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    The 4 Secret Steps of a Sales Master
    The 4 Secret Steps of a Sales Master
    The 4 Secret Steps of a Sales Master
    Ebook190 pages2 hours

    The 4 Secret Steps of a Sales Master

    By Tony Perry

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    About this ebook

    Discover the true secrets of top sales professionals.

    Sales masters have long ago learned the secrets to selling effectively and maximizing every opportunity. They are fluid in their delivery, masterfully reduce price objections and have more customers wanting to buy.

    The 4 Secret Steps of a Sales Master is a complete approach to your career. You will discover the 12 critical skills every top sales professional has perfected and the key tactics you can begin now to get immediate results.

    In this book, you will learn:
    When the right attitude fuels your sales growth
    How your daily plan impacts your career
    What you really need to know about the products and services that you sell
    How your customer presentation can create more sales
    How your goals can change your motivation
    How much prospecting is enough
    What selling skills generate more sales on every order
    How you can reduce price objections and sell more on value
    About the Authors:
    Shane Riley is the Director of National Sales for one of the largest wholesale flooring companies in North america with over 600 sales professionals.
    Tony Perry is a personal sales coach and the Vice President of Training and Education for a global cooperative of retail and wholesale companies with over 3,000 locations around the world.

    LanguageEnglish
    PublisherTony Perry
    Release dateMar 29, 2012
    ISBN9781476282381
    The 4 Secret Steps of a Sales Master
    Author

    Tony Perry

    Tony’s career has encompassed electronics, furniture, appliances, floor covering, advertising, retail management, multi-unit supervision, and national training responsibilities. Tony gained comprehensive business management and leadership skills while serving as Showroom Manager, Regional Multi-Unit Supervisor, and as the Director of Training for a national retail home furnishing chain. With over 35 years of experience, he has assisted business leaders, sales managers and sales consultants in implementing proven profitable strategies to improve productivity. After winning numerous national sales awards and maintaining a profitable showroom ranked in the top 5% of over 1000 locations, Tony has honed his skill as a respected instructor specializing in group facilitation, presentation skills, leadership & interpersonal communications training as well as becoming a highly requested motivational speaker. As the Vice President of Training and Education for an international cooperative of over 3000 independent entrepreneurs operating 12 unique business models in 9 countries, Tony’s energetic approach and commitment to excellence proves to be an effective advantage to sales professionals and business owners world-wide.

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      Book preview

      The 4 Secret Steps of a Sales Master - Tony Perry

      THE 4 SECRET

      STEPS OF A

      SALES MASTER

      Shane Riley

      Tony Perry

      Illustrations by Shane Riley

      Smashwords Edition

      ISBN: 9781476282381

      Smashwords Edition, License Notes

      This ebook is licensed for your personal enjoyment only. This ebook may not be re-sold or given away to other people. If you would like to share this book with another person, please purchase an additional copy for each recipient. If you are reading this book and did not purchase it, or it was not purchased for your use only, then please return to Smashwords.com and purchase your own copy. Thank you for respecting the hard work of these authors.

      ~~~~

      The Sales Master

      One who excels in the sales profession by mastering four steps and is rewarded by always being in the top 10% of sales professionals nationwide.

      Dedicated to those who choose to be at the top.

      ~~~~

      In sales, patience is not always a virtue.

      When we want results, we want a quick fix. In studying many sales professionals, we’ve learned that there are no magic formulas. For true, long-term success, you must develop the right skills at the appropriate time in your career.

      We wrote this book for sales professionals at all levels and designed a flexible format that enables you to quickly review points or explore a skill deeper. Here are some key points to consider as you begin reading:

      •Each chapter contains Golden Points that summarize the message of a critical skill.

      •A chart in Chapter 3 graphically shows all the skills. You will reference this many times.

      •Feel free to first review the skills you believe are important. You will find that later you will make sure you are firmly grounded in all the skills.

      •Most importantly, commit yourself to changing your daily habits; take your sales career to the next level.

      Here’s to unlocking your true potential!

      ~~~~

      Table of Contents

      The Secret of Habits

      A Different View

      The Steps of a Sales Master

      Step 1: Foundation

      Time and Action Management

      Product and Company Basics

      New Customer Presentations

      Step 2: Competitive Development

      Daily Goals

      Prospecting Discipline

      Sales Skills

      Step 3: Performance

      Personal Branding

      Customer Relationship Management

      Application Selling

      Step 4: Elite Excellence

      Elevated Goal Setting

      Customer Opportunity Management

      Elite Prospecting

      Start Your Journey

      About the Authors

      ~~~~

      Chapter 1

      The Secret of Habits

      I have a habit … of not wanting to change my habits.

      We are creatures of habit. Humans naturally find the most comfortable way of doing something and continue it over and over. It can be as simple as our morning routine or as complicated as how we solve problems. Our mind and body have determined the most efficient way to accomplish the task. Habits become so ingrained in what we do that we even forget we are doing them.

      This same concept applies to top sales professionals or sales masters. Sales masters will do the same thing over and over because they know it means success. They have done it so often that they do not realize it. It becomes natural… it becomes part of them. It becomes a secret. In this book, we unlock the habits that have become secrets due to countless hours of repetition and years of experience.

      We dedicate this book to all sales professionals who want to be more successful! This is a guide to achieving your very best. We developed this book for one purpose: to give sales professionals a clear path to becoming sales masters. It will be your goal to study these skills, analyze how you can benefit, and begin the repetition so that you can also create the habits of a sales master.

      In my career as a sales professional, I have received countless hours of training and read dozens of books. While this was helpful in my career, something was missing… the critical steps to success. For example, someone can teach me how to build a better relationship with my customers, and I can work on those skills. But, what I did not know was that before I could master the skills of excellent customer relationships, I first had to master time management. This seems like an easy concept to understand. After all, how can you plan contacts to build customer relationships if you can’t even plan your day!

      I honestly believe that people who have the will to succeed at sales can develop the skills to propel them to a higher level of achievement. I have observed that most people fail because of two critical elements. The first is the right attitude. So much of selling depends on attitude… what you believe about yourself, your confidence. Attitude permeates from you and will make or break your sales career. One of the critical findings of this book is that your attitude needs to evolve as you move throughout your sales career. This new attitude is the primary foundation that enables success to go forward.

      The second is misguided training and coaching. In my experience, most companies provide only the most basic training. It is typically grounded in learning about the product and the customer. Very little is dedicated to a training plan that details the critical steps to be successful. That’s why we diligently studied the best sales professionals and created this book.

      No matter where you are in your sales career, this book guides you in setting new goals for achievement and success. If you are new to sales, you will learn the critical skills to achieve the highest levels of success. As a seasoned sales professional, you may feel like you are in neutral – unsure if you can get any better. This book will guide you as you take your sales career to the highest levels that only the best manage to achieve.

      Together, we will explore the four steps of a sales master. As you will learn, each step has different skills that you must master. A word of caution… no one has ever achieved long-term success without truly mastering each step. Anyone attempting to employ advanced skills without first creating the proper habits for the base skills will eventually fail to achieve his or her real potential. It’s like trying to run a marathon without proper training.

      Let’s review these skills using a recent experience my wife and I shared when we decided to refinance our home. This example provides a detailed picture of the difference in sales professionals competing for the same business but at vastly different skill levels.

      To start the process, I filled out an Internet form to have several mortgage companies contact me. After all, I wanted to get the best deal. I also responded to a personalized mailer from another mortgage account representative. This piece stood out from all the other mass mailings because it was personalized. The outside of the piece was a plain, hand-addressed envelope with our name. Inside was a real estate printout on our home that included our home's value, size, and rooms. On the printout was a handwritten note that read, How would you like to refinance and save about $200 a month? Give me a call. Attached to the printout was a business card – I was impressed! So I contacted the name on the card.

      The third person included was Tracy, who had helped us refinance in the past. Realize going into this I was loyal to no one! And I preferred to work with someone other than Tracy because I felt I could get a better deal if I shopped.

      Here's how it all went down. I received a call from one of the Internet companies. The call opened something like this. Good evening, sir. You recently filled out a mortgage refinance request on the Web site. I was calling to see how I could help you with this request. Because I am in sales, I never miss a chance to test a sales professional. So I said, I appreciate your call but I am no longer interested. To my surprise, he said okay and hung up!

      The next day I received a phone call from another mortgage company. Again, I stated that I was no longer interested. Once again, I got a simple thank you and a dial tone. Overall, I had three calls from Internet mortgage companies – all of them failures in my book. All of these sales professionals were amateurs. None of them had a clue about the proper way to present their products. How hard is it to teach someone how to handle a no? A simple, I appreciate that you’re no longer interested, but may I ask what has changed since you filled out the request form? This question most likely would have drawn out a real objection or concern that could be answered and possibly lead to competing on value rather than price. Shame on the sales managers of these companies for not providing their sales professionals with the best direction, coaching, and training to be successful – opportunity wasted!

      The second person I contacted was Susan. She is the one who sent the personalized mailer. I was impressed when I talked to Susan. Not only did she make me feel like she appreciated my call, she spent about thirty minutes asking questions about what we were looking for, what we wanted to accomplish and why we wanted to refinance. As she expertly stated, I want to clarify all your expectations up front so we can make sure we meet your goals.

      Hey, I liked that and I felt confident in her abilities. She also recommended some things we could do to get the most competitive interest rate. With my permission, she even contacted our bank to secure bank statements. In my opinion, Susan added value to her presentation. Eventually, Susan came back to us with a competitive rate on a thirty-year mortgage that would have saved us money. A job well done… but she did not get our business.

      The final person was Tracy, who was our past mortgage broker. As I stated earlier, I was not loyal to Tracy when we started. Plus, I had Susan working on the mortgage so we could see who had the best deal.

      We spent about twenty minutes on the phone with Tracy, describing our situation. Tracy came back to us with a competitive rate on a thirty-year mortgage – a rate comparable to Susan's quote.

      However, Tracy went a step further. She put together another option on a twenty-year mortgage. She explained that our payments would be about the same as what we were currently paying but we would lower our principal faster – saving money in the long run. As she expertly stated, even if we decided to sell in five years, we would have more

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