Discover Your Sales Strengths: How the World's Greatest by Benson Smith, Tony Rutigliano

By Benson Smith, Tony Rutigliano

For 4 a long time, The Gallup association has been amassing info and providing data-driven advice-conducting hundreds of thousands of interviews, compiling millions of information, and development a wealth of evidence approximately what relatively makes humans winning (and chuffed) of their fields. Now Gallup makes use of its services to supply a distinct, interactive StrengthsFinder.com Profile that may determine your most sensible 5 talents-and assist you begin getting the main from them on your revenues occupation. every one replica of this ebook has a different, individualized code that permits you to entry the StrengthsFinder Profile on the web. The fabricated from a twenty-five-year, multimillion-dollar attempt, the StrengthsFinder software interviews you and provides an in-depth, individualized research of your main strengths and character features. utilizing this booklet, you could then tips to placed your strengths to paintings within the genuine global, how others with comparable abilities have succeeded or failed, and why you could want to make crucial adjustments on your occupation. Debunking the most-repeated myths approximately sales-from the parable that anybody can promote to the parable sturdy shop clerk can promote anything-Discover Your revenues Strengths indicates you: * the way to comprehend your best abilities in sales-and concentrate on those to help you so much successfully plan your profession * how one can use your strengths to have an effect on different people-and achieve a aggressive virtue * how to define the fitting box, the ideal corporation, and the precise boss in your skills * Why various techniques to a similar sale can either prevail. (There isn't any one correct technique to sell!) A e-book that purely The Gallup association may possibly create, notice Your revenues Strengths will give you a strong new wisdom of who you're, what you're strong at, and the way you're employed most sensible. And in today's international of revenues, that's the strongest device of all.

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Without question some of their salespeople are the best in the industry. So, the company decided to use this sales force to sell life insurance. If they’d had to compete against other property and casualty agents to sell these products, they might have been successful. But their competition was highly talented life insurance salespeople. Even the company’s best representatives struggled. Similarly, the sales force at a medical supplies company called on nurses as their primary customers for years.

You have every reason to expect your doctor to have a medical degree and your accountant to have been schooled in tax laws and regulations. Engineering, law, and teaching are all professions requiring specific educational backgrounds. The trend toward higher education has appeared in the selling profession as well. Naturally, we were curious about the relationship between education and sales performance. Even though more and more companies are demanding certain edu- The Great Sales Myths 29 cation levels of their hires, does that education have any bearing on success?

Why? Because he has been able to develop an important relationship with his customers—a relationship based on trust. He was always very careful in looking at a new account to make sure he started with a product that would be exactly right for the customer. Once Tom makes an initial sale, he is frequently able to expand the business because his customers have begun to trust him. ” In the same sales force, another individual is also routinely in the top 10 percent. This person has little in the way of relationship-building strengths, but is incredibly persuasive.

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