Renown B2C sales speaker, coach and author, Jeff Shore, has written an intriguing new book: Be BOLD and Win the Sale, available January 2014.
The book made me go “Aha!”
Why am I so keen on Jeff Shore’s book? Being bold is about having the poise, confidence and determination to maximize your performance levels. That means having the courage to face your own nagging fears about the sales process itself.
Be BOLD and Win the Sale encourages sellers to draw their professional lines in the status quo selling sands. It’s high time, don’t you think?
If you are a Seller, or a Buyer who’s become completely jaded listening to stereotypic “selling,” haven’t you wished you could hit the “Reset” button more than once recently?
Successful sales people at the top of their game are brutally honest about their sales discomforts. These elite performers experience the same discomfort as everyone else in the sales process. The only difference between them and you is that Top Sellers handle discomfort differently. They embrace their discomfort and move forward.
If you work in sales cultures that task sellers with identifying, and repeatedly dragging, customers over their current pain points until they scream: “OK, OK, I’ll buy what you are selling!” this book is for you. You continue to comfortably sell using the status quo process that you’ve been taught. Your selling methods are hardly proactive or anticipatory of how your product / service / platform provides future peace of mind to the buyer.
You have this nagging feeling that there’s something missing from every account in your customer base. That nagging feeling – your “there has to be something more than this to selling” – is the voice of your own current discomfort with the selling process.
Bold salespeople establish the Buyer’s emotional context. This is an entirely different selling conversation that spieling out features and benefits, stating your case for purchase, and leaving the factual, clinical decision up to the buyer. How many buyers tell you they will get back to you, and then the entire selling process falls into the Black Hole of Decision-making?
Jeff Shore’s book, Be BOLD and Win the Sale, boldly goes where no sales expert has gone before: towards enabling the future for your customers. Jeff’s premise creates a dynamic selling process that extends beyond your need to close the sale and make your quota.
What are the ultimate benefits of selling boldly? You may find yourself one of the Top Sellers, with a loyal and retained customer base, who view you as a partner in their decision-making, both current and future.
All in all, a thoughtful, exciting, provocative and BOLD way to kick off 2014.
Babette N. Ten Haken, President of Sales Aerobics for Engineers®, LLC, catalyzes business transition, startup growth, and professional development. She works on revenue-producing collaboration strategies with non-traditional sellers, engineers, manufacturers, and technical startups.