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    Sales Success, 'Even' in Tough Times
    Sales Success, 'Even' in Tough Times
    Sales Success, 'Even' in Tough Times
    Ebook140 pages1 hour

    Sales Success, 'Even' in Tough Times

    By Bob Hooey

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    About this ebook

    Ultimately, the measurement and review of your value to your firm, as a sales person, is directly tied to your creative ability to sell. Your leadership team will look at your sales volume at any particular time during your firm’s term of measurement. That look might be monthly, quarterly, a twice yearly performance appraisal, or year end. But it will happen and it makes good sense to be both aware of it and prepare to ensure your sales results stand up under this scrutiny.

    Sales master W. Clement Stone challenged his sales team to “Set a goal so Big, that if you achieved it, it would blow your mind.”

    This is not a time to play it safe, nor is it time to listen to those (even those who may be relatively successful in selling) who would tell you setting goals is a waste of time. It isn’t and your success and growth in the sales field will be directly tied to your ability to formally set and achieve your goals. You can reach sales success even in tough times and we want to help you in that worthy quest.

    LanguageEnglish
    PublisherBob Hooey
    Release dateFeb 27, 2017
    ISBN9781370646098
    Sales Success, 'Even' in Tough Times
    Author

    Bob Hooey

    Bob 'Idea Man' Hooey, CKD-Emeritus, Accredited SpeakerAuthor, Business Success Catalyst, and International SpeakerIf you are in leadership, sell for a living, or depend on your ability to persuade for your success... Canadian Ideaman, Bob Hooey can give you the 'Alberta Advantage' in hosting a successful meeting or conference, in building a successful career, in selling more, or in successfully leading your organization to the next level.Protect your conference investment - leverage your training dollars. Call NOW to engage Canada's Ideaman, Bob Hooey and his profitable, innovative Ideas At Work! for your company, convention, or association. Ideas At Work! - Strategies to Success!Bob's humorous, interactive, conversational and, sometimes provocative style inspire his audiences across North America and around the globe. As a business, leadership, team and sales success expert, as well as a prolific author, Bob's innovative development programs have successfully helped thousands of leaders and professionals dramatically and profitably increase their effectiveness.Bob 'Idea Man' Hooey will help you inspire, equip, and lead your meeting's audience, association, sales team, or company to greater success! Bob is committed to helping leaders build more effective teams; and sales teams become sales leaders.

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      Book preview

      Sales Success, 'Even' in Tough Times - Bob Hooey

      Idea-rich Sales Success Secrets

      4th Edition – updated for 2016

      ISBN: 9781370646098

      Smashwords Edition

      ***************

      Preface…

      Success is a ladder you cannot climb with your hands in your pockets. Anonymous

      I’d never thought of myself as a sales trainer, in spite of the numerous books I’ve written on the subject and the sales and sales management experience in my background. However, my clients did, and often engaged me to help equip their teams to profitably grow and succeed.

      I have learned a few value-added lessons (missing pieces) along the way and have been pleased to share them with other top performing sales professionals and business owners. Amazingly enough, what I’ve shared has resonated with them and they have gone on to apply those lessons, many learned the hard way, to create profitable and productive sales careers.

      I love seeing people ‘get it’ and move forward in their lives and careers. I guess that is one of the major drivers in my life and why I keep writing and speaking across the globe. There is something special about seeing someone succeed.

      I trust you will find a few nuggets of wisdom to help you in your quest to be a more productive and profitable sales professional. ‘Sales Success’ is a shorter primer to help you in that quest. Please give some of these ideas a try and see where they fit in your own sales efforts.

      Sales can be a challenging arena, more so in tough times. I believe these little tips can help you generate more sales, in spite of your circumstances. They work, when you do!

      If you are not taking care of your customer, your competitor will. Bob ‘Idea Man’ Hooey

      Editor’s note: This quote of Bob’s has grown legs and been used in publications around the globe. It even showed up on the wall of a training room in South Africa.

      ***************

      Table of Contents

      Preface…

      Table of Contents

      Welcome to Sales Success, ‘Even’ in tough times

      A foundation check-up - Are you getting all the sales you need?

      Creativity

      How to leverage your copy of ‘Sales Success’

      A few thoughts on setting sales success goals, ‘even’ in tough times

      Planning for Success, ‘even’ in tough times

      Dedicated to our ‘Clients’, who may choose, at times, to be our ‘Customers’

      Building a successful career in selling or business

      ‘Creating Time to Sell’ as a part of your ‘Sales Success’ journey

      Mistakes made by new or ineffective sales staff

      Would you buy from yourself? Conducting an image self-evaluation

      Seven success ideas you can build on!

      Eight field-proven tips to increasing your Sales Success, ‘even’ in tough times

      Have the Right Attitude about Selling

      Ten steps to build a better ‘__________’ business in spite of economic challenges, and ‘even’ in tough times

      Twenty-five tactical questions for Pre-Call Planning that lead to greater sales success

      A note from Success Publications

      Communication is really a part of the ‘sales’ and management processes

      Top 25 emotional reasons why people buy and keep on buying, ‘even’ in tough times

      Getting your customers to sell you…

      Proactive strategies to minimize price objections

      Secret Selling Tips Sales Leader’s Success Program

      Copyright and License Notes

      Acknowledgements, warnings, and disclaimers

      About the author

      Bob’s B.E.S.T. publications

      Thanks for reading ‘Sales Success, ‘Even’ in tough times’

      What they say about Bob ‘Idea Man’ Hooey

      Engage Canada’s ‘Idea Man’ for your leaders and their sales teams

      ***************

      Welcome to Sales Success, ‘Even’ in tough times

      None of us in sales deliberately plans to fail. However, it is quite obvious that not all of us in sales are achieving the success we had hoped to attain. Why is that? This has proven to be a global challenge.

      I hear all kinds of comments about the ‘tough times’ we are experiencing and their negative impact on our economies and our lack-lustre sales results. I too, see the changes in our economy. However, many of the comments I hear sound more like ‘excuses’ to me. During these same ‘tough times’ some sales people (in industries across the board) are having the best years of their career. They are making sales not excuses!

      Tough times provide an opportunity to prove your worth and dedication as a selling professional. Your choice!

      Tough times give you a chance to shine, to leave your competition in the dust when they run for cover, and to establish yourself as a credible resource and trusted advisor to your current and potential clients. Your choice!

      Tough times can be your most productive and profitable times. Your choice!

      I believe one of the reasons we either fail or succeed is directly based on our mental conditioning and attitude.

      Selling is a lonely, risky, and often challenging business.

      Selling puts you in places outside of your comfort zone.

      Selling also confronts our fear of rejection on a regular and personal basis.

      I believe that top selling professionals are self-created, not born, and that each of us can enhance our selling skills and expertise. Each of us can choose to grow and be more successful in the exciting game of selling when we are willing to invest in acquiring and honing our skills, techniques and keep our attitudes positive. Don’t you?

      I’ve had the opportunity to work with a wide range of selling professionals and managers across the world and gleaned some ‘wisdom that works’ from their willingness to teach based on their own lessons and experiences.

      I have been fortunate to be in various selling and selling management roles and learned first hand what it took to keep myself focused, positive, and successful. I’ve decided, as have some of my clients, to not participate in ‘this’ current recession; choosing to move confidently ahead to

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