Description
If you are a salesperson, Selling To The Point can radically improve the way you work. Selling To The Point begins by showing that the whole idea of "selling" something to someone is over, finished, dead. Yes, it might be true that using your old ways, your buyer might eventually purchase something. But have you noticed how hard that's getting? The problem is not about you. The fact is, this is a new world. In Selling To The Point, Jeffrey Lipsius reveals what your buyers really need from you in this new world-even if they don't know how to ask. Lipsius removes most of the old unquestioned assumptions basic to traditional sales training. Instead, you will learn to see your professional life in a new and refreshing way. Before long, you too will think of "selling" as a completely outmoded way of working. Instead, you will be focused on the Point of selling. And what is the Point of selling? It's amazingly simple. Unlike a lot of boring "how-to" books, Selling to the Point is fun to read because it's told as a story. Here you will meet real people, people who may be quite a bit like you and your customers. You'll experience how they go through the transformation of becoming better buyers, with the help of their salespeople. And as soon as you have read only a few chapters, you'll be able to put Lipsius's powerful new concepts right to work. It's actually that easy, and maybe even fun to change your understanding of the selling process.
About the Author
How did Jeffrey Lipsius develop his breakthrough approach to selling? In fact, it is a culmination of Jeffrey's passion for sales and his lifelong mission to discover the key to peak performance. His quest began on the tennis court at age nineteen. He realized achieving tennis excellence required mental skills as well as physical. His coaches, however, didn't have answers to how tennis players could practice their mental state similarly to practicing a forehand or backhand. Jeffrey's quest led him to the disciplines of yoga and meditation. Then he came upon a book called The Inner Game of Tennis, authored by Timothy Gallwey. Gallwey's book made everything clear to Jeff about the mental side of performance. By applying principles of The Inner Game, he learned to access inner awareness and apply it during matches. His performance transformed substantially both on and off the court. After college, Jeffrey began his lifelong career as a sales profes- sional. While attending a conference, Jeffrey had the great fortune to meet his tennis mentor Timothy Gallwey. They shared ideas about applying The Inner Game to salesperson performance. Jeffrey's new mission was born. He became a regular attendee at Gallwey's workshops, which inspired him to creatively integrate new insights and fine-tune his training. As he trained salespeople, Jeffrey adapted The Inner Game's principles to improve their performance. This process continued for over twenty years. Jeffrey achieved remarkable results with the unique training approach that emerged. He was his company's highest producer. He got promoted to vice president. He trained hundreds of other salespeople to be leading performers in their industries. Jeffrey is introducing this system for peak selling performance in this book. He calls it Selling To The Point(R), and he is passionate about the changes you will experience by applying his method.
