The key to success, salespeople are told, is to follow specific steps and techniques. Just heed the advice of this guru, and you'll be the best! That approach doesn't work for most salespeople. It probably doesn't work for you either. The most successful reps, Gallup has determined from decades of research, understand their innate talents and strengths and use them to sell more effectively. No two great sales reps are alike: You might thrive on fierce competition, while a colleague wins by being a super-analytical problem solver. What's most important is that you win business your way. Strengths Based Selling explains sales talent and how to identify and maximize it. You'll receive access to the world-renowned Clifton Strengths Finder, which reveals your unique talents and strengths. You'll follow this book through the selling process -- from assessing opportunity and cold calling to retaining and growing accounts -- learning how to apply your talents at each step. The book features action items that help you make the most of your strengths in sales. There's no one right way to sell. Salespeople get the best results by building on who they already are. This lively, liberating book will teach you to do just that.
Two Myths About Sales
Chapter 1 : Defining Strengths
Chapter 2 : Strengths and Weaknesses
Chapter 3 : Prospecting
Chapter 4 : Assessing Opportunity
Chapter 5 : Identifying Solutions
Chapter 6 : Building Advocacy
Chapter 7 : Negotiating and Closing
Chapter 8 : Serving, Retaining, and Growing
Chapter 9 : Team Sales
Chapter 10 : Engaging Your Customers
Chapter 11 : Engaging Yourself
The Myth of Work/Life Balance
Talent Theme Definitions and Action Items
Appendix : Seven Ways to Sharpen Strengths and Manage Weaknesses
Acknowledgments
