Accelerate the Sale: Kick-Start Your Personal Selling Style to Close More Sales, Faster

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McGraw Hill Professional, Jul 1, 2011 - Business & Economics - 272 pages
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Open the throttle on your sales potential—and leave your competitors in the dust!

Selling today can be brutal. You need to rev it up if you want to close more deals. Accelerate the Sale shows how to:

  • Qualify Buyers Using Just Two Well-Selected Words
  • Develop Your Marketplace Superiority
  • Acquire unparalleled persuasive language techniques

Whether you sell B2B or B2C, use Accelerate the Sale to power your sales success from 0 to 60 in no time flat.

Praise for Accelerate the Sale:

“I drive exotic cars, and it’s an interesting coincidence that Mark talks about speed, acceleration, and roaring to the finish line. This book is not a theoretical guide but rather a practical companion. It’s a high-performance learning vehicle.”
—Alan Weiss , author of Million Dollar Consulting

“Great book! It’s loaded with ‘golden nuggets’ throughout each chapter. Add the ‘Street Smarts’ and ‘Accsellerators’ sections and you have the new A-to-Z quick reference for sales success!”
—Greg Heichelbech, CEO, Triumph North America

“Any serious student of sales and sales leadership would do well to reflect on the wisdom Mark Rodgers has packed into this book!”
—Bob Althoff, President of the world’s oldest Harley-Davidson dealership, A.D. Farrow Harley-Davidson

“This powerful, practical book, based on proven, real-life experience, shows you how to make the sale, faster and easier than ever before!”
—Brian Tracy, author of The Psychology of Selling

 

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Contents

Lessons from Your Victory Lap
1
The Parameters for Sales Success
17
Really Understanding Your Offering
43
Language Is the Key
59
The Power of Process
81
You Need Insight Not a Satellite
105
Fast Starts and Getting There First
123
Rebutting the Toughest Objections
139
Nitrous Oxide for Your Sales Engine
163
Kicking Your Career into Overdrive
185
How Not to Lose Control of Your Buyer
205
When Youve Pushed Your Motor Past Its Limits
225
Keeping Your Competition in the Rearview Mirror and Your Eyes on the Road Ahead
241
Accselleration Assessment Are You Headed for the Checkered Flag?
259
Index
265
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About the author (2011)

Mark Rodgers is a principal partner of the Peak Performance Business Group, which helps clients accelerate their sales, marketing, and management efforts, achieving astonishing results. His work attracts clients as diverse as the Harley-Davidson Motor Company and the Executive Education Program at the University of Wisconsin-Madison.

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