KC HUT

Selling Sucks

Speaking of selling and making sales, most people will think Zig Ziglar, Brian Tracy and Tom Hopkins. I have recently come across another great author and sales expert worth mentioning especially after reading his book, Selling Sucks.

The book is written by Frank J. Rumbauskas JR. Frank is a marketing consultant and sales coach who has been helping firms to find more productive methods to generate leads. He is also the author of the bestseller, Never Cold Call Again.

Stop selling and get your prospects to buy
Frank teaches us how to stop the conventional hard selling and start to build up our own reputation so as to get our prospects to buy. In this book, he mentions more than 15 ways of how can we build up trust and start to attract sales via referrals instead of cold calls.

Avoid using closes from now on

If you are a conventional salesman by training, you would have been taught the various types of closing such as alternate close, Ben Franklin close, embarrassment close and yes ladder close. Frank explained in his book that why should we avoid employing such closes and what we can do to get the prospects to buy from us without closing. This is one valuable tip I learnt from the book.

Providing value to your customers.. and prospects

This is another great tip that I learnt from the book Most salesman do not follow up after the transaction and this is a major mistake as these customers are the most powerful marketing channels for your product. They can easily share our services or products with their friends without any extra marketing costs. Frank illustrates how we can build up a community of customers and make them want to sell for us.

How to become expert in your niche

Another important criteria to become successful in sales is to become an expert in your niche. Leveraging on the power of Internet, Frank mentions several very useful techniques in his book on building up your reputation over the Internet in a quick and proven way. I feel that this is essential as most customers will definitely do a search on us before engaging our services nowadays.

In conclusion, this is a great book that I would like to recommend to all professionals involved sales and marketing.

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