The salespeople who consistently exceed their target, build the biggest commissions and become the ones everyone else is compared to are not more talented.
Your prospect has heard every pitch before. They know your competitors. They have a procurement process and a budget freeze and three other priorities. None of that changes with better motivation or a shinier deck.
What changes it is process. Honest, complete, consistently followed. This book is that process.
Written by a salesperson who has been in the room. Teams built from London to New York to Bangalore to Shanghai.
The salespeople who build the biggest numbers are not the most talented in the room. They are the most disciplined. They follow a process when it is easy and when it is not. They do the small things nobody else bothers to do.
That is a learnable skill. This book teaches it.
// No fluff. No padding. No yacht.
"When Stephan first assessed my sales skills, he told me my role play was the worst he had ever seen. I still remember that moment. I had always believed I could persuade people. I trusted my instinct and my personality. What I did not have was structure or guidance in how I executed.
From that point everything changed. I followed the process properly and consistently, which also meant confronting my biggest weakness head on. I talked too much and listened too little. I went on to lead in revenue and exceed one hundred and fifty percent of my target. The commission I earned that year was enough to buy a house.
The one thing I told every team Stephan introduced me to: follow the process to the T. The moment I got overconfident and started cutting corners, I lost deals. Every time without exception."
If you work with SPIN Selling, MEDDPICC, the Challenger Sale or any established sales methodology, this book completes the picture.
Two sections that set the tone for everything that follows. The introduction tells you exactly what this book will ask of you. The prospecting chapter gives you a complete system you can put to work the same day.
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