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Maximum Selling:
Bob and Rob's journey to sales success
About the Book:
The book titled Maximum Selling: Bob and Rob’s Journey to Sales
Success is an outstanding book for developing and strengthening
your selling skills immediately. There are two key advantages why
this book is an absolutely necessity for anyone that wants more
sales and for those who manage people who want more sales.
First, the book addresses each aspect of the sales process in the exact progression that will maximize your opportunity to win and keep new business.
Secondly, the book is written in a story format about two salespeople who want to sell more, a great deal more, but do not know how. Bob and Rob take the sales journey that will ensure their success for a lifetime.
The book is funny and easy to read. The tools you will learn can be used the moment you put the book down, which of course you will not want to do until you finish the last page (with it’s own unique ending).
Maximum Selling will literally put in your hands the tools and specific techniques needed to accelerate you to your own maximum level of sales performance that you truly are capable of achieving.
- Find out how Bob and Rob take the journey of examining their own confidence levels and learn how to self manage the behaviors that will lead to their own success.
- Discover a goal setting method that will blow the doors off of anything you have seen before.
- Realize how to effectively prospect, uncover hidden needs of the buyer, and present superior selling solutions.
- Negotiate through objections and gain commitment with greater ease than you thought you could obtain.
These are just some of the insights you will gain by reading this one of a kind book.
Here is what Brian Tracy, one of the world’s most renowned sales development and motivational specialists and author of Focal Point, Advanced Selling Strategies, and Maximum Achievement, had to say about Maximum Selling: Bob and Rob’s Journey to Sales Success:
“This book gives you a step-by-step process you can apply immediately to make more sales, faster, and easier than you ever imagined possible.” – Brian Tracy
Additional input from readers:
"I wanted to compliment you on your book. I truly enjoyed reading it. This is the first sales book that I have seen and read that makes selling so simple. Even the newest of sales reps can understand. I have truly enjoyed the book. Thanks!"
"Just finished your tale of Rob and Bob. First of all nice job! Second of all this will become a very useful tool for me as I continue to arm my selling team with great tools that will sharpen their selling skills. I will tell you that I feel this book of yours has tremendous potential when applied."
Make the investment in yourself, buy and read Maximum Selling: Bob and Rob’s Journey to Sales Success. Your pocket book will thank you.
The Authors
Jeff
Gardner:
Jeff Gardner is the President of Maximum Performance
Group LLC, a Chicago-based training and consulting firm. Since 1990,
they have been helping companies to improve individual and
organizational performance in the areas of Professional Selling,
Sales Management, Call Center Sales and Customer Service. Jeff
personally, has more than twenty years of real-life sales and sales
management experience. Jeff has worked with and trained over 10,000
salespeople and managers and is committed to helping people achieve
proficiency in professional selling and sales management.
Shawn
Green:
Shawn Green, Ph.D. is an Associate Professor of
Marketing at Aurora University in Aurora, Illinois and a senior
consultant for The Maximum Performance Group. He helps organizations
develop key sales and marketing strategies. In addition, Shawn
trains business professionals in market development, selling,
motivation, and goal setting. For eighteen years, he has had the
opportunity to work with thousands of business professionals in the
development of their own maximum performance.
Free Preview of Maximum Selling:
…some salespeople are reluctant to ask for the sale
because they are afraid to hear the word “No.” Becky explained how a
few of the Oak Leaf salespeople were not able to achieve the level
of success they wanted because of their fear. Subconsciously, they
were willing to give up income in order avoid possible rejection.
Rob recognized himself doing this. He had a difficult time with the
whole issue of rejection. In fact, he was often tempted not to close
at all. On the other hand, Bob was likely to close too early. He
would jump the gun and ask for the order before completing the other
steps that naturally lead to the close. Becky explained, “Prospects
say no for all kinds of reasons. Rarely do they say ‘No’ because
they are rejecting you as a salesperson. Certain prospects have a
stronger need for our products than others.” Getting a ‘No’ can be a
good thing. Becky said, “Being told ‘No’ from a prospect is a
hundred times better than hearing ‘maybe.’ Prospects often have a
hard time sharing with us the ‘bad’ news they already know.” Many
prospects hope we will just fade away so they do not have to deal
with a confrontation. Allow them to ‘save face’ at the same time
they are saying ‘No’.”
Rob knew that even the best salespeople do not always close the sale. His training has taught him that one of the keys to sales success is to filter through and identify those most likely to buy. Top performers can determine strong prospects based on their need and ability to purchase. Rob remembered one of the coffee meetings after work with Bob and Becky. He had just been told “No” three times that day. Rob took it very hard until Becky pointed out that perhaps he was trying to close the wrong people. By dealing with unqualified prospects, Rob was unable to avoid rejection. Often times, lower level prospect contacts are easy to get appointments with but may not have the power to make decisions. As a result, Rob was not getting a lot of direct contact with key decision-makers.
Today was a new day for Bob and Rob. This time it was different. Bob would not close too early and Rob would not close too late. They had gone through the proper sales steps, asked the right questions, and presented the right information to the key decision-makers at the right time. Today was their day. Today, they would make the sale.
The negotiation between Bob and Vicky was now very close to completion. Vicky had asked Bob for a five percent reduction in price instead of the ten percent she originally hoped to have. She was extremely happy with the solution. Price was the only issue. Bob countered with a two percent reduction. He could lower his price a total of five percent, but it would significantly affect his commission and the company’s profit. Vicky asked for a four percent reduction and stated she would be in a difficult position to pay any more. Bob took a deep breath, and calmly yet confidently reviewed the full extent of the problem caused by her old generic Band-aid type of solution that was costing her money daily. He again briefly described how his solution was the exact solution for her problem. Bob then politely but very factually expressed to her that he would be willing to accept a three percent price reduction from his original offer if she would implement the Oak Leaf googangle solution sometime next week rather than later. (In light of his effort, and because his compensation was on the line, Bob was not willing to accept anything less.)
Bob looked directly at Vicky, assured her he would personally oversee the implementation of the solution and said to her…
To order your copy of the Maximum Selling Book, visit the links listed below:
Amazon: http://www.amazon.com/exec/obidos/ASIN/1403382077Or if you would like a signed copy, please send an email to MPG.