Overview
Main description
Go back to basics and soar to new heights of profit
This book takes you to the source of sales excellence: the fundamentals. A gold mine of practical wisdom for seasoned professionals and beginners alike, it helps you build a strong foundation in the basics from which to soar to dizzying new levels of professionalism and profitability.
International sales guru Gerhard Gschwandtner draws upon his 30 years of experience and on the wisdom of legends from the worlds of business, sports, the military, science, and entertainment to deliver 51 concise essays that teach powerful success lessons.
ASKING QUESTIONS
“If you don't ask questions that lead to the customer's needs, you won't be needed by your customer or your company.”
RELATIONSHIPS
“The quality of your relationship with your customer determines the profitability of the account.”
LEARNING
“Set aside two hours every week for professional development. In three years you'll be far ahead of your competition.”
CASHING IN ON FAILURE
“Failure is always a bitter medicine. We can either swallow the medicine so it can release its power, or refuse to take it and fail again.”
Author comments
Gerhard Gschwandtner has more than three decades of international sales and marketing experience. He is the founder and publisher of Selling Power, the world's leading sales magazine. For more books in the Selling Power Success library and information on the magazine, visit SellingPower.com.
Back cover copy
Ready to achieve record-breaking growth?
Want to close more sales, build relationships with valued customers, and become indispensable to your customers and company? The most successful salespeople know that true excellence comes from mastering the fundamentals. Written by sales expert Gerhard Gschwandtner, this book offers an unparalleled opportunity to refresh and fine-tune your selling skills.
Designed for the hard-driving professional on the go, Mastering the Essentials of Sales distills the wisdom of today's sales superstars into bite-sized lessons you can implement immediately. Learn how to:
- Harness the selling power of words
- Zero-in on customer needs
- Create trust
- Maintain a winning attitude
- Turn setbacks into comebacks
- Chart your performance
- Recession-proof your income
