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How to Sell to an Idiot : 12 Steps to Selling Anything to Anyone by Bill Sparkman and John Hoover (2005, Trade Paperback)

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How to Sell to an Idiot : 12 Steps to Selling Anything to Anyone, Paperback by Hoover, John; Sparkman, Bill, ISBN 0471718548, ISBN-13 9780471718543, Brand New, Free shipping in the US For salespeople who must sell to confused or clueless customers, a sales manual introduces a twelve-stage process that builds in strength and momentum each step of the way, until the customer finally sees the bigger picture and the salesperson registers a success. Original.

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Product Information

HOW TO SELL TO AN IDIOT Selling to customers looking to get the most bang for their buck is a difficult feat. The only customers tougher than hagglers are the ones so uninformed about what they are buying, they don't even realize when they are getting the deal of a lifetime. In How to Sell to an Idiot , authors John Hoover and Bill Sparkman show you how to ignore your own inner idiot and start selling more by doing less of what doesn't work and more of what does. Along with a wealth of proven sales guidance and effective techniques, you'll learn how to: Use idiot-proof planning and preparation to make prospecting far more effective Use idiot-speak to connect with prospects and gather vital information that makes selling easy Spice up your sales pitch for faster closings and larger sales Wring referrals out of clients like water from a sponge And much more! "Selling is an act of compassion. Sales professionals must believe that their products and services will improve the quality of their customers' lives. Hoover and Sparkman get that. Selling must also be fun-for the salesperson and the customer. How to Sell to an Idiot makes it clear that the first laugh of the day must be at ourselves." --Roger P. DiSilvestro, former Chairman and CEO, Athlon Sports Publishing and coauthor of The Art of Constructive Confrontation "How to Sell to an Idiot hits the bull's-eye. Great practical steps that will help anyone in sales reach the goal line. Truly a creative approach with fresh new ideas delivered with humor." --Charles S. Dreyer, Director of Sales-Southern California Coastal Region, K. Hovnanian Homes, a Fortune 500 company "How to Sell to an Idiot provides an entertaining and creative look at the formula for sales success. Insightful and fun, you'd have to be an idiot not to add this book to your resource library!" --Chip Cummings, international speaker, marketing expert, and author of Stop Selling and Start Listening

Product Identifiers

Publisher
Wiley & Sons, Incorporated, John
ISBN-10
0471718548
ISBN-13
9780471718543
eBay Product ID (ePID)
45946111

Product Key Features

Book Title
How to Sell to an Idiot : 12 Steps to Selling Anything to Anyone
Author
Bill Sparkman, John Hoover
Format
Trade Paperback
Language
English
Topic
Sales & Selling / General
Publication Year
2005
Genre
Business & Economics
Number of Pages
224 Pages

Dimensions

Item Length
9in
Item Height
0.6in
Item Width
6in
Item Weight
9.6 Oz

Additional Product Features

Lc Classification Number
Hf5438.8.P75.H66
Table of Content
About the Authors ix Preface xiii Introduction xvii 1 Step One: Be Prepared or Be the Idiot 1 Need and Intent 2 Mental Preparation Made Simple (or Mental Prep for the Simple) 3 Choosing In: The Cure for Cluelessness 4 Simple versus Easy: The Inner Idiot Rears Its Ugly Head 5 Preparation and Passion 7 Preparation and Product Knowledge 8 Preparation and the Written Plan 9 Planning Is Not Procrastination 10 Preparation and Motivation 11 Preparation and Personality 12 Chapter One Summary 16 2 Step Two: Connect with the Clueless 19 Idiotspeak 20 Your Story 21 Your i -Customer''s Story 23 Who versus What 23 Personality is Job One 24 Components of Connection 29 A New Skill Called Connecting 30 The Great Balancing Act 31 Takers versus Exchangers 32 Chapter Two Summary 33 3 Step Three: Confuse to Clarify 35 Confusion as a Tool 36 Surgical Questions 37 The Right Questions Trump the Right Answers 38 Set the Stage and Play the Part 40 From the Mouths of Babes 41 Personality-Based Questions 42 Big Success Comes from Small Steps 45 Chapter Three Summary 48 4 Step Four: Play the Match Game 51 Put it in Reverse 52 Bring it Home 54 Matching Means More Selling, Less Talking 57 The Next Step 57 More Lessons from Children 58 The Match Game and Personalities 59 Chapter Four Summary 63 5 Step Five: Showtime 65 Entertainment versus Boredom 67 Entertainment versus Filling Needs 68 Be Energized 71 Razzle-Dazzle Them 73 Presenting in Style 75 Presenting with Structure 75 Presenting with Technology 76 Rehearsals 76 More Lessons from Children 77 Personality-Based Entertainment 78 Chapter Five Summary 82 6 Step Six: Ask for the Business 85 CECO 86 Asking is Action 88 Ask with Confidence 89 Let Go of the Outcome 92 The Secret to Closing 93 The ABCs of Listening 94 More Lessons from Children 96 Personality-Based Asking 98 Chapter Six Summary 101 7 Step Seven: Circle Around and Make Another Pass 105 Get Out There and Fail 106 Learn to Love the Lessons 107 Turnaround Questions 108 Objections 111 Don''t Be the Monkey 115 More Lessons from Children 116 Personality-Based Objections 117 Chapter Seven Summary 119 8 Step Eight: Annoy Them a Little and Ask for the Business, Again 123 Teaching the Customer How to Buy 124 Failure Is Your Friend 126 Pesky Persistence 127 Stalling 128 It''s in the Cards 134 More Lessons from "Never, Never, Never"-land 135 Personality-Based Annoyance 135 Chapter Eight Summary 138 9 Step Nine: Appreciate 141 The Selling Cycle 142 Make it Memorable 145 The Battle for Mind Share 145 The Present 147 More Lessons from Children 147 Personality-Based Appreciation 148 Chapter Nine Summary 151 10 Step Ten: Get a Referral 153 Fear Not 154 Build Champions 155 Get Some Help 155 Get Them Talking 156 Get an "A" for Asking 157 More Lessons from Children 159 Personality-Based Referrals 160 Chapter Ten Summary 163 11 Step Eleven: Follow-Up 165 No Competition 166 We Have Seen the Competition and It Is Us 167 Put Follow Up into Your mix 167 Time Has Nothing to Do with It 168 Pre-Sale, Pre-Delivery, Post-Delivery Follow-Up 169 It''s Research 169 When? 170 More Lessons from Children 171 Personality-Based Follow-Up 171 Chapter Eleven Summary 175 12 Step Twelve: Practice 177 Don''t Succeed at Being Average 178 Be Impatient 179 Perfect Practice 180 Dangers of Perfection 181 Caring Equals Change 182 Flat Tires Need Changing 183 What are Friends For? 184 Final Lessons from Children 185 Personality-Based Practice 186 Chapter Twelve Summary 189 Index 193, About the Authors. Preface. Introduction. 1 Step One: Be Prepared or Be the Idiot. Need and Intent. Mental Preparation Made Simple (or Mental Prep for the Simple). Choosing In: The Cure for Cluelessness. Simple versus Easy: The Inner Idiot Rears Its Ugly Head. Preparation and Passion. Preparation and Product Knowledge. Preparation and the Written Plan. Planning Is Not Procrastination. Preparation and Motivation. Preparation and Personality. Chapter One Summary. 2 Step Two: Connect with the Clueless. Idiotspeak. Your Story. Your i -Customer''s Story. Who versus What. Personality is Job One. Components of Connection. A New Skill Called Connecting. The Great Balancing Act. Takers versus Exchangers. Chapter Two Summary. 3 Step Three: Confuse to Clarify. Confusion as a Tool. Surgical Questions. The Right Questions Trump the Right Answers. Set the Stage and Play the Part. From the Mouths of Babes. Personality-Based Questions. Big Success Comes from Small Steps. Chapter Three Summary. 4 Step Four: Play the Match Game. Put it in Reverse. Bring it Home. Matching Means More Selling, Less Talking. The Next Step. More Lessons from Children. The Match Game and Personalities. Chapter Four Summary. 5 Step Five: Showtime. Entertainment versus Boredom. Entertainment versus Filling Needs. Be Energized. Razzle-Dazzle Them. Presenting in Style. Presenting with Structure. Presenting with Technology. Rehearsals. More Lessons from Children. Personality-Based Entertainment. Chapter Five Summary. 6 Step Six: Ask for the Business. CECO. Asking is Action. Ask with Confidence. Let Go of the Outcome. The Secret to Closing. The ABCs of Listening. More Lessons from Children. Personality-Based Asking. Chapter Six Summary. 7 Step Seven: Circle Around and Make Another Pass. Get Out There and Fail. Learn to Love the Lessons. Turnaround Questions. Objections. Don''t Be the Monkey. More Lessons from Children. Personality-Based Objections. Chapter Seven Summary. 8 Step Eight: Annoy Them a Little and Ask for the Business, Again. Teaching the Customer How to Buy. Failure Is Your Friend. Pesky Persistence. Stalling. It''s in the Cards. More Lessons from "Never, Never, Never"-land. Personality-Based Annoyance. Chapter Eight Summary. 9 Step Nine: Appreciate. The Selling Cycle. Make it Memorable. The Battle for Mind Share. The Present. More Lessons from Children. Personality-Based Appreciation. Chapter Nine Summary. 10 Step Ten: Get a Referral. Fear Not. Build Champions. Get Some Help. Get Them Talking. Get an "A" for Asking. More Lessons from Children. Personality-Based Referrals. Chapter Ten Summary. 11 Step Eleven: Follow-Up. No Competition. We Have Seen the Competition and It Is Us. Put Follow Up into Your Mix. Time Has Nothing to Do with It. Pre-Sale, Pre-Delivery, Post-Delivery Follow-Up. It''s Research. When? More Lessons from Children. Personality-Based Follow-Up. Chapter Eleven Summary. 12 Step Twelve: Practice. Don''t Succeed at Being Average. Be Impatient. Perfect Practice. Dangers of Perfection. Caring Equals Change. Flat Tires Need Changing. What are Friends For? Final Lessons from Children. Personality-Based Practice. Chapter Twelve Summary. Index.
Copyright Date
2006
Lccn
2005-006847
Intended Audience
Trade

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How to Sell to an Idiot : 12 Steps to Selling Anything to Anyone by Bill Sparkman and John Hoover (2005, Trade Paperback)

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