Cambridge Business Association
G.R.O.W.T.H.S. U.P.
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G.R.O.W.T.H.S. U.P.

Generating Revenue Without the Hassle of Sales whilst Uplifting Performance

Bruce Lawson
CreateSpace, 2015
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Editorial Rating

6

Recommendation

Sales coach Bruce Lawson believes traditional selling pits salespeople against their customers. In such “old-style” zero-sum contests, buyers are marks and salespeople manipulate them. That’s why, even when they close deals, salespeople suffer psychological costs. Making great use of neuro-linguistic programming strategies and unfortunate use of a truckload of capitalized acronyms, Lawson offers the “GROWTHS UP” selling approach. It includes maintaining a positive mental attitude, always wearing a “SMILE,” engaging in a “NICE CHAT” and treating customers as friends, not enemies. Unfortunately, poor production value undermines Lawson’s worthy ideas and his many small but helpful tips – too many acronyms, too much promotion, weak proofreading, and frequent repetition of data, examples, points and graphics. getAbstract finds that this manual’s main value resides in its introduction of viable alternative sales tactics.

Summary

Do You Hate Selling?

The “GROWTHS UP” selling model stands for “Generating Revenue Without the Hassle of Sales Whilst Uplifting Performance.” The Growths Up system eliminates the negativity, combativeness, stress, resistance, objections and rejections that accompany most sales. Growths Up is natural, relaxing, easy-to-implement and effective. It relies on smiles, good will and a “positive mental attitude (PMA).” Its end result is the mutual satisfaction of the salesperson and the customer, whether they close a sale or not. Instead of causing people to feel bad, as often happens with the standard selling process, Growths Up helps you and your customer experience the sales experience as wholly positive. In the aftermath, you both will feel good.

Many Growths Up concepts derive from neuro-linguistic programming (NLP), which uses “the fundamental dynamics between mind (neuro) and language (linguistic). It works with how their interplay” affects your “body and behavior (programming).” Thus, NLP helps people achieve individual excellence and positive change.

The Traditional Sales Approach

Conventional selling positions salespeople as their customers’ adversaries...

About the Author

Bruce Lawson, a practitioner of neuro-linguistic programming and a registered hypnotherapist, is experienced in training, coaching, sales and development.

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