Compete Selling Book Insights
In the United States over 18 million people are in sales and every day, roughly 70% of all these salespeople make the same 4 mistakes on most of their sales calls and meetings. This is not an opinion, this is research. All of the billions spent on training, coaching and technology has not had much impact on the 4 most common mistakes that salespeople make.
The first mistake is simply talking too much on sales calls. Taking too long to get to the point and spending too much time talking about themselves, their company and their products, which leads to the next mistake. Not asking enough of the right questions that are relevant in the flow of the conversation and lead to real selling opportunities. That Third mistake is the inability to out across effective, competitive advantages and differentiating factors that really communicate tailored value and take your solution to the next level instead of just a transactional product presentation. Which leads to the fourth mistake. An inability to control the sales conversation and lead it to a natural closing process. To ask for that next step or ask for the order in a nice, natural non-awkward way.
These mistakes are being made millions of times every month across the United States and typical training approaches just don’t impact it that much. 3 years ago, we started a project to research what it is that is causing that mistakes and most importantly what sales executives across the country are noticing about their sales teams. We put all those insights into a book we wrote called Compete Selling. And what so many salespeople tell us about the book is that it’s only 110 pages. They can read it in 3-4 hours often in one sitting.
This book is packed with information on each page. This book is unique because it shows you how to blend both consultative and challenge your selling methods together, how to bring insights into the conversation to take your sales call to the next level. More specifically, you’ll learn how to plan calls more effectively. How to start calls with a better agenda so the call gets off in a purposeful way that leads to better results. Then, how to ask more engaging questions that reveal bigger opportunities and identify what it is you can provide the client or customer that is a real solution that is going to be appealing to them. After you learn how to ask better questions, you’ll find that all into effective solutions that are tailored, that are really focused around what differentiates you, your company and your products from your competitors. And Finally, you’ll learn how to close the deal. How to take the call to the next step. How to recommend in such a way at the end of the call that you get better results. And takes the awkwardness out of closing and turns it into a natural next step closing recommendation.
Compete Selling is available on Amazon.com and it’s a fantastic book for you to learn the more modern approaches to selling that combines consultative and challenge yourself selling. How to be assertive without being obnoxious. Compete Selling is the one sales book you must read this year.
Purchase Complete Selling on Amazon.
Learn more about our book, Complete Selling, here.
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