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The Surprising Truth About Sales: A Holistic Approach to Closing a Deal Paperback – August 10, 2014
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I wasn’t entirely certain what to expect with “The Surprising Truth About Sales,” but it was a very informative read that gave me a lot of ideas about what I should do to in regards to sales etiquette when dealing with my readers and how to expand my audience through both offline and online approaches. Particularly interesting was her insight on Google’s sales strategy and why many businesses fail to increase sales online. The author, Johnsen, then discusses business development strategies and what small businesses should do to increase sales.
I have implemented several of these techniques and already have seen my analytics change for the better.
While I have discussed how this eBook is great for self-published authors, let me also discuss how there is information that is imperative to any business. This book is rich in content that will make you a better marketer. You learn important, insightful techniques on Fortune 500 companies, how to find the right sales representatives for your business, how to energize and increase your sales team’s productivity, and various other sales methods and tactics that have really opened my eyes on how to generate sales.
The author even goes so far as to discuss cold calling, working with accents and how to close the deal. I was really happy with this purchase and the amount of information that is presented in this text. I found the chapter on dealing with rejection particularly helpful, since my line of work is all about rejection.
I can’t speak highly enough on this book. I think it is a great investment if you want to be a success in business. Highly recommended.
A real treasure of a find. We have been working hard on our online business, and things are getting better, but then we hit a wall and things slow down. I picked up this great book about sales because we really wanted some new direction and a holistic approach to closing a deal felt like a winning strategy. In this day and age of so many sales channels and modes of operation, you really need to learn to hone your skills, and stay focused.
She looks at sales from every possible angle – from real estate, to selling services, to selling products, to managing salespeople, to setting up the sales force for success.
I want to share a few of the tidbits I highlighted:
Only 4% of your emails require immediate attention and action (20% of the 20% most important). Don’t get caught in “email jail.” (Page 99, location 1609)
Leave your salespeople some time to negotiate so they don’t seem “desperate” and undermine your company’s long-term credibility. (Page 42, location 688)
Sales representatives lose 40% of their time to preoccupations. (Page 99, location 1606)
The first objections aren’t generally the client’s real concern. (Page 101, location 1645)
Those are just a few of my favorites. Enjoy the read!