Consultant outlines sales management strategies
Posted by Elena del Valle on March 14, 2014
Be Bold and Win the Sale
Photos: McGraw Hill, Jeff Shore
Taking action despite fear and discomfort without being manipulative or obnoxious when others would back away is what Jeff Shore advises when it comes to sales. In Be Bold and Win the Sale Get Out of Your Comfort Zone and Boost Your Performance (McGraw Hill, $20) he emphasizes that winning should reward all parties involved, and that a sale is about helping customers improve their lives.
At the end of the chapters, he features Expert Interviews in which he illustrates the point of that chapter with feedback or quotes from someone he considers an expert. For example, in the chapter on discomfort he quotes Daniel Pink, author of Drive: The Surprising Truth About What Motivates Us. Pink points to a study from the University of Pennsylvania that suggests the best sales people are neither completely introverted nor extroverted but rather in the middle of the spectrum.
He also recommends finding experts who stand out when it comes to picking up and understanding the perspectives of others. Serving, by improving someone’s life, Pink believes, is lacking the most in today’s sales world.
The 261-page softcover book published this year is divided into three parts and 15 chapters. Part One, Dealing with Discomfort, features: “Well, This is Awkward,” Getting Your Inner Boldness On, That Nagging Squirminess, Story Time, and The Gut Check.
Part Two, Developing Boldness, features: Let’s Do This Thing!, The Boldness Network, Retraining Your Brain, Big Problems in Little Packages, Handling the “Gotchas,” The Advanced Course, and Go! Part Three, Putting It All to Work, features: The Customer’s Mission, The Customer’s Mission, The Customer’s Mission, and Putting It All Together.
Shore, founder and president, Shore Consulting, Inc., is fellow of the National Speakers Association’s Million Dollar Roundtable.
Click to buy Be Bold and Win the Sale