Road to a Sale: Qualified by experence

Most salespeople were never shown the road.They were handed a price list and a target and told to get on with it. They were taught closing lines before they were taught listening. They were told selling was about being persuasive, so they became pushy - and being pushy made them feel dirty, and feeling dirty made them quit.It does not have to be like that.Lloyd Gaunt has been selling since he was thirteen, when he picked lemons off his grandmother's tree, put them in a bag and knocked on doors until enough people said yes. Four decades later he has sold grand pianos to people who had never played a note, brand new Hondas to families counting every dollar, and Ferraris and BMWs to people who never asked the price at all. For the last thirty-five years he has built, run and trained elite sales teams in direct face-to-face and business-to-business selling.Different products. Different decades. Different technology. And in all that time, the thing that actually makes a sale has not moved an inch.The Road to the Sale is the training Lloyd wishes somebody had given him on day one. Not closing tricks. Not scripts to hide behind. Twelve stages, in order, from the first phone call to the referral that starts the next one - and the plain truth underneath all of them.Inside this book you will discover- The ABC of elite selling - Attitude, Belief and Commitment, and why technique built on anything else falls through the floor- How to handle a phone enquiry so it becomes a booked appointment with every decision maker in the room- Qualifying: the four questions that decide the sale before you show a customer a single thing- How to create the desire of ownership instead of describing a product- Trial closes, a four-step method that works on any objection, and seven ways to ask for the business- Follow-up and referrals, and the numbers that carry you through a bad month- A full script library, an objection handbook, a weekly tracker and a thirty-day road map you can start on MondayWho it is forIf you are new, start at the beginning and work through in order. By the end of your first month you will be running a professional process instead of hoping.If you have been doing this for years and the numbers have quietly slipped, use it as a service check. Read a chapter, go and do it consciously for a week, then read the next one.If you lead a team, it gives your whole floor a common language - plus a chapter on coaching the ratios instead of shouting at the result.Every technique in this book rests on one plain truth, and it has not changed in hundreds of years: people only buy from people they like and trust. We are not in the selling business. We are in the helping business.Qualified by experience.Love people. Love life. Love selling.