My good friend and business associate, Andy Paul, has written Amp Up Your Sales: Powerful Strategies that Move Customers to Make Fast, Favorable Decisions.
I imagine some of you are thinking, “Who cares?!”
Well, here’s why you should care and buy this book.
Andy’s real-world experience as both a salesperson and a sales leader comes through quickly in the book in the way he explains how anyone can be more effective in how they sell.
I had the privilege of reading a pre-release copy of the book, and one chapter in particular jumped out at me — Chapter 15, Visualize Value.
In this chapter, Andy lays out in a series of charts on the impact of creating value at each state of the process. He stresses the importance of creating value in conjunction with time. This chapter resonated with me because of the impact time can have on the selling process and how speed can and will create value.
On pages 180 and 181, Andy lists 3 key things to help take the prospect and turn them into a customer. The value of the 3 activities applies to anyone in a selling situation, regardless if it is B2B or B2C. Additionally, it fits for both the veteran salesperson and the new salesperson.
Throughout the book he uses real world stories about himself and major companies, such as IBM, to help drive home key issues. I like this a lot, because it helps me connect Andy’s content to the real world (which, in turn, allows me to more readily see how it can help in my world).
Yes, it’s a book I would recommend buying and reading. You will find those areas in your own selling process that you need to change or modify.
Copyright 2014, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.