How to Beat the 80/20 Rule in Selling

A Step-by-Step Guide to Achieving Top Sales Performance

Are you: Frustrated because you are not achieving your sales goals? A successful salesperson looking for tips and ideas to take your performance to the next level? Considering the question, I wonder if I have what it takes to succeed in sales? If you are, this book was written specifically for you! Thousands of books have been written about selling. What s so special about this one? 1. Most books about sales focus on teaching someone how to sell. They do not address the question of whether someone should pursue a career in sales. 2. Information about selling is fragmented. If you are willing to take the time to absorb a variety of books, audio programs and training classes, you can build a broad base of knowledge... eventually. This book provides a step-by-step road map that will teach you how to effectively manage every step of the sales process! 3. This book is part of a selling system. There is a companion book (How to Beat the 80/20 Rule in Sales Team Performance) that teaches business owners, executives and sales managers how to provide the infrastructure and support salespeople need to achieve top sales performance. The two books are intended to be used together to make it as easy as possible for salespeople and managers to implement the changes required to achieve top sales performance. 4. How to Beat the 80/20 Rule in Selling is not the result of ivory tower research conducted by an academic that has never sold for a living. I successfully transitioned from a career in finance to a career in sales. I achieved top sales performance. I have built and managed multiple top-performing sales teams. And, for the past five years I have spent every working day teaching clients how to build top-performing sales teams. This book describes the time-tested, straight-from-the-trenches tools and techniques that have worked for me, the sales teams I have managed, and my clients sales teams. They will work for you, too!