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The Selling Formula: 5 Steps for Instant Sales Improvement Paperback – January 12, 2018
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If you're all about sales "theory" and "experts" who are better at telling you how to do things based on what OTHERS have told them or what they've "HEARD" works rather than being able to point to their own tried and true methods that have worked for THEM, this may not be the best book for you.
Brian's book is the product of years of HIS sales success and things that have worked over and over again for HIM. He even goes so far as to share the exact scripts he's used to sell millions of dollars (yep, with 6 zeros) worth of services and products. The book is well written and a good balance of humor, stories, and practical advice that will keep even the most severe ADD salesperson engaged.
I love that he opens the book encouraging you to just put ONE thing into practice. How easy is that? Just ONE thing? This call to action is important and makes the book worth the price of admission, not to mention the scripts, online resources, and step by step instructions.
If you are a salesperson, or have a team of salespeople, I would recommend this being a part of your library and training process. Brian is a skilled coach and teacher and this shows in his approach to The Selling Formula. He can also back all of this up with personal success.
I've always been blessed to lead organizations that have had great sales professionals. My role was always delivery and operations. My partners and I recently sold our practice and now I'm moving into a new phase of professional life as an independent coach. This book could not have come out at a better time for me! For the first time, I have to be the one that sells "me".
Thank you Brian, for sharing all your experience and knowledge with us through this book. I read the entire book this weekend. You've done a great job laying out the content and the process workflow. I'm looking forward to putting these techniques into action and seeing the results!
Your sales steps are spot on, especially the way you asked us questions and then connected that to finding our needs. Thanks for your authenticity and the clear examples you provide in the book, I believe a lot of other salespeople could benefit from reading it as well.