I just released the second video in the launch of my new book, The Only Sales Guide You’ll Ever Need. If you want to know what’s inside the book, this video is a quick walk through of the 9 attributes and the 8 skills. You can watch it on the preorder page at preorder.theonlysalesguide.com.
If I could go back and change any part of this book, the one thing I would add would be a user’s guide for salespeople, and one for sales managers.
To succeed in sales today, you need all the attributes and skills included in The Only Sales Guide. If you have a deficiency in any of the attributes or skills, that deficiency can cause your problems. Like initiative. Sales isn’t a passive endeavor where you can afford to be reactive and do well. Instead, you have to drive the action.
If You Sell
If you are responsible for selling, you should read the book from cover to cover, making notes on the attributes and skills that you believe you need to improve. Then you should go back over one or two chapters, spending a couple week working specifically on developing in those areas. Maybe you aren’t exercising the self-discipline you need in order to succeed at a higher level. Or perhaps you need to work on your skills when it comes to asking for and obtaining commitments (Closing is Chapter 11).
You are responsible for your own growth and development. This book will help you turn in your best performance.
If You Manage a Sales Team
If you manage a sales team, there are couple ways you should use the book.
First, you can read the book together, focusing on one attribute or skill each week, and doing the exercises at the end of each chapter and sharing your experiences. Including the two chapters that cap off each section of the book, that is 19 weeks of development (more than most salespeople ever receive in the way of training and development). The videos and the workbooks will make this easy.
Second, you can use the book to coach each individual on your team in areas you believe they need to improve. It’s sometimes easier for us to see where and why someone else is struggling than it is to see these same things in ourselves. No book provides this kind of a lens on performance, and using it to create a coaching and individual development plan will help you help the individuals on your team.
You should use the book to help each person on your team grow, develop, and turn in the best performance they are capable of producing.
As you watch video 2 at preorder.theonlysalesguide.com, note with attributes or skills you might need to shore up. If you are leader, think about where the individuals on your team need help.
I wrote this book so that you would have what you need to take action and improve your own skills as a individual contributor, or to help your team if you are a sales manager or sales leaders. It’s not enough to know what you need to do; what’s important is that you do it.
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Filed under: Sales 3.0