The Dna of Selling: What You Won't Learn in Business School

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iUniverse, Sep 28, 2009 - Business & Economics - 158 pages
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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Contents

Acknowledgements
7
About the Book
13
Introduction
17
LESSON 1
31
LESSON 2
71
LESSON 3
85
LESSON 4
95
LESSON 5
105
LESSON 6
117
LESSON 7
129
LESSON 8
133
LESSON 9
139
LESSON 10
145
About the Author
151
Copyright

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About the author (2009)

Gerry Shaltz introduces his first book, The DNA of Selling, to share the wealth of knowledge he has gained over many years. His experience in sales, managing, training, and lecturing has earned him much deserved respect in the business community. Gerry is an entrepreneur and multi-faceted businessman. He has a refreshing awareness and uncommon wisdom that he has shared in lectures and workshops with graduating MBAs at major universities, companies, and business organizations.

In addition to his keen understanding of selling and managing salespeople, he has been highly successful working with start-up companies. He is the co-founder and an officer of Seismic Warning Systems, Inc., a company that has developed the world’s leading technology for early warning earthquake systems. He also served on the board of a Beta Group company, Beta Frames, LLC.

The author’s success evidences his ability to use his proven methods, instincts, skills, and gifts to build lasting relationships with clients while doing what he truly loves. Mr. Shaltz has never wavered in his passion for selling and for teaching others how to succeed at selling.

To contact Gerry Shaltz:
www.gerry@gerryshaltz.com

To purchase additional copies:
www.sales@gerryshaltz.com

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