TITLE

10 Steps to Successful Sales

AUTHOR(S)
Lambert, Brian
PUB. DATE
July 2010
SOURCE
10 Steps to Successful Sales - Business Book Summaries;2010, Vol. 1 Issue 1, p1
SOURCE TYPE
Book Summary
DOC. TYPE
Book Summary
ABSTRACT
Sales is among the oldest and most conflicted professions on earth � at once reviled and revered, valued for its promise of heavy paychecks and prestigious career paths, maligned for its loose ethics, and made hopelessly unpredictable by buying booms and busts. According to author Brian Lambert, however, most people out there selling are merely �salespersons� and not true �sales professionals�: trusted advisors who not only close deals but make connections and change paradigms along the way. In his book 10 Steps to Successful Sales, Lambert attempts to give the sales profession a conscientious 21st century facelift, one briefcase-carrying denizen of the mighty road at a time. There are inarguably many books on how to sell, but according to Lambert, only a very few effectively explain what potential salespeople can expect from their profession or what selling really �is.� The reasons are myriad: schools of sales have done little to advance technique and ideology; the sales process itself has stagnated (aside from technological advances); and consistent guidelines simply do not exist. Unfortunately, while the sales process has remained practically unchanged for decades, the game of sales has been changing for years. It is up to the sales professional alone to get a handle on this shift and rise to meet its new expectations. Part of the ASTD Press �10-Step Series,� 10 Steps to Successful Sales serves as a primer for those entering the sales profession and those currently struggling to carve out the career they dreamed. In his book, Lambert presents the basic �whats� and �whys� of the job � how to be effective, to achieve efficiency, to clear paths, and to realize the pinnacle of sales professional prowess: the status of �trusted advisor.�
ACCESSION #
52534203

 

Related Articles

  • Knowing where you're going means recognizing your past. Gitomer, Jeffrey // New Orleans CityBusiness (1994 to 2008);7/26/2004, Vol. 25 Issue 3, p18 

    Presents several tips on how salespersons in the U.S. can plan for their future to achieve success in business. Future of salespersons determined by their experience being open to opportunities, goals and dreams, their tolerance for risk and their determination and focus; Analysis of pertinent...

  • Take time to reflect on the hard sales to move forward. Wood, Danny // njbiz;4/5/2010, Vol. 23 Issue 14, p17 

    The article advises salespeople to measure their career progress by taking time to reflect and mentally thank past prospects and the experiences that resulted from tough meetings with customers that provided a learning experience to improve their selling technique and empower them.

  • Pride, Passion Keys to Success. Luquire, Hans // Air Conditioning Heating & Refrigeration News;09/11/2000, Vol. 211 Issue 2, p20 

    Offers advice for sales personnel on career management. Importance of taking pride in the product; Need to let one's passion show when dealing with clients; Importance of believing in one's self.

  • Are the Best Salespeople Adaptive Knowledge Brokers? Wyld, David C. // Academy of Management Perspectives;Nov2011, Vol. 25 Issue 4, p90 

    The article considers research on sales in which means by which sales personnel have adjusted to the large increase in the amount of information possessed by consumers about products and services they seek to purchase. A meta-analysis of sales performance studies published from 1982-2008 was...

  • Reinforce your success by letting others celebrate with you. Gitomer, Jeffrey // Business Press;11/12/99, Vol. 12 Issue 30, p18 

    Presents tips for salespersons on how to reinforce personal success by letting others know and celebrate the achievement. Ways of maximizing one's exposure through successful accomplishments; Exposure opportunities; Illustration of how to create awareness for a personal success.

  • FROM THE BLOG.  // Builder: The Magazine of the National Association of Home Builde;12/1/2014, Vol. 37 Issue 12, p18 

    A blog about the significance for salespeople to think like a businessperson when selling and to succeed in business, is presented.

  • I think I can. I think I can. I thought I could. I thought I could. Gittomer, Jeffrey // Long Island Business News (7/1993 to 5/2009);2/21/2003, Vol. 50 Issue 8, p19A 

    Highlights factors to improve salesmanship and to effectively assume the personality of successful salespersons. Impact of one's belief system on successful selling; Importance of passion in a sales person's presentation; Advantage of writing thoughts, ideas and strategies.

  • Message from the president of the Sales Professionals Week committee. Rivera, Olga // Caribbean Business;3/2/2006, Vol. 34 Issue 8, pS11 

    The article presents a message from the president of the Sales Professionals Week committee. The author reveals that her daily passion is to be able to contribute to the professional development of the youths in Puerto Rico. She explains that the Sales Professionals Week is one of the Sales and...

  • Sales: A Noble Profession Are You Noble Enough? Gitomer, Jeffrey // Grand Rapids Business Journal;7/2/2007, Vol. 25 Issue 27, p25 

    The article presents the author's insights on sales as a profession. The author describes the characteristics and skills that salespeople posses, including presentation skills, people skills and networking skills. He believes that salespeople have an opportunity for growth and for career...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics