-
- News
- Books
Featured Books
- smt007 Magazine
Latest Issues
Current IssueComing to Terms With AI
In this issue, we examine the profound effect artificial intelligence and machine learning are having on manufacturing and business processes. We follow technology, innovation, and money as automation becomes the new key indicator of growth in our industry.
Box Build
One trend is to add box build and final assembly to your product offering. In this issue, we explore the opportunities and risks of adding system assembly to your service portfolio.
IPC APEX EXPO 2024 Pre-show
This month’s issue devotes its pages to a comprehensive preview of the IPC APEX EXPO 2024 event. Whether your role is technical or business, if you're new-to-the-industry or seasoned veteran, you'll find value throughout this program.
- Articles
- Columns
Search Console
- Links
- Events
||| MENU - smt007 Magazine
Book Review: Amp Up Your Sales
December 24, 2014 | Dan Beaulieu, D.B. Management GroupEstimated reading time: 1 minute
A book recommendation from Dan Beaulieu.
Amp Up Your Sales: Powerful Strategies The Move Customers to Make Fast, Favorable, DecisionsBy: Andy PaulCopyright: 2014, AmacomPrice: $17.95Pages: 226 with Index
The right book for the right time...
Andy Paul has it right: Things are different now and if you don’t modify (and I mean drastically modify) your approach to sales you're going to lose out. Paul stresses it’s not what you sell, but how you sell it. It’s all about the how; it’s all about the process you use to sell your product.
In short, with so many similar products out there, a buyer has a hard time telling the difference and that creates a dangerous situation where he will either buy on price or just buy passively because, in his brain, he’s thinking, “What difference does it make? They're all the same.”
According to Paul, it's up to us, the salespeople, to make that difference. It's up to us to develop a sales technique that will make the buyer differentiate because of us. The buyer will buy from the salesperson and there you get to the “how” that person sells.
Paul spends the rest of the book telling the reader in very clear, concise, and easy to understand ways how to do that. He teaches the reader how to:
- Simplify selling by "selling simple:" Not easy, but simple.
- Speed up responsiveness--make it as easy as possible for the buyer to buy.
- Maximize the value brought to the buyer.
- Grow through follow-up.
- Tell stories that sell.
- Provide great customer service to bring in follow-on business.
Every so often a sales book comes along that just works; it just hits that proverbial nail right dead on the head. And, for me, this was that book.
If you're looking for a way to “amp up” your sales this is the book for you. Check it out.