Creating a Productive Selling Zone®
This 192-page paperback book is a valuable tool for any sales professional! It was written for the novice salesperson and the veteran salesperson alike. It was written for the Sales Leader and Business Owner looking to help their sales team reach their goals. The book can be read cover-to-cover or as a resource tool by topic. Included in the book are scripts, templates, tools and proven concepts that work in today’s competitive environment. It gives you Real World take-a-ways that will increase your sales right away! Each of the 21 chapters are topic-specific and are five to seven pages long with a summary of key points at the end of each chapter. Selected chapters include: Selling to Six Different Buying Behaviors, Leveraging Gatekeepers, Getting to Decision Makers, Selling Value…not Price, Proactively Addressing Sales Objections and Tips for Standing Firm in Negotiations. You will find valuable information on every aspect of the sales process within these pages. If you implement the tools this book provides – you will reach the next level of your success!
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John Boyens does a superb job of providing down-to-earth, practical suggestions for developing and maintaining productive business relationships. He illustrates his points with useful examples, and does a good job of summarizing the key points at the end of every chapter. This is a book that should be read, and re-read periodically, by just about anyone who wants to grow a business.
– David Urban; Dean of the Jones College of Business at Middle Tennessee State University
If salespeople could be sent back to school this should be their text book! Our salespeople quickly recognized that the tools in Creating a Productive Selling Zone® would help them achieve their number one objective…make more money!
– Dan Brames; Group Executive, North American Retail Payments, FIS
John is passionate about sales productivity…not just theories but real sales strategies that generate real results!
– John Roberson; CEO, Advent