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Successful Sales Goes Beyond Price

Book Review: "The Best Damn Sales Book Ever" - Part II

August 29, 2007

By PAULA PARISOT


photo of Paula Parisot
Paula Parisot

Successful salespeople make it easy for prospective customers to deal with them, according to a new sales book. They go well beyond price to create and deliver value.

The days of doing business by accident are over, according to The Best Damn Sales Book Ever: 16 Rock-Solid Rules for Achieving Sales Success. Salespeople need to differentiate themselves by selling an experience, over-deliver on their promises and make it easy for the client to buy.

"In a world where time has, in many cases, become a more valuable commodity than money, the most successful companies and salespeople are the ones who are the easiest to do business with," author Warren Greshes says.

A perfect example is outlined by Greshes who shares his story of searching for a bank in a new town where he was relocating. The bank employee who won his business was the one who went out of her way to find out exactly what he needed and then set up his accounts before he even moved there. The other two banks he called took their time returning calls and only offered to send literature.

The toughest things for the competition to duplicate are extraordinary quality, service, convenience and value, he says, because these are the things that require the most work.

"Price is, without a doubt, the single easiest thing for the competition to duplicate," Greshes says. "Any idiot can drop their price."

It's the willingness to go the extra mile that makes a salesperson great, he adds.

Part of going that extra mile is being an advisor, a resource and knowing what they really want and why. Concentrate on giving them what they really want -- which is to save the time and stress of shopping, he says.

review and buy book

Lastly, after years of meeting and talking to people around the world, Greshes said he has learned that successful people accept themselves for who they are and really love what they do.

They maximize their strong traits and minimize the weaker ones while still trying to improve themselves, but most of all they enjoy what they do, he concludes.

"If you want to be successful in sales, in business, or in life, you better love what you do."

"If you can't save them time, make their lives easier and take the fear, stress, and anxiety out of the buying and selling process, they don't need you," he said.


Related:

Avoid Excuse Makers
One of the keys to making it in sales is a focus on a successful outcome, according to a new book reviewed by MortgageDaily.com. This includes avoiding non achieving excuse makers like the plague.


Paula Parisot is a MortgageDaily.com feature reporter and a blogger at CloserBlog.com who has also worked in the mortgage industry.

e-mail Paula at: [email protected]


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