Dimensions
142 x 216 x 11mm
Grant is passionate about helping sales and non-sales people become better at selling. One of his biggest markets is owner-managers, who make up a large percentage of UK SME's. Many of these people are obliged to "sell", know that the old models don't work, but don't know what the alternative is. Grant gives them that alternative. Our objective is to catch the owner manager audience who aren't comfortable with selling and want a more natural process.
Leboff's unique sales methodology has been adopted by many of the business groups motivated by his passion and ideas. The content of the book has already been oadtested many times over the years. After leaving his first job he was employed as a consultant to the 400-strong telemarketing division of a media company, and used it as a testing ground for his techniques. He then went on to start two successful businesses with the intention of underlining the credibility of his ideas. His speeches to the sales community are attracting plenty of attention. He is a regular sales column writer and already a big hit on the speaking circuit. The time is right for him to do a book.
Where is the new model of selling for the 21st Century? With what is the transactional model going to be replaced?
Grant's unique approach offers the advice:
• Never give a sales presentation
• Open and Closed Questions-the model is wrong
• Never sell the Benefits
• Don't handle objections
• Never try to close a deal
This book will give its readers a deeper understanding of sales and a model that works in the 21st Century. It will smash so many of the myths that have become truisms in sales for years. It won't be full of all the acronyms and shopping lists of techniques, which people can never remember, but one constantly finds in books on sales. For example, "the alternative close, the puppy dog close etc".
The reader will be taken on a journey. It is a way of thinking. It is an attitude and an approach to selling which empowers both the salesperson and consumer and makes the process enjoyable for both.
