A father and son sales team reveal the secrets of sales success
In Golden Circle Secrets, father-and-son team Dale and Ben Midgley show management and the sales team how to achieve consistent success in sales. Based on a unique new strategy that responds to customer values and expectations, the Midgleys reveal how sales and management are inseparable components of sales success that must work in tandem to produce consistent results for an organization. Sales increase when management and its sales force are on the same page. The "golden circle" is based on a customer-oriented business system specifically designed to help companies attract and satisfy customers and energize employees, while maintaining a consistently healthy level of profits.
From the Inside Flap
Golden Circle Secrets reveals a new way of doing business today. Much like the "golden rule" we're already familiar with, the Golden Circle is based on the idea that what goes around comes around, not just in our everyday lives, but in business as well.
According to the Golden Circle principle, businesses do best when they embrace a core set of values that their customers, employees, and shareholders can relate to. Simply put, making decisions based solely on the bottom line isn't enough. In fact, when businesses base their decisions on real values—such as integrity, honesty, respect, genuine concern, and loyalty—they build trust in their customers who reward them with more business.
The first step to success as a Golden Circle business is to reform the sales process, since sales is the first and primary means of communication between your customers and your company. In step-by-step fashion, authors Ben and Dale Midgley show business leaders, sales managers, and salespeople how to find those values that customers care most about and deliver products and customer services in accordance with them, leading to consistent sales success.
Most companies pay lip service to the issue of customer values, but they don't do much else, resulting in an erosion of trust among customers. Customers, however, have real values they want companies to address. Any business that sincerely takes those values to heart will earn repeat business and increased sales. But the Golden Circle is about more than making customers happy. By embracing and acting on real values, companies create goodwill and enthusiasm not only among customers, but also among employees and shareholders—enriching the company as a whole.
Just as we base our personal relationships on universal values like honesty, respect, and ethics, customers want to base their business relationships on the same values. In a highly competitive economy, companies that address these customer values sincerely and effectively will be richly rewarded. Packed with proven advice and practical guidance, Golden Circle Secrets will put your business—and you—on the path to a bright and profitable future.
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