Listen free for 30 days

Listen with a free trial

One credit a month, good for any title to download and keep.
Unlimited listening to the Plus Catalogue - thousands of select Audible Originals, podcasts and audiobooks.
Exclusive member-only deals.
No commitment - cancel anytime.
Buy Now for £13.79

Buy Now for £13.79

Pay using card ending in
By completing your purchase, you agree to Audible's Conditions of Use and authorise Audible to charge your designated card or any other card on file. Please see our Privacy Notice, Cookies Notice and Interest-based Ads Notice.

Summary

Working in sales will take some time and effort. You have many steps to undertake before you are able to close the deal and earn the money that is promised in this career choice. For some people who are having trouble with closing the deal, it can be frustrating to think about all that hard work going to waste. This guidebook is going to provide you with all the basic and advanced techniques and tips you need in order to improve your sales in no time.  

There are many things you are able to do in order to improve your sales. Some of the things we will discuss in this guidebook include:  

  • Why is the close so important? 
  • The right mindset for sales  
  • Planning out your success  
  • Meeting with the client  
  • Keeping communication open  
  • Following up with the customer  
  • The perfect close  
  • How to put it all together  
  • And much, much more!  

When it comes to sales, knowing how to interact with your customers and not waste time can be so important to how much money you can make. Make sure to check out this guidebook bundle to help you get more closes starting today!  

©2018 Daniel Pratt (P)2018 K.M. Kassi

What listeners say about Sales: Bible of 3 Books in 1

Average customer ratings
Overall
  • 5 out of 5 stars
  • 5 Stars
    51
  • 4 Stars
    1
  • 3 Stars
    0
  • 2 Stars
    0
  • 1 Stars
    0
Performance
  • 5 out of 5 stars
  • 5 Stars
    51
  • 4 Stars
    1
  • 3 Stars
    0
  • 2 Stars
    0
  • 1 Stars
    0
Story
  • 5 out of 5 stars
  • 5 Stars
    51
  • 4 Stars
    1
  • 3 Stars
    0
  • 2 Stars
    0
  • 1 Stars
    0

Reviews - Please select the tabs below to change the source of reviews.

Sort by:
Filter by:
  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

Top Sales Principles of the Elite

Selling is not about making people buy unwanted products. Instead, it is about connecting products to people who need them.

It is a common misconception that good salespeople just convince consumers to buy things and services they do not need. In the old days, that might have been the case. However, nowadays, buyers are more intelligent. They have the internet so they can easily look up products and services and choose those that fit their needs. That’s why today’s salespeople must be experts in their products. This also means that your job as a salesperson is to find customers who need your product.

When you find the right person to sell to, it’s time to use your convincing power to hasten the sales process.

22 people found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

A Reliable Source

The moment you get your sales job, your first task is to learn everything you can about the products or services you’ll be selling. In meetings with potential clients, you will be talking about the products. It is only logical that you learn everything about the product so that you will know how to present it and how to answer the customer’s questions. If you can’t answer customer questions about your product, they are not going to trust you and buy from you. Start with the features. You can start by going through the brochure of your company. If you are selling more than one model of the same type of product, know the difference between each one. Also, take note of the features that make each version of the product unique. Most importantly, know when to suggest each one to your customers so that they match your buyers’ needs. When selling laptops for instance, it is important to learn the types of unique features and specifications of each brand and model. You could then, match these features according to the needs of your buyer. If the customer tells you that she will use the laptop for video editing for example, choose to show laptops with great computing power with large screens. If the buyer says that he will use it as a travel computer, choose to show lightweight laptop models.

16 people found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

First Stop For Any Aspiring Entrepreneur

Great course - really informative and offers a solid understanding of what a career in sales would be like in the first year, and beyond.

There are many things you are able to do in order to improve your sales. Some of the things this guidebook include: Why is the close so important? The right mindset for sales, Planning out your success, Meeting with the client, Keeping communication open, Following up with the customer, The perfect close, and How to put it all together.

It's given me a lot to think about and has really prepared me for everything from the interview process to getting suck into cold-calling. Highly recommend!

10 people found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

Know your target market

To find the right people for your products, put up your marketing campaigns in areas where your ideal buyers can see them. If you are selling high-end sports shoes for instance, show your ads near gyms and sports venues rather than on general ad spots like TV, radio or publications. To justify the higher price of your products, add additional value that other salespeople do not offer. For other companies like Apple, the higher price itself is what gives the product the additional value. Apple’s premium branding strategy is so effective that buyers feel purely out of ownership of an expensive product – even if it has almost the same functionality and quality as other products of the same kind. If your brand is not a premium brand, you’d have to add value in different ways. When selling sunglasses for example, you could offer a free guide on finding the best type of sunglasses for your face shape. You could also provide additional services like tightening of screw of the glasses to your buyers. These additional services will justify the premium prices of your products. It will also attract former buyers back to your store. The scope of your operation is another factor that limits your marketing capabilities. While it is possible to advertise to and contact people outside of your area, it will cost too much for you to reach these people. The economic law of diminishing returns states that it is advantageous for you to focus your energy on the buyers closest to your area of operation. It will cost less to market to these people. It will also be cheaper for you to meet with them. As you try to reach people farther from your optimal area of operation, you are increasing your business cost, decreasing the total amount of returns. The scope of your operation is another factor that limits your marketing capabilities.

9 people found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

Build Your Business Through Referrals

Like you are selling a smartphone that can hold 40 gigabytes worth of data. While most people who are familiar with how computer works will appreciate what that means, most of your buyers will want an explanation. Translate the technical terms into language that your customers will understand. Instead of saying that the phone can store 40 gigabytes of data, try saying that it has such high storage capacity that it would enable you to enjoy listening to thousands of songs. Make the feature directly relatable. This tip does not just apply to technical information. It applies to every item. For example, instead of saying that a coffeemaker is “lowmaintenance,” say that it is easy to clean, which leaves the user with plenty of time for other things. One feature can lead to more than one benefit. For instance, a knife that uses premium steel will last for a long time and it can keep its sharpness longer compared to low quality knives. When you are studying the product, find all the possible benefits that you can get from each feature. By learning them, you will be able to present the product or service in many different ways. You can approach the sales presentation from many angles.

6 people found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

Focus on the customer

As a salesperson, you will need to study your product, learn the sales process and find ways to refine the process. However, when you are in front of the customer, you should give him or her your undivided attention.

Regular sales representatives just want to present, close the deal, and end the interaction as fast as possible. With this kind of mindset, most salespeople often make their buyers feel unimportant.

As a result, the prospects feel like the salesperson is only focused on selling their product and not at all concerned about their needs.

4 people found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

Learn the ideal sales process for your product

Now that you are in the position to sell the product to your buyers, you should start identifying the steps that you need to take to make sales. Start by examining how the marketing of your product or service is done. You could then create a systematic process of the tasks that you need to take to make the sale. A salesperson selling investment management services for instance, needs to call the prospect, set an appointment, build rapport, conduct a product presentation, handle objections, close the deal and facilitate the contract. On the hand, a sales person selling smartphones in a store just needs to market the product to his or her target audiences near the store. He could just wait for the buyers to come in. When they are in the store, he just needs to answer a few more questions and handle a few objections to make the sale With the investment salesman, there is a need to build rapport and to gain the trust of the buyer first, before attempting to close the sale. The smartphone salesman on the other hand, could sell his products to complete strangers. The nature of their products determined the steps in their sales process.

1 person found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

you will love it!

ya the course which is provided the word which is used by Alex Johnson is great it's an great audio to listen and need to learn a lot a minor minor things in sales practise which we do in our daily to daily routine

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

Change in 30 days!

A great course. Really great insights throughout. Looking forward to applying the findings straight away.

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

Fantastic read on self improvement!

I loved this course as i am in sales myself and it has made me realise that everyone can sell and you must never give up.

Sort by:
Filter by:
  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for Steven
  • Steven
  • 25-10-20

WILL change the way you do business ...

In all companies that deal with sales, the top 20% of all sales people usually make 80% of the money. If you look even closer at the numbers, chances are that the top 5% of the salesforce are making more than half of the 80%.

This audiobook discusses the secrets that only the top 5% know. They use these tricks to get ahead of the pack. Before we can go to these secrets however, let us first discuss the basics of sales. This is the first secret of the top salespeople; they never skip the basics when reading sales books.

The basic knowledge of sales is essential. this will be using these basic concepts throughout the book.

24 people found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for Billy Robinson
  • Billy Robinson
  • 28-10-20

Filled with interesting psychology

Each product is designed with a target demographic in mind. It is also the salesperson’s job to match the product to the right people. You cannot just say that your product is meant for everyone. You will have a difficult time finding buyers with this approach. Instead, try to identify the right groups of buyers of your products and spend all your time and energy chasing after them. At this point, you must find the segment of the market that your product is suited for. The market that your product is intended for will be narrowed by certain factors. One of the primary factors to consider is the features of your product. If you are selling muscle cars for instance, you will notice that only a segment of the car-buying market is interested in it. Aside from the features of the product, the price also limits the segment of the market that you can sell to. If you are selling a premium type of electric razor for instance, you should eventually accept that not everyone is willing to buy a product at premium prices when there are cheaper alternatives in the market. You should check the price bracket of your product compared to the alternatives in the market. If your product is on the expensive side of the spectrum, you could sell them to people who are willing to spend extra for the features that only your product offers. If this is the case, avoid marketing to bargain hunters because they will not buy from you once they hear the price. It will be a waste of time and energy to convince them to buy from you.

15 people found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for KELLY
  • KELLY
  • 26-10-20

Pay attention to what the customer is saying .....

To show that you are focusing on the customers’ needs, you should learn to listen attentively to the people you are talking to. Listening is one of the most important skills required in sales. Most people think of a salesperson as a natural talker but they never consider the amount of listening that comes with the job.

Listening allows you to learn about the needs of your customers. It also allows you to learn about the things, people or events that they care most about.

If you are a master of listening to your customers, you are more likely to pick up these types of information. Use them to build your presentation and your rebuttal for your prospects’ objections.

15 people found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for rhonarrhonatgmaildotcom
  • rhonarrhonatgmaildotcom
  • 05-01-20

increase the sales your getting now

I really enjoyed this book! There are many things that the author goes very in-depth with.
If you plan on having a career in sales, or would like to increase the sales your getting now,
I suggest purchasing this audiobook.

7 people found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for ROY
  • ROY
  • 02-11-20

WILL change the way you do business ...

In online marketing, reaching your target market is a whole, new ball game. Most buyers have grown to rely on online search tools to look for products and services they need. If they find your product online while searching, they may call you or go directly to your store. To do this, you should have a website where there is detailed information about the your products you offer. Optimize your content so that search engines will be able to find it, scale it, and categorize it. With a properly optimized website, you will claim the top spots in search engine result pages (SERPs) for keywords related to your website. You could even make the process easier by allowing purchases directly from your website, as in ecommerce websites. With the addition of the cart feature, you will be able to expand the scope of your business. People from all over the country will be able to buy your product. Do they buy it regularly? Or do they need a strong motivator to be convinced to buy? Lastly, try to learn how they usually pay for the product or service. Do they use cash? Or do they buy using credit? The elite salespeople learn each detail in the buyers’ buying process for their product. If you can learn each step that they take, you can position yourself somewhere in their buying process. In some cases, you may need to disrupt their process so that they will buy from you instead of going to their habitual source. If most of your target market buys from the supermarket for example, you could position your product at the entrance. You could even go door-to-door to sell your product. By doing this, you will be disrupting the usual habit of the buyer. Because your process is more convenient than their usual system, they may become regular customers.

6 people found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for Rose Anson
  • Rose Anson
  • 26-10-20

Great book. Get it!

I REALLY enjoyed this course, it had some great tips that I had not really considered in my own field. Sometimes, you just need that little nudge and this course had some good offerings. I work in real estate and the first slide spoke to me. I need to re-evaluate my current pipe line before moving further forward. I have been so busy letting people know I am here to serve them virtually that I practically forgot to ask them 'hey, has anything changed for you'. I took something from each section of this course. The instructor is great to listen to, nicely spoken, the information was clear and concise and not too deep. My mind is so full after all the WFH training I have been doing since sept. I am at a point where I cannot 'do' too much deep analysis and studying. I need quick, to-the-point hints and tips in a digestable way and this course delivered for me. I would give the content and presentation 10 stars if the option was available!

5 people found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for Dale Francisco
  • Dale Francisco
  • 03-01-20

This book has helped me close sales like a mad man

This book has helped me close sales like a mad man, the technique he teaches you are amazing. Like using the force. If you have the force it'll help you get the sale. Amazing amazing tool for sales people.

2 people found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for mickey
  • mickey
  • 29-06-18

i will surely recommend to everyone

I love this Sales-Bible Book. It is a foundation for all my sales and leadership Tips and Tricks. Looking forward to getting help from this book in making this big lifestyle.

2 people found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for John Sy
  • John Sy
  • 07-01-20

He has introduced many new ideas.

In this book, he was able to cite from his experience to backup the points that he wants to bring across to us. He has introduced many new ideas. Most other books that I have read and listened is filled with common sense but this is not.

1 person found this helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for Sandoval Zyrille.
  • Sandoval Zyrille.
  • 07-01-20

A must have!

If you're looking and or searching for an audiobook that will help you increase your knowledge about how 'Sales' in any industry should go, then this audiobook is a must have! It challenges you to step out of your comfort zone while at the same time giving a no nonsense approach to closing the sales dialogue.

1 person found this helpful