Upside-Down Salesmanship

How to Turn what you’re Doing Upside-Down For better Results

I want to share some compelling and valuable ideas I've learned about the profession of selling. These ideas will benefit entrepreneurs and professional salespeople who want to continue to sharpen their existing selling skills and of course add some new ones.

These ideas are based on 27 years as a professional speaker and sales trainer and working with 542 corporations.

This book includes practical ideas that get immediate results.

Time Management vs. Self-Management

With a little extra effort and some determination you can become a master at self-management. You’ll discover 4 ways to get better organized.

Blending In vs. Standing Out

The first step to becoming better is being different. I can tell you from my own personal experience, this is easy to say and hard to do for most entrepreneurs and salespeople. In this chapter you’ll get six things you can do to help you build your personal brand.

Talking vs. Listening

Learn how to employ your ears before you engage your mouth. As soon as you start listening more, you'll start learning more about your sales prospects and customers. This is what professional selling is all about. When you do this your sales performance will sky-rocket.

Cold Calls vs. Warm Calls

In this chapter I’ll share David Rosen’s cold calling secrets. He’s a master at using the phone and warming up his sales prospects. I’ll also share his secret for working with gatekeepers and it’s simply brilliant.

Selling Price vs. Selling Value

If you’re tired of getting the price objection and often get flustered when you try to dealing with it you’ll get several rock-solid ideas in this chapter. You’ll also learn 3 ways you may be inviting the price objection. Hard to believe, but it’s true.

Closing vs. Opening

Closing the sale is easy only if you know exactly, word for word, how you’re going to do it. You’ll learn why, in sales, preparation always trumps improvisation.

Plus Eleven More Sizzling Chapters

Plus Two Bonus Chapters

About The Author

I spent 13 years working for American Hospital Supply Corporation/Baxter. During this time I had seven different positions including: sales representative, regional sales manager, marketing manager, director of marketing, VP of sales, VP of marketing, and VP of sales and marketing.

I left Baxter to start my speaking and sales training company and during the next 26.5 years I had the opportunity to work with 542 different corporations, and increased my sales for 18 consecutive years.

During this time I've helped more than 100,000 salespeople and entrepreneurs to increase thier sales.

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