Today is an exciting day, as it’s the official release date of my book (my first), “The Golden 120 Seconds of Every Sales Call.” The press release announcing my book can be found online.
The motivation for writing this book came from what I’ve seen and learned in my 25 years of working “in the trenches” in sales. Sales people — and particularly those who are experiencing the challenges of selling products and services in this economy — are often finding themselves “stuck” and unable to make things happen with prospective customers. They want to improve their sales performance and better manage the sales process. As a result, they desperately seek out new approaches, techniques and ideas that will help them close more deals.
What I touch on in “The Golden 120 Seconds of Every Sales Call” is a sales approach I developed using the knowledge I’ve acquired and the techniques I’ve honed, as well as what I’ve learned from my own sales call mistakes. This approach focuses on common sense tactics that sales people actually already understand but for some reason fail to execute. The good news is they can start applying these tactics immediately.
Most importantly, my approach looks at those critical junctures during a sales call or meeting — the 120 seconds — in which the sales person’s behavior with the prospect can most impact the outcome. Until now, these junctures — and developing strategies for navigating them — have been virtually ignored.
My book is loaded with examples of both sales successes and sales blunders. I’ve used this approach to grow my company and shared it with my clients to help them increase their sales and revenue. If you are looking for a way to turnaround declining sales or end a pattern of lost sales opportunities, my book provides a solution. Check it out at the Barnes & Noble website or Amazon.com.
Peter – thanks for this announcement. I’ve been waiting for your book ever since your presentation to Corridor Nine. I just ordered it from Amazon – Will you sign it for me?
Happy holidays!
Hi Peter – Congratulations on the release of your book AND on posting it to your blog! Keep on writing!
Would you say that your book is geared towards larger sales organizations or is the advice in your book applicable to small businesses as well?
Have a great Christmas!
Hi Liz — Thank you and will do! Book is applicable to small businesses too — as the preparation for sales calls and the execution required to generate sales has a common thread regardless of the size of the organization. Merry Christmas!
Happy to Catie -! Thanks! Happy Holidays!