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Ultimate Selling Power
Book

Ultimate Selling Power

How to Create and Enjoy a Multi-Million Dollar Sales Career

Career Press, 2002 更多详情

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Editorial Rating

7

Qualities

  • Applicable

Recommendation

Few salespeople can rely on pure instinct to sell successfully. Those few who become sales millionaires without working to improve their skills were probably sustained by a doting aunt in the first place. But, those who look on sales as a business that can be learned and must be practiced and refined are the ones who usually become sales millionaires. Donald Moine and Ken Lloyd preach what they practice. Both men have earned a significant living selling themselves and selling what they learned in the process. Although they have never sold a car or a bungalow, their analysis of the salesperson's dilemma is specific and accurate. Their techniques for motivating sales excellence will ring true to everyone who ever faced a sales objection and drew a blank. Their suggestions for improving your sales potential are exact and practical. getAbstract.com recommends this book to sales professionals, sales managers and sales trainers.

Summary

Why Buy a BMW? What's the Difference?

Imagine the scene in the conference room of Bavarian Motor Works (BMW) on the day the company decided to enter the American market. All sports cars are pretty. Most sports cars are fast and drive well. Some sports cars cost more than a BMW. Many Japanese sports cars cost less. They are all relatively small, nimble and expensive. Car salespeople have a saying, "behind the wheel, you got the deal." Seventy percent of the people who visit a dealership two times buy a car, especially if they take a test drive. Like every other product (and sales professionals are products, too), BMW needed a very strong "Unique Selling Proposition" (USP) to anchor its sales strategy. Like the best USPs, this one needed to overcome objections and direct potential buyers to the point of sale. BMW decided to call its car, "The ultimate driving machine." How many other auto USPs can you recall? How good are they?

Ajax Activation

Ajax cleanser was just another gritty soap with a small share of the cleanser market. Its growth proves that salespeople who want a larger part of the market must look at the ingredients of their product or service and ...

About the Authors

Some see Dr. Donald Moine as one of the founders of the new field of Sales Psychology. A frequent convention speaker, he has delivered sales training in the U.S., Canada, Mexico, Europe, Australia and the Far East. He is president of the Association of Human Achievement in California. Dr.Ken Lloyd is the author of Jerks at Work and Be the Boss Your Employees Deserve. He is nationally syndicated by the New York Times Syndicate. He specializes in communication, motivation, marketing, organizational behavior and workplace issues.


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