The 8 Best Practices of High-Performing Salespeople

Front Cover
John Wiley & Sons, Apr 19, 2012 - Business & Economics - 228 pages
What does it take to become a high-performing salesperson?

This book reveals the eight best practices you need to master in order to become a top producer. The 8 Best Practices of High-Performing Salespeople follows the stories of real sales professionals, relating their experiences and challenges first-hand. The 8 Best Practices of High-Performing Salespeople is like a private coaching session for those who want to increase sales and build lasting value in their business. It offers practical advice and simple strategies from the best in the business, even letting you in on actual situations and conversations. No matter what business you are in, adopting the 8 Best Practices will increase your revenue and allow you to reach your full potential.

"Norm Trainor brings you concrete advice and sheer wisdom on the 'inner game' of sales. Much beyond just learning about breakthrough sales performance from the best in the business, reading this book is like getting private coaching sessions from someone who has mastered how you can constantly surpass yourself in creating client capital."
—Hubert St. Onge, Senior Vice President, Strategic Capabilities, Clarica

"Norm Trainor has proven that he's the master of relationship selling. He has shown how to achieve excellence as a salesperson and, more importantly, how to manage success to become a thriving business owner. This book has value for salespeople wherever they are on their career journey."
—Steve Stacey, Vice President and Director, Nesbitt Burns Inc.

"This book is a must-read for any sales professional who wishes to grow their practice in the future."
—A.A. (Art) Schooley, General Manager, Manulife Financial

"Norm Trainor gives the reader a fast, easy-to-understand journey to success. This book is a must-read for the ambitious salesperson-it is loaded with useful information."
—S. Ross Johnson, Retired President, Canadian Operations, The Prudential Insurance Co. of America
 

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User Review  - capiam1234 - LibraryThing

Really enjoyed this one. I love the stories and how they helped convey the lessons in a realistic and familiar way. I took a lot of valuable facts and methods away from this book. I will definately be re-reading this one in the near future to ensure I grasp some of these teachings. Read full review

LibraryThing Review

User Review  - smcamp1234 - LibraryThing

Really enjoyed this one. I love the stories and how they helped convey the lessons in a realistic and familiar way. I took a lot of valuable facts and methods away from this book. I will definately be re-reading this one in the near future to ensure I grasp some of these teachings. Read full review

Contents

The 90000000 Challenge
The 8 Best Practices
The Avalanche That Nearly Brought the House Down
The Terrifying Cycle In My Life
The Dark Ugly Days Of My Childhood
Success Means Death
Success Is A Bad Thing
The Difference Between Failing And Failure
Full Sensory Communication
Develop the Solution
Present the Solution
Alvins Presentation Procedure
Convert the Problem Into An Opportunity
Frame the Presentation
Close
Closing Time

SelfAwareness Is Power
Why Knowing What You Want Is So Important
A Disaster Waiting To Happen
Blowing a Big Case
The Origin Of Inner Conflict
How To Achieve Your Goals Of Success
Success is Rarely An Accident
Above Top Secret
The Journey Begins
Working Way Too Hard
Identify Your Ideal Client
Demographics and Psychographics
The Rich Folk Of Simcoe Hall
Analyze Your Natural Market
Identify Your Target Markets
The Rule of 8020
Prepare Your Top 20 List
Promote Yourself
The Plan In Action
The payoff
The Snake Eats Its Tail
Understand Your Clients Personal Needs
The Three Phases of Financial Management
Age 60 PlusAsset Management and Utilization
Immerse Yourself inTheir World
Trade Journals
Applying Strategies 1 and 2 to the Ivan Kapeck Deal
If the Shoe Fits
Understanding Mortones Financial RiskReturn Relationships
Prepare Practice and Perfect RiskReturn Scripts
Practicing
Know Your Client
The Hidden Truths
All Decisions are Value Based
What Motivates People to Make a Decision?
The Interplay Between Needs Wants and Values
How We Spend Our Time and Money
Rebecca and the Sure Thing
Competing Needs Wants and Values
Confidence Man
All Decisions are Risk Based
Understand How People Make Decisions
Establish Confidence
T Minus 3 minutes
Confidence
Purchasing Confidence
Mannerisms
Identify Your Prospects Needs Wants and Values
Garys Current Situation
Garys Desired Situation
Exposing the Gap
The Immortal Future
Rebeccas New Idea
The Delivery
Commit to Ongoing Service
The Product Delivery Meeting
Incompletions Rob You of Energy
The Interview
Focus On the Client
A Lesson From the Computer Business
We Not I
Create client capital
The Difference Between Referrals and Introductions
Foreign Affairs
The Final Approach
A New Approach for Obtaining Introductions
Getting the Appointment With Johnny Huang
Asking for Introductions
Deep Into the Mud Bath
Johnny Huang in the Flesh
The Importance of Introductions
The Path of Least Resistance
Make Yourself Referable
Utilize the 8Step Process for Obtaining Introductions
Risk Averse Clients
Ask for Help
Describe Your Ideal Client
Qualify Your Prospects
Using Timing to Obtain Introductions
Let Others Describe Your Capabilities So That Your Reputation Precedes You
Thank Your Client
Expand Your Referral Base
Dday
The 2million Year
On Your MarkGet SetGo
The 9 Oclock Meeting
The People
Delegate to Other People
Delegate to Technology
Build an Organization
Star Chamber
The Wise Mans Wisdom
Use Information Sources
Work With Your Suppliers
Develop Mentoring Relationships
Utilize Resources
Finding Qualified Prospects
Finding Time
Succession Planning
Fantastic Results
Moving Forward With the 8 Best Practices
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About the author (2012)

Norm Trainor began his career as a sales professional in the life insurance business in 1970. In 1975 he left the insurance business to help other salespeople become high performers. He began Wilson Learning Corporation's Canadian operation in 1975 and not only became their managing director, but was also Wilson Learning Corporation's leading salesperson. He is now a principal of the Covenant Group, specializing in salesforce effectiveness, business and practice management and customized learning programs. he has worked with the 20 largest life insurance companies in Canada, the 5 largest banks, and a number of trust companies, mutual funds and securities dealers. In addition, he has worked extensively in the computer, telecommunications, office products and automotive industries. Norm's academic background includes post-graduate work in psychology and the behavioral sciences. He speaks at conferences and seminars around the world and writes regular columns for the Canadian HR Reporter and Investment Executive. He lives in Toronto with his wife Wendy and their three children, Ryan, Shauna and Sloan.

Donald Cowper, a former insurance broker, is now a writer, and coauthor with David Cowper and Andrew Haynes of Mega-Selling. He is also the coauthro with Kevin Guest and Andrew Haynes of Youth Violence: How To Protect Your Kids.

Andrew Haynes, former publisher of The Species Review, a Canadian high-tech magazine, is a writer, and coauthor of Mega-Selling and Youth Violence: How To Protect Your Kids. He lives in Toronto with his wife, Christine.

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