Green Zone Selling: How Top Producing Salespeople Out-Sell, Out-Earn and Outlast Everyone Else

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AuthorHouse, 2011 - Business & Economics - 152 pages
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Why do some salespeople out-sell, out-earn and outlast everyone else? It is because they think, work and approach selling differently than everyone else! A “must read" for every sales professional serious about making more money, Green Zone Selling is a collection of more than 50 best practices and winning approaches used by top salespeople in business today. Unlike other books on selling that are either far too elementary or full of manipulative sales tactics, Green Zone Selling takes you “beyond the basics” and presents intelligent, ethical, authentic and to-the-point advice anyone can easily understand and immediately apply. Imagine having an experienced and proven sales coach working alongside you, putting you on the fast-track to finding more leads, more clients and more! Written in a fast-paced and factual style, the book wastes no time getting right to the point—and pointing you toward how to get where you want to go. Green Zone Selling explores the four critical “zones” for how you can achieve greater success: The Mind Zone ? How your belief system dictates what you do (and don’t do) every day ? Why 20 percent of all salespeople make 80 percent of the money ? Moving your mindset to a more positive way of! The Time Zone ? Time is money; what that really means to commissioned salespeople ? How to identify and concentrate on “high yield” sales activities ? Five easy steps for managing your day and taking control of your time The Contact Zone ? Discovering and practicing the art of “sales speak” ? How to overcome sales call reluctance and a fear of prospecting ? The five most critical selling skills every salesperson needs to master The Future Zone ? Success is pivotal, not progressive; where do you go from here? ? Moving from simply making money to building real wealth ? How to run your business—and your career—from a plan

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About the author (2011)

Doug Smith is founder and President of Douglas Smith & Associates, a speaking, training and coaching firm specializing in showing organizations and sales professionals how to find more customers and make more money in today’s competitive business world.

A dynamic and sought-after speaker, seminar leader and sales expert, Doug invests over 300 hours each year researching and discovering successful practices of top sales performers. He delivers more than 100 workshops, keynote presentations and webinars every year and has published over 200 feature articles in national magazines on the art of professional selling.

Doug and his family live in Asheville, North Carolina.

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