I admire them for some many reasons and I longed for a way to pick their brains. Receiving their recommendations not only gave me a chance to learn, but with each book, I strive to figure out the “why” behind it. Why did they choose this particular book? What was their biggest takeaway and lesson for me?
My February 2018 book was recommended by Dana Sellers, co-founder and retired CEO of Encore Health Resources. Dana has spent her 30-year career championing the use of healthcare IT to improve patient care and outcomes. A skilled leader, she has been praised by the chief information officers (CIOs) she served and the staff she oversaw for her people-focused, solutions-driven approach. Notice the first word used to describe her approach, “people.” Though I never had the pleasure of working with Dana, I have been in awe of her uncanny ability to connect with people. I have seen her interact with colleagues, clients, and staff alike-all with the same compassion and objective-driven focus. Dana’s first recommendation was How I Raised Myself from Failure to Success in Selling by Frank Bettger. A business classic endorsed by Dale Carnegie, this month’s read follows the story for Bettger as he reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson.
Identifying “Holes” In Your Sales Process
This exercise helped me realized my “holes” in selling; where I could potentially be missing the mark. Over the last few weeks I have been focusing on bringing these principles into daily practice and it’s made a huge difference. I am now focused more on seeing things from the other person’s point of view and trying to talk more in terms of their wants, needs, and desires.
Analysis of the Basic Principles Used In Making Sales
Favorite Chapter: 9-How Asking Questions Increased the Effectiveness of My Sales Interviews
This procedure seems practical and simple. Asking questions helps you identify their most vulnerable point and helps crystallize the other person’s thinking. For some, this strategy also helps you avoid talking too much. You can do two things with a question:
Favorite Quote: The Conquest of Fear
How Can I Use These Lessons To Benefit NWC
Salesmanship consists of asking questions and listening. It takes patience to listen and focus to completely understand the client’s situation. In sales, I need to let go of my need to convince the client about my strategies and solutions and genuinely keep asking questions to expand their vision. Only then can I truly listen for their needs and show how my offering might fulfill them.