Look Inside the Book

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head, those thoughts that can secretly sabotage the most well laid plans of a professional salesperson.

I received a call from a salesperson in the middle of his six-day exhibition show. This salesperson shared that he had not had a single sale since the expo began and wondered if I could share any insights as to what he might do differently. Now, I could puff myself up and spew out all the techniques in the profession of selling; instead we went to work on what was occurring inside of this salesperson’s mind. The mental blocks became clear and he went on to be the top salesperson at the show. This was not about sales techniques (the outside); this was about “head talk” (the inside).

This book is going to allow you the opportunity to explore both worlds. To master the art of selling requires an absolute understanding of the outside. This includes looking at the greeting, qualification, presentation, handling objections, listening, providing feedback, closing, transitional statements, your personality, the customer’s personality, body language, verbal expressions or semantics, follow-up, use of the telephone for both incoming and outgoing calls, prospecting for customers, emotion building and how to involve all decision makers — to name just a few categories this book covers relating to the outside.

On the inside, we explore just what you like to think about during the sale. Have you ever missed portions of what a customer was saying because you were wondering what your next step

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