The 8 Best Practices of
High-Performing
Salespeople
by Norman Trainor
If you're a sales professional, business manager or business owner who wants
to increase your revenue by 50-200% over the next two years, this is the
book for you. Now, for the first time ever, the best practices that make
all high-performing salespeople successful are available in book-form so
that salespeople or business owners and managers can become top producers
themselves.
For the past 22 years Norm Trainor has been training individual salespeople
and corporate salesforces. Working with a diverse range of companies - from
IBM, Digital Equipment and Apple, to Prudential Insurance, FinnAir and General
Motors - Norm has enabled them to increase sales and build lasting value
in their business.
Norm Trainor has distilled the 8 Best Practices of high-performing salespeople
from his experience with thousands of salespeople and hundreds of exceptional
producers over the last two decades..
Throughout the book, Norm Trainor follows the careers of three of his financial
services clients and shows how they used the 8 Best Practices to grow into
top financial advisors. Norm takes us right inside many of their actual cases
and demonstrates exactly how they were able to employ the 8 Best Practices
to the close the sale. No matter what industry you work in, whether it's
finance, computer, automotive, real estate, or retail, this book will help
you realize your business's maximum potential.
You will learn:
· How to break out of your current revenue level
· 5 ways to develop new markets
· 5 ways to stop selling and help your prospects to buy
· 2 simple strategies for harvesting your relationships with your
clients
· How to use the 8-step process for obtaining introductions rather than
referrals
· How to build a business, not just make sales
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BREAKTHROUGH:
Take Your Business
and Sales to the
Top
by David Cowper
Breakthrough: Take Your Business and Sales to the Top, reveals the
strategies for success that David Cowper uses to make $100-million sales.
If you are an insurance agent or broker, mutual fund salesperson, financial
planner, stockbroker, or financial services manager, this book will increase
your revenue and build your business.
When David began his insurance career he was alone in a new country with
no contacts and only $40 in his pocket. Three months after entering the insurance
business with New York Life, he still hadn't sold a single policy and was
due for termination. But, determined to stick with it, David scoured the
city for prospects, ran into a subcontractor on the sidewalk, and sold him
a disability policy - surviving for the time being. But David was determined
to do more than just survive - he wanted to thrive. Now, he routinely makes
million-dollar sales and closes cases in excess of $100 million. In Breakthrough:
Take Your Business and Sales to the Top, he demonstrates the unique strategies
he developed to penetrate new markets and close sales - strategies that have
taken him to the apex of the financial planning industry.
David Cowper's wildly different approach focuses on selling to the rich and
the very rich. And, in this book, he describes actual sales he has made,
taking the reader deep inside the psychological drama of multi-million dollar
cases, where careers are made or broken, fortunes won and lost. Each story
reveals how he met the prospect, prepared for his sales meeting, closed the
sale and then obtained introductions to new prospects. Through the fast-paced
action and dialogue, you will see, first hand, how this master salesman was
able to overcome obstacles and objections to make the sale.
You will learn:
· The 3-step strategy for making the knowledge breakthrough
· How to develop a 5-step Process Approach to sales
· 4 strategies for closing megacases
· 2 strategies for becoming a mega-agent
No matter what your industry, you will be able to use these strategies to
take your business and sales to the top.
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