20 Days to the Top: How the PRECISE Selling Formula Will Make You Your Company's Top Sales Performer in Twenty Days or Less

by Brian Sullivan

Overview

"I've been selling the same basic product to the same customers for over 10 years. I watched your video and it turned my thinking upside down!...And guess what?? I WAS my company's Top Sales Performer!" --Linda Jamison, National Account Manager, Time Warner Book Group

Brian Sullivan is an award-winning salesperson and one of the most prominent and sought-after sales and leadership trainers. His high-energy, no-nonsense, interactive seminars on the PRECISE Selling Formula have become one of the hottest training courses in sales.

Based around the notion that you should "Say less...while selling more," Sullivan teaches salespeople how to execute the PRECISE Selling Formula in just 20 days. They'll also learn how to:

• Lead their company in sales
• Be stupid to make stupid big money
• Create a posture that attracts customers
• Evaluate sales performance after every call

Product Details

ISBN-13:	9781402231032
Publisher:	Sourcebooks
Publication date:	09/01/2005
Sold by:	Barnes & Noble
Format:	eBook
Pages:	240
File size:	1 MB

About the Author

Brian Sullivan was awarded Welch Allyn Inc.'s President's Cup in 1996, recognizing the company's top performance in attitude, aptitude and performance. Brian's PRECISE Selling techniques have since been taught in North America, South America and Europe, and have been published in leading sales trade publications. He lives in Missouri. Visit www.preciseselling.com.

Table of Contents

Chapter 1: Your Sprint to the Top Begins with These Easy Steps

Chapter 2: The Long and Winding Road

Chapter 3: Fishing for Contrarians

Chapter 4: Three Hearing Aids for Your Prospects: Questions, Questions, Questions

Chapter 5: Listen Up!

Chapter 6: The 3 Ps of the PRECISE Selling Formula

Chapter 7: PRECISE Actions—The Seven Commission-Building Actions

Chapter 8: PRECISE Action 1: Prepare Like Vince Lombardi

Chapter 9: PRECISE Action 2: Respect and Trust

Chapter 10: PRECISE Action 3: Engage Your Prospects with Questions and Curiosity

Chapter 11: CLEAR Questioning

Chapter 12: PRECISE Action 4: Convey Your Solution Using Smart Bombs

Chapter 13: PRECISE Action 5: Conquering Indecision

Chapter 14: PRECISE Action 6: Secure Agreement and Advance

Chapter 15: PRECISE Action 7: Explore for More

Chapter 16: PRECISE Call Sheets

Epilogue