HOW TO WIN SALES IN A TOUGH CLIMATE
Make your customers love you by romancing them into a sale. Romancing the Sale compares the world of professional selling with dating and shows you how to win the hearts-and-minds of customers and build profitable lasting relationships that work.
In today’s tough business climate, generating sales can mean the difference between life and death of the company. Winning new business requires substantially more effort than keeping existing customers happy. Chasing transactional business is buying customers – is your sales methodology any different to paying for sex? Being single and chasing one-night-stands may be fun and exciting yet it involves considerable effort, risk and potential negative side effects.
Romancing the Sale will expose you to sales techniques that you can use to generate sales that are mutually beneficial – just like a marriage.
SELLING IS LIKE DATING
Romancing the Sale is inspired by the mistakes I’ve made in professional selling. By following the “traditional” sales techniques preached in many books I found my prospects were giving me the cold shoulder and I always struggled to get a second date. Occasionally I’d get lucky but the relationship and the sales would quickly fizzle out. It all felt too transactional. I realised it wasn’t about what I wanted – it was all about my prospect and what they wanted.
Asking someone out on a date is just like cold calling. Too much rejection can leave you feeling worthless and unwilling to make the first move. Learn motivation techniques to keep you motivated and immune to set-backs. Sales ice breaker techniques can open doors and arouse curiosity and intrigue with your prospects.
THINGS YOU WILL LEARN
Women’s minds are a mystery and so are your sales prospects. Learn simple-to-understand selling techniques to find out what is going on in your prospect’s head and help you find love. Discover why getting the timing wrong when closing a sale can destroy trust and get you blown out.
Build a clear mental picture of the sales process and develop realistic expectations about how quickly it is going to take you to get to first base and avoid coming on too strong. No-one likes to be sold at by a pushy salesman. Turn the sales process into a whirlwind romance where your prospects eagerly await their next sales encounter.
Understand how to sell to stakeholders so you avoid ending up in bed with your future mother-in-law.
Learn the importance of emotion in igniting lust, passion and desire for your product. Would you marry someone you didn’t love? Build “chemistry” with your prospects so they rave about you.
Review your current customers and see if the flame is still there. Should you rekindle the love or opt for a liberating divorce?
Romancing the Sale explains in detail about how to establish trust and be on your customer’s wavelength for complex sales.
ABOUT THE BOOK
Written in a quick-read and practical way, Romancing the Sale draws an entertaining parallel between relationship based selling and the search for true love. Unearth some hidden romances you never knew you had or cringe at mistakes you never realised you’ve made.
By drawing on knowledge and experience obtained through dating, Romancing the Sale will develop a set of simple, basic selling skills coupled with a powerful sales mindset for success. Aimed mainly at virgin sales people, who have never been trained in the art of selling, the book will give you a strong sales foundation. It also provides a refreshing new perspective on sales for more experienced sales professionals involved with complex sales, relationship based selling, solutions selling and problem based selling who may have picked up some nasty STDs (Selling Technique Disasters) from previous sales.
Above all you’ll learn to love sales and smile when you’re selling!
See the world through my eyes.
I’ve been working in the world of business since 1987…and still do. I tend to see things differently to other people and that is one of the reasons I have had a very successful career, reaching Vice President level positions in major organisations.
My first book, Romancing the Sale, compares selling with something totally outside the sphere of business – dating and finding love. I found the parallels extremely useful for myself to help guide me in sales. I wanted to share this and improve the standard of selling hence I wrote the book.
I really enjoy writing so I’m currently working on two other books.
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