Sales can be an extremely profitable and rewarding endeavour if practiced correctly.
It isn’t magic! You need to know the mechanics of selling to succeed and do well.
Sales can also be an unbelievable grind if it isn’t going well for you.
Ask an experienced salesperson who is in a slump, and they will spew out a litany of excuses addressing why it isn’t happening for them.
Slumps are evidence that something is very wrong. Ignore this signal at your peril.
Sales Book Reviews
Many people reading this blog ask me if I can help them improve the way they sell over the telephone.
They ask if there are any resources I can recommend.
I am going to offer you suggestions in a series of posts starting today.
Soft Selling in a Hard World:
Plain Talk on the Art of Persuasion
In Soft Selling In a Hard World, Jerry Vass says: “This book is about mechanics. It is designed from the street up – tactics, not strategy.”
He goes on to say: “There is no underlying motivation or belief system. It isn’t about something larger than yourself. You don’t have to believe in it to make it pay. You don’t even have to believe in yourself. You just have to use the mechanics.”
If you understand that the art of persuasion is actually a science,
this book will confirm what you already know.
For people new to sales or struggling to make a living selling,
this is a must have resource to be studied and learned.
Make Soft Selling in a Hard World part of your DNA.
“Building Your Sales Presentation”
There are many ideas to challenge you in this amazing book, regardless of your experience.
You will also find actionable information – the mechanics of selling.
If you are having trouble building your presentation, there is a clear template – use it. When you are selling on the phone, you don’t have time to make mistakes, seconds count.
Jerry Vass gives you a roadmap.
If you implement the lessons he has put forward your career will improve.
As a professional salesperson, you have the opportunity to enrich your life and the lives of others along the way. That makes sales a critical service, be professional and competent.
“Soft Selling In a Hard World” is filled with essential material which should be incorporated into your life. Use it and you will become a better salesperson.
This is a guide for selling to anyone in any industry but there is nothing “soft” about it. Jerry Vass dispels all the myths we’ve been told about selling and typical salespeople.
Throughout life we all face challenges and methods which yielded results in the past may not do so well now. Your ability to reinvent yourself is key for improving and running your business.
Soft Selling Techniques
Experience can often be the enemy. In the book, Jerry Vass puts it this way:
“It is much easier to teach soft selling techniques to new salespeople than to experienced, “high-mileage” salespeople. The new kids don’t have all those hard-sell habits getting in their way. High-mileage salespeople are a seething mass of illusion, bad information, enculturation, poor role models, flaky images, and hardened habits. They confuse motivation with sales training. They feel that they are so good and so experienced they don’t need to practice. Their hard-sell agents tell them that really good salespeople don’t need to study the profession of persuasion, which is like saying the quarterback for the Super Bowl team doesn’t need to practice and should only play during the game itself.”
The Mechanics Of Selling
I have read many books on sales and the sales process, and many rely on outdated and aggressive tactics which do nothing but make buyers wary and defensive.
If you are an experienced salesperson that is finding it difficult to be consistent in your performance, this book is definitely for you.
“Soft Selling in a Hard World” is an excellent sales resource for anyone in business. The actionable information and sales knowledge inside serves as a useful manual to achieve sales success.
Soft Selling In a Hard World will open a path you can follow to achieve your goals,
if you accept the ideas and practice the methods provided.
I highly recommend it.
All excerpts taken from:
“Soft Selling in a Hard World” published by:
VASS, Inc., 1093 A1A Beach Boulevard #448, Saint Augustine, FL 32080
Buy it Here: Soft Selling in a Hard World: Plain Talk on the Art of Persuasion
This innovative guide to the science of selling is a how-to book about fulfilling your selling potential and enjoying it. Open to any page and find practical pointers and outstanding advice. “Soft Selling in a Hard World” is all you need to become a successful salesperson in today’s tough business environment.