Selling Fearlessly: A Master Salesman’s Secrets for the One-Call-Close Salesperson
Sales books are ubiquitous, but Selling Fearlessly: A Master Salesman’s Secrets for the One-Call-Close Salesperson, although beneficial to all salespeople, specifically targets the one-call-close simple-sale salesperson; addresses all the elements of selling; and spotlights the paralyzing fear factor which 80% of the 16,000,000 salespeople in the United States, who only do 20% of the business, must face every time they make a call or give a presentation. It’s Frank Bettger’s How I Raised Myself from Failure to Success in Selling meets Napoleon Hill’s Think and Grow Rich—two long-time successful backlist books—told in the Zig Ziglar conversational style, yet with an uncompromising, challenging tone, and includes 40 stories plus numerous exercises which show how to sell, not just tell how, from a master salesman/motivator with 43 years of in-the-field selling experience. The author’s purpose is to enlighten and inspire you to become a salesperson, or be a far better salesperson than you are now. Selling Fearlessly truly is a salesman’s instructional manual down to the grayest subtleties, some never before touched upon in a sales book, like “The Mound Road Story”; “The Devil’s Retirement Story”; “Saturation Point”; “Setting the Stage”; “Telling Clues”; “The Importance of Equality”; and “The Sixth Sense.”
The book is formatted into four sections—Bridge to the Triangle, Mental Attitude, Work Habits, Salesmanship—and divided into 57 short, easy to read chapters which allow the reader to absorb each element of selling without reading the entire book. This is not another book of dull, dry abstract theory; this is a book of captivating stories and practical applications raising the curtain on the real world of selling. It’s like watching role-playing. If you’re ready to receive it, this book has the potential to change your life.
Foreword to Selling Fearlessly
– By Dr. Tony Alessandra
These are questions few people have asked before:
- • Are salespeople afraid of some or all of their prospects?
- • Do they see themselves as subservient to their prospects?
- • Do they suffer from acute fear of failure?
- • Is fear the number one reason for their lack of success?
Are these questions especially pertinent to the 80% of salespeople who only do 20% of the business?
If you were to do a survey asking 500 salespeople what their greatest fears are, chances are you would get a lot of surprised looks and statements along the lines of “I’m not afraid of anything.” Chances are, too, the salespeople may not be lying to you; they may really believe to be true what they said. The reason for that is “fear” is not an emotion most of us are consciously in touch with or, even if we are, we hate to admit it. It’s just too painful and embarrassing and, too often, an invitation to ridicule from one’s peers. It is a vast conspiracy really—a king-sized barrier to successful selling—to even discuss it, let alone confront it, is a taboo most refuse to confront.
In Selling Fearlessly, Bob Terson confronts this mighty taboo for all of us and we are all the better off for it; for to be successful in selling requires challenging our fears and forever banishing them to a locked closet and throwing away the key.
Those of us who are true professionals call on people to help them, serve them, better their business lives. We are not there to manipulate or exploit them for our own benefit. To perform at the highest levels, we cannot be afraid of them. Why should we? To perform at the highest levels, we must be the equal of our prospects and customers and why shouldn’t we? Again, we are professionals, are we not? Do we not deserve their respect and even gratitude for the excellent work we do on their behalf? Absolutely! Fear, like all emotions, is simply a state of mind—a temporary state of mind. If you are willing to look deep within yourself, confront and challenge your fears, slash your way through them, success beyond your wildest imagination awaits you.
Selling Fearlessly is not only a hands-on tool to get you past your fears, it will show you how to sell from the perspective of a master salesperson who spent 43 years in the field selling to the same tough customers you deal with every day of your life. This book covers it all—mental attitude, work habits, salesmanship. There are elements of selling Terson brings to your attention that you have never even thought about. This is a book of stories, a book of solid, subtle technique, not a book of abstract theory. This is the real world of selling, a life changer, and after you’ve read this book, you’ll never be the same or think about the sales process the same. Whether you’re a newcomer or a seasoned professional, you’ll find ideas in this book that will take your sales to new levels. As you put these ideas into practice, you’ll see your success with customers soar. Enjoy! Greatness awaits you.
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