales situations. It pursues "personal power," "great value to customers," "planning and organization," and other such broad topics. Each chapter offers six categories of strategies and skills that may be covered at whatever level the reader desires. This helpful work should be on the shelves of professional salespersons and those who work with them. Business collections should also buy.?Littleton M. Maxwell, Univ. of Richmond, Va.
Copyright 1997 Reed Business Information, Inc.

See all Editorial Reviews

Product Details

• Hardcover: 298 pages
• Publisher: AMACOM; 1 edition (May 8, 1997)
• Language: English
• ISBN-10: 0814403719
• ISBN-13: 978-0814403716
• Product Dimensions: 9.1 x 6.2 x 1.2 inches
• Shipping Weight: 1.3 pounds
• Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
• Amazon Best Sellers Rank: #1,499,904 in Books (See Top 100 in Books)

More About the Author

Discover books, learn about writers, read author blogs, and more.

Customer Reviews

Most Helpful Customer Reviews

5 of 5 people found the following review helpful:

5.0 out of 5 stars If you sell....BUY THIS BOOK...NOW!, October 3, 2000

By 

Mike Chretien (Boston, MA) - See all my reviews

This review is from: How Champions Sell: Master the Skills of World-Class Salespeople * Win New Customers * Close More Sales (Hardcover)

Sales. Thats is what this book is about and how to go about getting them. In Spades. READ AND REREAD. This book will get you new customers because it helps focus your efforts on where they will do the most good.

Over 27 chapters gives you specific help on areas that apply to selling. For example, chapter 18, Being a Sales Consultant, he defines sales consulting as going beyond 'pitch' selling and 'consultive selling' tactics. Example being that the rep will assist the customer in his/her area of expertise even if no direct business results. A great idea.

In each chapter, you are asked to rate the ideas as to how that chapters idea can affect you. The book is organized in such a way that you don't have to read it cover to cover. Just the areas that appeal to you.

The chapters have the greatest value in providing specific techniques to implement those ideas you rank highly. For example, chapter 24 New Business Marketing, has as its implementations section 7 steps to New Business Development. Areas like Opportunity Identification (1) and Organizational Marketing (3) and tips within those to help guide you.

All in all, a great business book on selling, marketing and making your sales grow.

Highly Recommended.