Selling: It's Personal - 49 Tips to Outsell the Competition

Don Saracen

Description

National sales expert Don Saracen creator of "the People Proposition Process" provides 49 proven Tips to Out Sell the Competition for the New Economy. This professional sales how-to book gives you the reader, real world examples, stories and ideas that will accelerate the sales process and land you more new business! Learn how to professionally Connect, Communicate and Collaborate in today's rapid paced world.

Sujets

• Santé et bien-être
• Développement personnel
• Vente
• Business
• Economics
• Marketing et communication
• Presentations
• Business Communication
• Meetings

Informations

• Publié par: eBookIt.com
• Date de parution: 23 avril 2013
• Nombre de lectures: 0
• EAN13: 9781456614522
• Langue: English

Extrait

SELLING:
IT’S PERSONAL
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49 TIPS TO OUTSELL
THE COMPETITION
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By Don Saracen
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Bristol Harbor Publishing

Bristol Harbor Publishing
346 Spinnaker Lane
Bristol, Rhode Island
Copyright © 2013 by Don Saracen
Cover Design by 3 rd Story Production
http://3rdstoryproductions.com/
All Rights Reserved.
No part of this book may be reproduced, scanned, or distributed in any printed or electronic form, or any other means, including recording, taping, or any storage retrieval system without written permission from the author.
ISBN-13: 978-1-4566-1452-2
Published in eBook format by eBookIt.com
http://www.eBookIt.com

PRAISE FOR
SELLING:
IT’S PERSONAL
“An inspiring read that gets to the heart of all sales success – really connecting with other people.”
Suzanne Bates, CSP, CEO of Bates Communications, award winning news anchor, Author of Discover Your CEO Brand, Speak Like a CEO and Motivate Like a CEO.
http://www.bates-communications.com/
“A terrific sales how-to book for the new economy, it’s fast paced, insightful and will, bottom line, make you money.”
Gary W. Patterson Author of Million Dollar Blind Spots: 20/20 Vision for Financial Growth
www.FiscalDoctor.com
“The book’s combination of shared personal experiences, advice, insights, integration of face-to-face and virtual-based scenarios, and its breadth of selling related topics makes it a must-read for entrepreneurs, company leaders, and professional sales people of all types and professional levels.”
Eric Bloom, President and Founder, Manager Mechanics, LLC, Author and Columnist for Gate House Media
http://managermechanics.com/
“What I really liked about this book is that it is very well organized in how it approaches the very foundation of the sales process…it is personal. You can go to any chapter and focus on its contents for meaningful insight on the topic. This is a valuable reference for any sales professional.”
Larry Girouard, President, The Business Avionix Company
http://www.businessavionixcompany.com/
“Don’s great, real-world stories in this book will give you the keys to sales success. These examples from someone who has been-there-done-that will help accelerate your game to the next level.”
John Chapin - Author of gold medal winning, SALES Encyclopedia , Owner of Complete Selling, Inc.
http://www.completeselling.com/
“This book “Selling – Its Personal” hits it out of the ballpark, showing you how to succeed with all your sales calls. I particularly have benefited from his tips in showing me how to turn, what seems to be rejection, into delivering and selling value added services to the client.”
Dennis C. Mahoney, MPH, CSP, President, DennisMahoney.Org Healthcare Preventive Medicine Expert
http://dennismahoney.org/
“In the digital age we sometimes forget that relationships still matter and this book is a great primer for any professional. I read a lot of business books, especially on sales, and your book is one of the most comprehensive that I’ve run across.”
Tobias, Stapleton, MBA – Assistant Dean, Graduate Programs, Charlton College of Business, University of Massachusetts, Dartmouth.
http://www.umassd.edu/charlton/
"What I like about this book is that it addresses the human element of selling. Don uses real world examples that you can relate to. Just as in public speaking it is important to connect with your audience, in sales, the human connection is also paramount”.
Mary Cheyne – President and Founder, Magnetic Podium, LLC, 2009 World Champion of Public Speaking 1st Runner up.
http://www.magneticpodium.com/

 
 
Dedicated to my dad, Al Saracen, whose simple yet powerful message to me growing up was to always remember that business is really about people, trust and relationships.
 
 
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ACKNOWLEDGMENTS
“I’m writing a book. I’ve got the page numbers done.” -Steven Wright
Well, that’s how I started. Sometimes I wondered, Will I ever finish writing this book? I’m pleased to say that with the encouragement of family (Saracens & Brunaults) and friends it has come to reality.
Heartfelt thanks to so many people for their time, talent and perspective toward the completion of this book.
First my wife Cherie, my editor, Michelle Singer, and my book cover designers, Scott & Maria Saracen of 3 rd Story Productions.
And a big thank you in alphabetical order to:
Barry Bainton PhD, Eric Bloom, Marilee Driscoll, Annette Fazio, Janet Fontana, Claudia Gere, Larry Girouard, Naomi Karten, Dennis Mahoney, Shae McWilliams, Gary Patterson, Phil Tirrell, Bob & Marie Saracen, Bobby Saraceni, Mike Saracen, Irene Sinteff, Lauren Slocum, Toby Stapleton, Linda Varone
INTRODUCTION
During the summer I turned twelve years old, when most of my friends were either out playing baseball under the summer sun or going to camp, I went to work with my dad.
His name is Al and when I was growing up he owned a small display company just north of Boston. He dealt with drug, department, and specialty stores. He would decorate large display windows. Many a summer day I would go along to work with him and I would learn lessons that would last me a lifetime.
Now I still chuckle when I think of how he used to dress. You see, he dressed the same way almost every day. He wore a long-sleeved starched white shirt and a plaid bow tie—even when it was 95 degrees out. It was a different time! And, of course, I would dutifully follow behind with my short blonde crew haircut, carrying his old beat-up brown leather workbag.
I remember clearly my first day on the job. Dad drove to Osborn’s drug store. Before we left the car he told me, “Don, today we are going to meet the store owner, Mr. Osborn, and I’m going to introduce you as my partner! Now, he’ll probably smile or laugh. But when I introduce you, I want you to put down the bag, make eye contact, and smile. Then, extend your reach and shake his hand. He’ll like that a lot. Then we are going into his office for a meeting. I want you to sit to one side—don’t say anything, just observe.”
Once we were in the store and the time came, he introduced me. I did exactly what he asked me to do. I put down the bag, smiled, extended my reach and shook Mr. Osborn’s hand. He smiled back and then we went into his office and I sat to one side. Now, Dad never told me exactly what to look for, he just said to observe. So there I was, trying to figure out what was going on. I saw the meeting unfold: the humor, the give and take, and the negotiation. After about 45 minutes, they finished, stood up, shook hands and we were on our way. Dad took me to a place called Stilliano’s Café for lunch.
As we were sitting at the counter eating lunch, Dad began to ask me a series of questions. Now, you have to understand that when Dad would ask me a question, no matter what my answer was, he would always drill down for more information. It went something like this:
Dad: So, Don, what did you think about the meeting?
Me: Well, Dad, I think you did a great job!
Dad: Oh, really? Why do you think I did a good job?
Me: Well, you asked the questions you said you were going to ask, but then you listened to hear what he had to say.
Dad: OK, good observation. And what about the customer?
And on it went. There was this give and take, questioning and answering. Then he said something that has stayed with me for a lifetime. He said, “Don, no matter what your product or service may be, or who you may deal with, always remember this one, all-important word—people. Always place people in the equation.”
It sounds so simple, yet powerful and true. Let’s face it: we are in a fast-paced technologically driven world, with high expectations and low attention spans. So how do we navigate through the noise? I believe it’s by keeping in mind that no matter how you may communicate, be it in person, by phone or using technology, you must always remember there is a human being on the receiving end of your message. It’s what I call the People Proposition. What is the People Proposition? I’m glad you asked.
That’s what you’re going to find out by reading this book. You will learn tips and proven techniques that will make a difference in how you connect, communicate and collaborate in your professional and personal lives.
So let’s begin.
WHY THIS BOOK?
YOUR RELATIONSHIPS MATTER
After a lifetime of experience working for and with family businesses as well as Fortune 500 companies, I’ve noticed one common characteristic that all successful businesses share: they value what I call the People Proposition. That is, no matter what the product or service may be, we need to keep in mind that people are paramount in the equation. Today we have numerous ways to communicate with each other from cell phones, emails, texts and tweets to other social media. These are powerful and useful tools that can be used 24/7 virtually anywhere, but they shouldn’t replace the most important tool we all are capable of using: old-fashioned face-to-face interaction. Whether it’s with an associate, client or prospect, interacting face-to-face gives our relationships that much more meaning and helps us to develop stronger bonds.
Dr. Michael Budd, Director of Philosophy in Humanities at Salve Regina University, recently commented on hyper-connectivity and said, “You are connected and yet you are alone.” If you think for a moment, the most meaningful and lasting relationships in our lives, be they business or social, have all had some element of face-to-face interaction. Start reconnecting with clients in person and complement these meetings with social media for a powerful one-two punch.
PREPARATION
prep·a·ra·tion noun
the activity or process of making something ready or of becoming ready for something

APPLES & ORANGES
WHEN PRICING IS CHALLENGED
“Too many people today know the price of everyt