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ABOUT THE AUTHOR AND FOUNDER
Glenn Roller is an author, speaker and consultant to private parties and corporations. He has been involved in retail sales and educational sales support functions for more than three decades. Recently, Glenn has been researching today's biggest challenges for both salespeople and management during the sales process with a new method. By placing microphones on salespeople during the sales process and publicly videotaping it, he discovered more than 50 new challenges facing sales companies today. From this research he released the new hard cover revision of the book, The Seven Evolutionary Levels to Profound Selling. In this book he also reveals how every salesperson grows along seven distinct levels of understanding. As an individual in the sales process grows along these levels in understanding of the sales process, this process becomes easier and requires less effort to bring a sale to closure. Yet the sales process is more than just understanding sales, it is also about understanding one's self. At Level Four, an individual in the sales process begins to understand that the fear of being rejected, not performing well, not being liked or not being good enough are fears having more to do with the self side of the sales process than with the sales side.
Understanding the Sales Process
Glenn discovered this by accident while working in sales. On the sales side, he studied every book he could find on selling and sales training techniques, sought sales approach ideas from seasoned professionals, and attended any workshop on selling that was available. On the self side he had a friend tell him, "You have problems and need therapy." This path led him into several areas of specialized support. These included AA (Alcoholics Anonymous), Alanon, men's group private therapy, weekend couples workshops, couples counseling and private therapy. All told he has attended more than 1,000 meetings and listened to more than 16,000 stories of individuals searching for happiness/success, like him. From this background, he realized an understanding of self, he himself, was the missing half, the completion of understanding the sales process.
When he stepped back onto the sales floor after realizing he had been using his understanding of the sales process to manipulate others, he discovered that manipulation in the sales process wasn't a bad thing; it was simply creating more hesitation on the part of the customer. He also discovered that while he was thinking about how to manipulate the sale to the next step, he was missing what the customer was saying. He was missing the opportunity to understand the customer because he was too busy thinking about what to say or do next. By seeking to understand rather than to manipulate, he discovered a whole new dimension to approaching the sales process.
A Sales Education
From this understanding of sales and self, he formed The Glenn Roller Institute. He has dedicated his life and now the institution to individuals desiring excellence in the profession of selling. The Glenn Roller Institute and all its products, packages and programs were created so that any individual seeking the highest levels of excellence would have access to a full and comprehensive understanding of being a sales professional to an enlightened state of understanding.
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