A Book Review: “Quit Whining and Start SELLING” by Kelly Riggs
Today’s blog is a review of a new book, Quit Whining and Start SELLING: A Step-by-Step Guide to a Hall of Fame Career in Sales by my dear friend and STA-Sales-Mastermind-Group colleague Kelly Riggs. There isn’t a finer man in the sales training/coaching/speaking business! The Kindle version is now available on Amazon.com, and the paperback version will be available any day now.
Kelly Riggs is an author, speaker, and business performance coach for executives and companies throughout the United States, and is widely recognized as a powerful speaker and dynamic trainer in the fields of leadership, sales development, and strategic planning.
He is a former two-time national Salesperson-of-the-Year with over two decades of sales management and sales training experience, including the development of two corporate sales training programs in two different industries.
Kelly is also the founder and president of Vmax Performance Group, a business performance improvement company located in Broken Arrow, Oklahoma. His passion is developing people-focused managers and high-performance salespeople.
Kelly has written extensively for numerous industry publications, and his first book, 1-on-1 Management™: What Every Great Manager Knows That You Don’t, was released in 2008.
Full disclosure: Beginning in October 2011, I’ve had the privilege of being Kelly’s sounding board, of giving him, at different stages in the project, my opinion of his new creation. (He calls it “coaching,” but I think that’s a stretch.) After reading the final manuscript draft of Quit Whining and Start SELLING, this is the blurb I wrote for the book:
“Quit Whining and Start SELLING is not only the most comprehensive book on B2B complex selling I’ve ever read, it’s a spot-on fun read that captured me from the first paragraph through the final chapter. Why? Because Kelly tells so many great stories throughout the book to illustrate the important points he wants you to absorb. I can’t urge you enough to order it today! This is an invaluable resource that could change your life. If you become the salesperson Kelly Riggs wants you to be, it just might turn out to be the best investment you’ll ever make for your sales career.”
I want you to know, I meant every word! Yeah, that’s how fantastic I think this book is! I keep going back to it time and time again. It’s become my number one resource for understanding and getting the information I need re the complex sale. I think it’s so important you have your own copy of this book, I’m urging you with everything that I have in me to order it today, now, right this minute! I promise, you’ll be glad you did!
Here’s a complete breakdown of the books Contents:
Part I: Getting Started
Ch. 1: The Opportunity of a Lifetime
Ch. 2: The Value of Five More Hits
Ch. 3: Lost the Whining
Ch. 4: The First Three Steps of Your Journey
Part II: What Are You Selling?
Ch. 5: The Better Mouse Theory
Ch. 6: “Why Should I Buy From You?”
Ch. 7: The Illusion of Great Quality and Excellent
Ch. 8: Who is Selling Whom?
Ch. 9: The Problem With ‘Lowest Price’
Ch. 10: Painting by Numbers
Part III: The 1-on-1 Selling™ Process
Ch. 11: The Foundation of Consistent Sales
Ch. 12: The Right Place at the Right Time
Part IV: Planning
Ch. 13: Plan to Win
Ch. 14: Pareto—A Salesperson’s Best Friend
Ch. 15: The Real Value of KEY Accounts
Ch. 16: TARGETS of Opportunity
Ch. 17: The Devil is in the Details
Part V: Discovery
Ch. 18: The Art of the Interview
Ch. 19: Is Your Customer Qualified?
Ch. 20: Managing Your First Impression
Ch. 21: The Initial Sales Call
Ch. 22: Skip the Interrogation
Ch. 23: A Successful Sales Starts with a
Ch. 24: Filling in the Blanks
Ch. 25: No Credibility, No Sale
Ch. 26: Hidden Treasure
Ch. 27: You Feel Me?
Ch. 28: The Hazards of Change
Ch. 29: Your First Closing Attempt
Part VI: Presentation
Ch. 30: Ready. Fire! (Aim.)
Ch. 31: The Classic Credibility Blunder
Ch. 32: And Here’s the Pitch
Ch. 33: No Points for Style
Ch. 34: Dead Money
Ch. 35: Make it ‘Sticky’
Ch. 36: Create an Impression
Ch. 37: Reaching the Finish Line
Ch. 38: No Place Like Home
Part VII: Delivery
Ch. 39: Deliver the Goods
Ch. 40: Leverage Your Success
Part VIII: Success Habits
Ch. 41: Personal Marketing
Ch. 42: Avoiding elevators
Ch. 43: Talent is Overrated
Ch. 44: From Here to There
Ch. 45: The House Edge
Ch. 46: Are You a Professional Visitor?
Ch. 47: What is a Relationship Worth?
Part IX: The Road Ahead
Ch. 48: The Potential for Greatness
About the Author
As you know, I read and review a lot of sales books. They don’t get any better than Kelly Riggs’s Masterpiece, my friends! It’s going to make a ton of money for you!Posted by Robert Terson | 2 comments