The Dna of Selling: What You Won't Learn in Business School
The DNA of Selling brings a wealth of knowledge and experience the author gained during many years of building a lucrative and fulfilling career in sales. Gerry Shaltz has compiled his most powerful sales tactics into this easy-to-follow guide, complete with step-by-step instructions. He graciously shares his methods in ways designed to meet business and sales professionals at every skill level. Readers will find crucial tools needed to gain, renew, or enhance their own selling skills. This book will also build confidence in students aspiring to create successful careers in selling and business at every level. Even sales veterans working to stay at the top will find inspiration here. The authors seminars and lectures have been widely requested since he first began revealing his trade secrets. He shares his wisdom and proven success building strategies with numerous businesses, organizations and university business schools such as UCLA, Anderson School of Management, and others. These strategies were developed over literally, thousands of sales presentations. In this book, Gerry Shaltz clearly and openly presents tools that many experienced business and sales experts wish theyd had when they first started out. Most business school full professors have never been businessmen. They got their masters, PhD, then taught and wrote their way up the ladder to tenure. There is no tenure in business. If you cant sell (your product, your service, yourself) you are gone. Sadly, most business professors feel that teaching selling is beneath them. You might succeed in business school without selling but you cant succeed in the business world without it. Imagine a medical school where the teaching staff has never performed surgery themselves, yet they are instructing the interns and residents. Thats what you have at business schools. Bob Zider, President, The Beta Group
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achieve answer └ow ask the prospect believe Beta Group better Bob Johnson boss boss’s Brian Tracy build rapport business schools can’t career clients close the deal closed sales closing question Cold calling competition con┐dent Consultative selling couldn’t de┐ning de┐nition decision maker didn’t dif┐cult DNA of Selling doesn’t Douglas Edwards earn effective emphasize the bene┐ts enthusiasm experience fear of rejection feel Gerry Shaltz give goals handling objections he/she hear hidden objection him/her in└uence Keep LESSON manager Michael Bloomberg nalized never of┐ce one’s opportunity Pause person president professional prospect says pure sell reason receptionist recommender remember response sales presentation sales process salesperson selling skills Selling Techniques Setting Appointments simple smile successful tactic telephone tell there’s they’re things Top salespeople Trial Closing UCLA understand utilize visualization What’s words write you’re you’ve