📅 29th December 2017 | Mindset
If you’re in Sales , Sales Training & Marketing or aspire to be there, are you sure you have the personal qualities required to be successful?
Over the weekend, I came across a publication from the 1980’s entitled “The Super-Salesman’s Handbook” by William Davis. It’s an excellent read and you may be able to track down a copy on Ebay or at Amazon. Towards the end of the book Davis poses several questions of the reader. They really make you think about your business and your personal attributes and suggest that we all step out of our comfort zones! The questions which resonated with me the most are these:
1. A prospect has failed to respond to your calls and letters. Would you:
a) Give up?
b) Write to his superiors, complaining about his lack of courtesy?
c) Seek an opportunity to meet him socially?
d) Try to find out his home number and address and contact him there?
2. You are offered an opportunity to do a deal which is bigger than anything you have ever handled before. Would you:
a) Agree at once?
b) Admit that it is out of your range?
c) Promise to look into it?
d) Pass it on to someone with more experience?
3. You find yourself sitting next to the head of a large corporation on a flight to New York and embark on a conversation. Do you:
a) Tell him your life story?
b) Try to interest him in your product or service?
c) Encourage him to talk about his work?
d) Forget about it the moment you land?
There are no prizes here for guessing the right answers but I’m keen to get your feedback.
The Super-salesman’s Handbook by William Davis
Published by Sidgwick & Jackson Ltd 1986
ISBN 0 09 949880 4
Sorry Comments are Closed.