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Sales, Step By Step

Review of 'Ready, Set, Sell!'

June 28, 2006


photo of Paula Parisot
Paula Parisot

review and buy The Joy of Selling

There are eight steps to successful selling, according to one book author who says he has spent more than two decades as a sales trainer, consultant and entrepreneur.

Ready, Set, Sell! How to get from ZERO to Sales HERO in 90 days, outlines Don Mastrangelo's own sales program which is designed to prepare anyone for sales success in just 90 days.

Mastrangelo shares with readers his success story and the details of a step-by-step plan for anyone beginning a sales career.

He says the first step to sales success includes defining and writing down personal objectives; what kind of lifestyle is desired and the income it would take to provide it, sales goal objectives and how much work is required to attain those goals.

"It is your personal goals and objectives that will inspire you to stay in the game," Mastrangelo writes. "If your personal objectives are strong enough, you will break through any barrier that gets in your way."

Then make the commitment to achieve those goals no matter what, the book says.

After developing a plan, take action, Mastrangelo explains, and keep developing. "You can and should continually build your sales skills by tapping into the vast supply of knowledge made available by those who succeeded before you."

He reminds readers to "control what you can, forget what you can't;" like the economy, world events and how other people react.

"Look for the prospects that need you and forget about the rest for now," he says. "You can't make people buy from you."

During the process, obstacles are bound to get in the way, the book warns, but don't get distracted. Mastrangelo advises to be accountable, persistent and consistent.

"We are creatures of habit; you will need to immediately get in the habit of completing a consistent number of prospecting calls daily -- your daily [personal activity objectives]," he says.

And the final step, he concludes, is to never quit.

"You can't fail if you don't quit trying," he says.

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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Read about books reviewed by MortgageDaily.com reporters. Book subjects include mortgage banking, loan originating and selling.

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