Who Is Steve Clark and Why Should You Read This Book? In his thirty year sales career he has made over 10,000 sales calls. He has sold pest control services, pots and pans, security systems, vitamins, laundry detergent, life and health insurance, annuities, mutual funds, stocks and bonds and school service products. In 1996, Steve was making $53,000 per year as a salesperson and he had over $40,000 of credit card debt. Taking out a second mortgage on his house and borrowing $10,000 from his Mother, he set out into the world of sales and marketing consulting with zero clients, zero income, a…mehr
Who Is Steve Clark and Why Should You Read This Book? In his thirty year sales career he has made over 10,000 sales calls. He has sold pest control services, pots and pans, security systems, vitamins, laundry detergent, life and health insurance, annuities, mutual funds, stocks and bonds and school service products. In 1996, Steve was making $53,000 per year as a salesperson and he had over $40,000 of credit card debt. Taking out a second mortgage on his house and borrowing $10,000 from his Mother, he set out into the world of sales and marketing consulting with zero clients, zero income, a wife and two pre-teen daughters. It was a gutsy leap of faith that has paid big dividends! Today as founder and CEO of New School Selling he consults and coaches hundreds of sales executives and business owners each year in Australia, Canada and the US.
STEVE CLARK is Co-Author with Dan Kennedy of Peak Performers and the author of the audio book, Cultivating an Abundant Mentality, the audio programs Live Down Under, Golden Keys to More Effective Sales Management, Prospecting to Fill the Pipeline, Tools and Tactics of Profitable Persuasion. The business development processes he has developed and writes about in this book are revolutionizing the selling world. Today he earns more in a month than he used to earn in a year. In this book he shares his "secret sauce" and "puts the hay down where the goats can get it" by giving you his proven, easily understood strategies and tactics so you can do the same. In addition to his duties as CEO, he is a US Coast Guard Captain who sport fishes out of Navarre, Florida.
Inhaltsangabe
"WHO IS STEVE CLARK AND WHY SHOULD YOU LISTEN TO HIM CHAPTER 1: PROSPECTING Understanding the Biggest Problem in Sales The Importance of Prospecting What is the Purpose of Prospecting Referral Magic Prosper Prospecting Mentality What Keeps You From Prospecting Regularly? A Prospecting System That Guarantees Results! When All Else Fails Go To Work CHAPTER 2: ATTITUDES Excellence or Mediocrity Focusing On the Wrong End of The Problem Only Decision Makers Can Get Others to Make Decisions Need for Approval Overcoming Need for Approval All for Twenty Dollars I Couldn t Sleep Last Night It Is Not How You Feel That Determines How You Act Coming to Terms: 21st Century Demands How To Become A Top Performer Stuck In A Comfort Zone The Five Stages Of Sales Mastery Ghosts, Goblins and the Boogey Man Be careful who you listen to Be Thankful for What We Have Happiness Is A Learned Skill Positioning Your Business in This Crazy Market Is It Real or Is It Imagined Ten Principles Of Subconscious Programming The Carpenter Who You Are Does Make A Difference CHAPTER 3: QUALIFYING How Much Info Should You Give Away In A Proposal? Let Me Think It Over To Qualify or Disqualify How Much Does It Cost To Give A Proposal Qualify or Disqualify Early How To Gain An Initial Commitment From The Prospect Before The Appointment CHAPTER 4: DEVELOPING TRUST AND RESPECT Everything is a Commodity Stop Acting Like a Salesperson Why People Judge You Instantly Why Do Prospects Resist Salespeople? Buying is an Emotional Decision Watch Your Tonality Emotion vs Logic What Are Buyers Afraid Of When You Think You Are In Heaven And Find Out You Are In Hell CHAPTER 5: PAIN What Really Motivates Prospects to Buy Pain vs Gain Selling Is A Whole Brainer Getting the prospect to talk about his problems CHAPTER 6: SALES MANAGEMENT Why Sales Training Doesn t Usually Work Coaching to Win How to Coach Like a Pro What Makes a Great Sales Force? Effective Sales Management Sixteen Areas That Sales Training Will Improve The 10 Most Common Sales Force Hiring Mistakes You Can t Shrink Your Way To Excellence Not Everyone Is Trainable What Kind of Sales People Do You Have Working for You and Do You Know How to Manage Each of Them Why Do So Many Small Businesses Eventually Fail Why Is Change So Difficult Six Human Motivators Where Are All of the Job Applicants CHAPTER 7: GOALS If You Don t Know Where You Are Going..... Are You Living an Intentional Life How To Get What You Really, Really, Really Want Begin With The End In Mind As You Begin The End Of The Quarter Here Are A Few Things To Think About! CHAPTER 8: STRATEGIES AND TECHNIQUES Are Buyers Really Liars Transactional Buyers vs. Relationship Buyers Understanding The Cast of Characters Crises or Opportunity What Happens Next? Ten Sales Basics Are You Asking The Right Questions? Are You Really Listening? Been There Done That Gaining Trust By Reading The Prospects Mind How Do You Develop Loyal Clients Quit Vomiting On Your Prospects What Motivates Prospects To Make A Decision Repositioning Your Competitor s Strength Become a Doctor of Selling The Art of Asking Effective Questions Everything Is Considered A Commodity How to Avoid The Commodity Trap What To Do When The Prospect Just Wants You To Bid Why You Should Not Listen To Most So Called Marketing Experts Why Do Businesses Lose Customers Your Limbic Brain Conspires to Keep You from Making Good Decisions How Emotionally Intelligent Are You Establishing Agendas Understanding Prospects Buying Styles Sales Jobs Still Seen With Contempt Look Who Is Using Direct Response Marketing To Boost Sales Are You Going To Be Relevant In The Future Who Is In Control The Difference Between Winners and Losers Can Your Brain Be Tricked By Price? Ten Creative Ways to Raise Your Prices and Fees Most Managers Don t Have a Clue
"WHO IS STEVE CLARK AND WHY SHOULD YOU LISTEN TO HIM CHAPTER 1: PROSPECTING Understanding the Biggest Problem in Sales The Importance of Prospecting What is the Purpose of Prospecting Referral Magic Prosper Prospecting Mentality What Keeps You From Prospecting Regularly? A Prospecting System That Guarantees Results! When All Else Fails Go To Work CHAPTER 2: ATTITUDES Excellence or Mediocrity Focusing On the Wrong End of The Problem Only Decision Makers Can Get Others to Make Decisions Need for Approval Overcoming Need for Approval All for Twenty Dollars I Couldn t Sleep Last Night It Is Not How You Feel That Determines How You Act Coming to Terms: 21st Century Demands How To Become A Top Performer Stuck In A Comfort Zone The Five Stages Of Sales Mastery Ghosts, Goblins and the Boogey Man Be careful who you listen to Be Thankful for What We Have Happiness Is A Learned Skill Positioning Your Business in This Crazy Market Is It Real or Is It Imagined Ten Principles Of Subconscious Programming The Carpenter Who You Are Does Make A Difference CHAPTER 3: QUALIFYING How Much Info Should You Give Away In A Proposal? Let Me Think It Over To Qualify or Disqualify How Much Does It Cost To Give A Proposal Qualify or Disqualify Early How To Gain An Initial Commitment From The Prospect Before The Appointment CHAPTER 4: DEVELOPING TRUST AND RESPECT Everything is a Commodity Stop Acting Like a Salesperson Why People Judge You Instantly Why Do Prospects Resist Salespeople? Buying is an Emotional Decision Watch Your Tonality Emotion vs Logic What Are Buyers Afraid Of When You Think You Are In Heaven And Find Out You Are In Hell CHAPTER 5: PAIN What Really Motivates Prospects to Buy Pain vs Gain Selling Is A Whole Brainer Getting the prospect to talk about his problems CHAPTER 6: SALES MANAGEMENT Why Sales Training Doesn t Usually Work Coaching to Win How to Coach Like a Pro What Makes a Great Sales Force? Effective Sales Management Sixteen Areas That Sales Training Will Improve The 10 Most Common Sales Force Hiring Mistakes You Can t Shrink Your Way To Excellence Not Everyone Is Trainable What Kind of Sales People Do You Have Working for You and Do You Know How to Manage Each of Them Why Do So Many Small Businesses Eventually Fail Why Is Change So Difficult Six Human Motivators Where Are All of the Job Applicants CHAPTER 7: GOALS If You Don t Know Where You Are Going..... Are You Living an Intentional Life How To Get What You Really, Really, Really Want Begin With The End In Mind As You Begin The End Of The Quarter Here Are A Few Things To Think About! CHAPTER 8: STRATEGIES AND TECHNIQUES Are Buyers Really Liars Transactional Buyers vs. Relationship Buyers Understanding The Cast of Characters Crises or Opportunity What Happens Next? Ten Sales Basics Are You Asking The Right Questions? Are You Really Listening? Been There Done That Gaining Trust By Reading The Prospects Mind How Do You Develop Loyal Clients Quit Vomiting On Your Prospects What Motivates Prospects To Make A Decision Repositioning Your Competitor s Strength Become a Doctor of Selling The Art of Asking Effective Questions Everything Is Considered A Commodity How to Avoid The Commodity Trap What To Do When The Prospect Just Wants You To Bid Why You Should Not Listen To Most So Called Marketing Experts Why Do Businesses Lose Customers Your Limbic Brain Conspires to Keep You from Making Good Decisions How Emotionally Intelligent Are You Establishing Agendas Understanding Prospects Buying Styles Sales Jobs Still Seen With Contempt Look Who Is Using Direct Response Marketing To Boost Sales Are You Going To Be Relevant In The Future Who Is In Control The Difference Between Winners and Losers Can Your Brain Be Tricked By Price? Ten Creative Ways to Raise Your Prices and Fees Most Managers Don t Have a Clue
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