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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 the techniques and tips that you need in order to improve your sales in no time.

There are many things that you are able to do in order to improve your sales. Some of the things that 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

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 to help you get more closes starting today!

©2018 Alex Johnson (P)2018 K.M. Kassi

What listeners say about Sales: Simple and Effective Strategies to Learn and Execute Vital Sales Skills

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Today's competitive selling environment!

In sales, communication is one of the most important things that you can bring to the table. You are never going to form good relationships with your customers, and you will never get the sales that you want if you can't communicate with others.
Most people can guess that a salesperson needs to be good at speaking. They must be able to ask the right questions, put people at ease, and know when to move the presentation over to the close. Talking is necessary to get all of these steps done. However, talking is not the only part of communication that you need to master before you can complete the sale. You also need to master the art of listening.
An important part of the sale is the customer.

If the customer feels like they are being ignored, then you are going to lose them. It is your job to not only talk to the customer but also to listen what they are telling you. When you listen to the customer, you will learn how to provide them the right solutions, when to close the sale and even when to change things up to keep them interested.

19 people found this helpful

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Common Sense and Service First, All the Time

The call-back can be very useful. It will help you to close on your sale, even if you were not able to do it at the initial meeting. But you need to make sure that you complete the call-back in the proper way and good communication can really help to make this happen.
First, make sure that you are allowed to call the prospect and talk about the product. If the customer left your first meeting and asked to not be bothered anymore, then it is not a good idea to keep on calling them. If the prospect asked for some more information on the product, or they provided you with a good number to reach them at, then it is usually fine to give them a call-back.
You need to pick a time that will work the best for the customer for making your call. While one time may work the best for you, each person has a different schedule and you don’t want to annoy the customer by calling when they are most busy. You can discuss a good time to make the call with your potential before you end the initial meeting.
When you make the call, start out by introducing yourself to the prospect.

Depending on their schedules and how much time has passed since your initial meeting, it is possible that they won't remember you right away. You will also have to take some time reintroducing what you talked about during your initial meeting. When time passes, some of the excitement that the customer felt about your product is going to fade away. It is your job at the beginning of the phone call to get the customer re-interested in the purchase.
Depending on how the conversation goes, you may be able to make the close at the end of the call. You will be able to get the payment information from the customer and complete the sale. Whether you complete the sale or not, end the call on a positive note. If you got the sale, this will make it easier to maintain that customer and get them to do more purchase in the future. If you still aren’t able to get the sale, it will leave the door open for you to talk to that individual later on and see if they are still interested in the sale.
During this phone call, you need to make sure that you are properly communicating with your potential customer. First, keep yourself upbeat and positive about the product that you are selling. Remember that even though this is not your first impression, impressions will still be important. In addition, take the time to listen to your customers. If you find that they are resistant to what you are saying or they seem annoyed, it may be time to end the conversation and try again later rather than pushing it too far and making the customer not want to talk to you.

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A very informative guide

An interesting guide to listen, easy to understand, and packed with great ideas to close the sale. Whether you are a newbie or a professional or a hobbyist, this book will take your sales to the next level. Don't be afraid of a sales career because this book will help you face your fears of rejection.

7 people found this helpful

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This book asks and answers them!

For you to make the sale, you need to find out what issue or problem the customer has that they want to be solved. When you find out this information, you will be able to offer your product or service as the solution they are looking for. The questions that you write out ahead of time should search for a problem that your product is able to solve. The customer is likely to have many problems they would like to solve, but the only ones you are interested in are the ones your product can help with. Once it is time to meet with your potential customer, it is important that you make a good first impression. When you meet them, take the time to smile, shake their hand, and thank them for meeting with you. Even if the customer was the one to ask for this meeting in the first place, it is likely that they are busy and even stressed out by the time you get to the meeting. Making a good first impression and showing that you are thankful for the time the customer took out of their day to meet you can really go a long way. After you are done making a good first impression, it is time to get to work. Remember those questions that you wrote down earlier? It is time to bring them out and start asking away.

You need to be able to find out the main issue that is bothering the customer, the one that your product can be the solution to. This may take up all your questions, or it may only take a few based on how open the customer is. It is fine to go off these questions as well if you find that more information is needed.
Once you have located the main issue or concern for your customer, it is time to provide the product as a solution. If you are only working with one product, your choices will be limited. But for those who are working with many products, you may be able to provide more solutions for your customers. Either way, your presentation, and the majority of the rest of your meeting need to focus on the problem the customer has and how your product or service can help solve that problem.

5 people found this helpful

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Highly recommended to anyone

If you want learn and improve your sales, this book help you increase your sales. It provides useful techniques and tips you need to know. This is a great guide for all novices.

4 people found this helpful

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Taught me well

Through this guide, I found out that I'm doing the opposite of what the author recommends. I am now aware that I must be cautious enough and change my strategy by following the instructions and tips laid out here. Hoping that this works for me.

3 people found this helpful

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Don't hesitate to buy this one

Don't hesitate to buy this book if you feel your sales team and management needs a dose of reality. This guidebook will guide you to increase your sales in no time. It provides practical strategies for growth as well as insights on the future of sales.

3 people found this helpful

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Great book for all in the sales realm

I loved listening this book over and over again because I wanted to digest the book.I recommend this book to coaches of all descriptions. It is an excellent resource and a wonderful guide to listen to while driving. Great book for all in the sales realm!

3 people found this helpful

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Wonderful book

I have been in sales for over 3 years and owned a company for a year and this is the single best resource I have ever had to inspire, coach, and lead my sales team. After great frustration and wondering why my people weren't listening, I have changed my approach completely. Thank You!

3 people found this helpful

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Must-have guide

Are you a salesperson who is passionate about your product or service but you're struggling to turn each presentation into a sale? You are just like me! This guide has the best strategies, techniques and tips to follow. With the help of this guide, I was guided in choosing right client and how to properly communicate with them.

3 people found this helpful

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  • Dollie Ring
  • 27-02-21

The Roadmap for Expanding Sales

The best salespeople know that in order to close the deal, they need to form a good relationship with the other person. And this is much easier to do when you are able to meet directly with the client. Yes, setting up face to face meetings with your customers can take some time out of your day. This is why it is so important for you to set up your demographics ahead of time and then stick with it. Without this demographic set up ahead of time, you will set up way too many meetings with people who are not right for your product or service. When you know what your customer looks like, you are more likely to pick out people who are not only interested in listening to your presentation but who are more likely to make the purchase.

When it comes to sales, you will spend a lot of time meeting with clients. While some salespeople may wish that they could send out emails and make all their sales, this is not something that works, even in the modern world. Your customers want to form a relationship with you. They want to meet with you, talk with you, and form a bond of trust with you. This is not something that can happen when you send some lines through email. Instead, you will need to spend time meeting with the client, and perhaps a few phone calls, before you are able to close the deal.

Sales meetings are a critical component of you earning a sale. While the things you say to the client during the meeting are important, you do need to start before you ever shake hands with the client. Doing your homework is important. You need to learn as much as possible about the client before you go out and meet with them. This does not mean that you need to stalk them or go do anything crazy. But having a good idea of the demographics you are meeting with and, perhaps asking some questions about that person in particular, when you set up the meeting can help you to fulfill this part.

21 people found this helpful

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  • Sidney
  • 21-03-21

Sales that Doesn't Hold Back

Take a moment to think about who your perfect customer will be. Do they belong to a certain industry or have a specific background? Do they live in a certain place? What age are they? Do they like to travel, own a home, or have kids? Knowing this information and writing it down from the start can help to save you time because you know exactly who you are looking for. Now, if you are working with different products, there may be different target audiences for each product. In addition, you may find that the demographics are going to change over time. You may add new products, change a product, or even change up your strategy or solution and the market will change with it. No matter how this information will change in the future, it is important to come up with some kind of demographics in the beginning can help you to reach the right customer. Next, you need to work with a sales target. Most of your sales goals are going to be revenue-based. For example, you may want to set a total target of $10 million in annual recurring revenue for your company. You can also decide to set what is known as a volume goal. This would be something like adding in 100 new customers to the business or making 300 sales. When you are setting your objectives, make sure that they are realistic.

If you set goals that you are never going to be able to reach, the entire sales plan becomes pretty useless. You want it to be a challenge, something that you need to work towards, but the goals shouldn’t be so hard to reach that they are unattainable.

18 people found this helpful

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  • Mitchelle Wayne
  • 25-02-20

An excellent guide to follow

An exceptional book to listen. This book covers the essential information in getting started your sales career. It explains the tips and techniques in building a sales strategy that actually works. I love its concepts, platforms and technical analysis.

6 people found this helpful

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  • Sam
  • 28-03-21

Now i know it all about Sales!

Planning in sales is going to be strongly correlated with sales success. An international study of business-to-business sales teams found that the sales groups that are the most effective are the ones who did a good job at planning out their sales in all areas. These would include planning out their sales calls, sales strategies for each customer, planning coverage for their assigned territory, and even planning out their daily activities. Unfortunately, research has also shown that despite the benefits of planning, and how it can help you be successful with sales, most people who are in sales are still not setting goals and making their sales plans. This is putting them at a huge disadvantage compared to those who do plan out their sales goals and could be a major reason why they are not getting the results that they want.
To help you reach your sales goals, you need to come up with a sales plan. This sales plan is going to lay out your objectives, your high-level tactics, the potential obstacles that you will face, and the target audience that you want to work with. It is kind of like a business plan, but it outlines how you will go about your selling process. A business plan is going to lay out your goals while the sales plan is going to describe how you will make these goals happen.

5 people found this helpful

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  • Janice Holmes
  • 25-02-20

Don't miss this book!

Closing the sale? Closing a sale is one of my problems. As a novice, I’m having a hard time to close a deal with my customers. It’s a very crucial thing to me. So I decided to find ways on how to overcome my fear and become like a pro. Upon searching I found this one and I can barely say that it boost my confidence to pursue my sales career. I learned some tips and techniques how to interact with customers. I’m thankful to find this one.

5 people found this helpful

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  • Betty Murtagh
  • 25-03-21

Do you sell for a living? Buy this book!

If you are worried about whether you are seeing a buying signal or not, it is fine to ask the customer whether they are ready or not. The customer will either tell you yes or no and you can proceed from there. If the customer is not ready, you simply go back to the presentation and continue working on the benefits the customer will get the product or service. If the customer is ready, then it is time for you to move on to the sale. While you are talking to the potential customer, you should figure out the buying time-frame. Ideally, the customer is going to be ready to make the purchase right now, but that doesn't always happen. This doesn't mean that you have lost out on the sale. It just means that you may need to keep checking in with the customer and having a good idea of the time-frame the customer will follow for making the purchase can help you have an idea of how serious they are about the purchase and how long you need to pursue them.

The best way to get this information is to ask a question like, “If I show you exactly what you are looking for and the price is reasonable, what time frame will you be at for making a decision?”

Many of the customers that you meet with are going to have objections to the product. They may feel that they don't need the product, that the product costs too much, or something else. If you are certain ahead of time (or you can figure it out by looking at the way the customer is responding to your message), that there is going to be an objection, you can preempt it by admitting to this issue before the customer brings it up. For example, you could say something like, "Some customers say that our product costs a little too much, but…" Admitting to the cons and the pros of your product and talking to them with the customer can help enhance your credibility.

3 people found this helpful

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  • Evengeline Eve
  • 27-02-20

Helped me a lot

I would say that this guide book helped me a lot in managing my sales. I've learned the secrets to closing the sale and how important it is. I'll definitely apply the things I learned. Good thing I found this one.

3 people found this helpful

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  • Randy Parker
  • 26-02-20

Makes you positive

If you have been so lost in a negative self-talk and you want to get out of that rut, this is the book for you! I've implemented many of the principles from this book and have seen amazing results. In fact, I've listened each day to this audible version so I can squeeze out every piece of wisdom possible and use it with my sales team.

3 people found this helpful

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  • Jeremy Phillips
  • 26-02-20

Great way start you sales career!

A great way to start your sales career. This book will give you the ability to confidentially enter the sales industry by understanding the right mindset for sales.

3 people found this helpful

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  • Louis Turner
  • 25-02-20

Practical and useful reference

I loved the tone and contents of this book. It helped me understand who to sell my values so I don't appear pushy. If you're in sales this book is a must-have to listen. You'll surely amazed how useful it was.

3 people found this helpful