Sales Genius: A Masterclass in Successful Selling

Front Cover
Gower Publishing, Ltd., 2000 - Business & Economics - 244 pages
The authors describe the 12 traits that characterize the true sales professional - and the 12 different 'intelligences' that they deploy. An extensive self-assessment test highlights those areas that may need further development and ensures that you derive the maximum benefit from the exercises in the book. A knowledge of the 'pain/pleasure principle' of motivation will enable you to understand what prompts people to buy. And with the 'complete picture' method, you can develop compelling sales presentations.
At the heart of the text is the Sales Genius Diary, a 100-day programme of activities based on the 12-traits approach. By the end of that time all 12 will have become an integral part of your business and personal life, providing the basis for a sustained improvement in performance.
 

What people are saying - Write a review

We haven't found any reviews in the usual places.

Contents

The 12 Traits of a Sales Genius
11
Your Brain
27
Sales Intelligences
39
Away from Pain and towards Pleasure
59
Complete Picture Selling
65
The Pull
71
PART THREE THE SALES GENIUS DIARY
77
Day Activity 1 Squelchers
85
Hidden beliefs
137
Accomplishments
138
Sales analysis
139
Change agent
140
Learning something new
141
Sound sense
142
Watch the time
143
Someone new
144

Clean up
86
Positive mind
87
Change that voice
88
Backwards and forwards
89
Doublehand doodles
90
Successful ideas
91
Commonality
92
Take a break
93
Lace up
94
Together again
95
Guided missile
96
Makes sense
97
Round the clock
98
Turn off the TV
99
Play games
100
Think of a song
101
Thermometer
102
Creative thinking
103
Finding new customers
104
Make me feel good
105
Creative insights
106
A mouthful
107
Alignment check
108
Air head
109
Spaced out
111
Reconnect
112
Mirror talk
113
Retreat
114
Yes
115
Object analysis
116
Singing
117
Eyes closed
118
Completion
119
Reinvent yourself
120
Clean up the soundtrack
121
Diet
122
Sales story
123
The year 2010
124
Amnesia
125
Day Activity 41 People watch
126
Increased sales
127
Focus that picture
128
The room
129
Sales commercial
130
Toneup
131
Remember that customer
132
Musical secrets
133
Circle of support
134
Pressured or relaxed
135
Wish list
145
Computer games
146
Picture maths
147
Relax
148
Changing shape
149
Map it
150
Musical memory
151
The letter
152
Mastermind group
153
Colours
154
Smell success
155
Change pace
156
Area of influence
157
Picture it
158
Values
159
Concentration power
160
Your musical muscle
161
Creative preparation
163
Living words
164
Spatial scanning
165
Be Dale Carnegie
166
Force fit
167
Favourite character
168
Seeking
169
Day Activity 83 Visualize
170
Make it up
171
Refocus
172
Big picture listening
173
Ten things to do
174
Association
175
Taste sense
176
Best place and time
177
Excellent communicators
178
Sales success
179
Association buzz
180
Money builder
181
Computers are a must
182
Poetry
183
Finger space
184
Intuitive log
185
Cooperation
186
Web page
187
The 12 Sales Genius Traits
189
Index of Activities
233
Summary of Sales Genius learning points
237
Resources
239
Index
241
Copyright

Common terms and phrases

Bibliographic information