visit for more http eBookBits com Your Source For Knowledge ffirs qxd 1 12 06 7 39 AM Page iii THE BEST DAMN SALES BOOK EVER 16 Rock Solid Rules for Achieving Sales Success WARREN GRESHES John Wiley Sons Inc ffirs qxd 1 12 06 7 39 AM Page ii ffirs qxd 1 12 06 7 39 AM Page i THE BEST DAMN SALES BOOK EVER ffirs qxd 1 12 06 7 39 AM Page ii ffirs qxd 1 12 06 7 39 AM Page iii THE BEST DAMN SALES BOOK EVER 16 Rock Solid Rules for Achieving Sales Success WARREN GRESHES John Wiley Sons Inc ffirs qxd 1 12 06 7 39 AM Page iv Copyright 2006 by Warren Greshes All rights reserved Published by John Wiley Sons Inc Hoboken New Jersey Published simultaneously in Canada No part of this publication may be reproduced stored in a retrieval system or transmitted in any form or by any means electronic mechanical photocopying recording scanning or otherwise except as permitted under Section 107 or 108 of the 1976 United States Copyright Act without either the prior written permission of the Publisher or authorization through payment of the appropriate per copy fee to the Copyright Clearance Center Inc 222 Rosewood Drive Danvers MA 01923 978 750 8400 fax 978 646 8600 or on the web at www copyright com Requests to the Publisher for permission should be addressed to the Permissions Department John Wiley Sons Inc 111 River Street Hoboken NJ 07030 201 748 6011 fax 201 748 6008 or online at http www wiley com go permissions Limit of Liability Disclaimer of Warranty While the publisher and author have used their best efforts in preparing this book they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and speci cally disclaim any implied warranties of merchantability or tness for a particular purpose No warranty may be created or extended by sales representatives or written sales materials The advice and strategies contained herein may not be suitable for your situation You should consult with a professional where appropriate Neither the publisher nor author shall be liable for any loss of pro t or any other commercial damages including but not limited to special incidental consequential or other damages For general information on our other products and services or for technical support please contact our Customer Care Department within the United States at 800 762 2974 outside the United States at 317 572 3993 or fax 317 572 4002 Wiley also publishes its books in a variety of electronic formats Some content that appears in print may not be available in electronic books For more information about Wiley products visit our web site at www wiley com Library of Congress Cataloging in Publication Data Greshes Warren 1951 The best damn sales book ever 16 rock solid rules for achieving sales success Warren Greshes p cm Published simultaneously in Canada Includes index ISBN 13 978 0 471 75728 3 cloth ISBN 10 0 471 75728 4 cloth 1 Sales personnel United States States Attitudes I Title HF5438 25 G736 658 8 1 dc22 2006 Printed in the United States of America 10 9 8 7 6 5 4 3 2 1 3 Selling 2 Sales personnel United 4 Success in business United States 2005026008 ffirs qxd 1 12 06 7 39 AM Page v This book is dedicated to my wife Linda who at times has had more faith in me than I did and to my son Michael and daughter Emily who are all part of the answer to the question What motivates the motivator ffirs qxd 1 12 06 7 39 AM Page vi ftoc qxd 1 12 06 7 40 AM Page vii Contents Introduction 1 Attitude and Commitment It All Starts Here 2 Successful Salespeople See Themselves Successful 3 Setting Goals Why You Need Them and Why You Need to Write Them Down 4 Successful Salespeople Are in Control 5 The Three Components of an Effective Written Goal 6 The Action Plan Why You Need One 7 The Three Components of an Effective Written Plan 8 Acting on Your Plan You Have Twenty Four Hours to Act on a Good Idea 9 Persistence People Don t Fail They Just Stop Trying 10 Your First and Most Important Sale Is at Home ix 1 11 25 33 43 57 71 91 103 119 vii ftoc qxd 1 12 06 7 40 AM Page viii viii Contents 11 Successful Salespeople Sell More than Just the Product or Service 12 Successful Salespeople Create and Deliver Value and Don t Sell Price 13 Successful Salespeople Know What Clients Buy and Why and Resources 14 Successful Salespeople Are Experts Advisers 15 Successful Salespeople Love What They Do Index 131 141 159 169 181 193 flast qxd 1 12 06 7 41 AM Page ix Introduction Being a salesperson is the best job there is It is one of the few pro fessions in which you can work for someone else and still be working for yourself It is also one of the only professions where you can work for someone else make as much money as you want and not have to beg the boss for a raise A salesperson s score is up on the board for all to see every single day Nobody can ever tell you you re doing a bad job if you re not Of course the down side is If you re not doing a good job there s nowhere to run nowhere to hide And therein lies the problem Most salespeople are not great at what they do If we looked at every sales organization in the world we d nd for the most part they break down the same way Ten percent of the salespeople are great 10 percent should be kicked down the stairs and out the door and the other 80 percent are merely average This book is aimed at two of those groups The 10 percent at the top while already successful are the kind of people who are always looking to get better and can take one good idea and turn it into a veritable gold mine The middle 80 percent need this book because they need direction Most of them are mediocre not because they want to be but because they just don t understand what it takes to be a successful salesperson ix flast qxd 1 12 06 7 41 AM Page x x Introduction Of course if those in the bottom 10 percent want to buy this book I m not about to stop them But I m sure as heck not going to waste a lot of time energy and money marketing this book to that group There s a reason why the bottom 10 percent always seem to remain the bottom 10 percent Many sales books focus on some part of the actual sales process prospecting closing referrals presentation skills and so on Others focus on certain psychological or supposedly new ways of selling customer centric selling mirroring and understanding the personality of the customer relationship selling While many …
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