The following is an excerpt from the book “Cooked Up Sales“:
“Sales is about relating, learning, solving and informing. Let’s take a moment and imagine you are on a first date. If your dat
e comes on really strong, with an overly assertive personality type or, worse yet, overly pushy, you’re hardly motivated to listen, learn or connect. Fundamental relationships require that unique ability to give and take, talk and listen, share and comprehend, and to be genuinely interested and engaged.
It doesn’t matter if you’re a great talker, cleverly persistent or even supremely focused and determined. Bad fundamentals in establishing a relationship will prevent you from building strong, lasting business relationships, period!
The truth is, it doesn’t matter how great your product is, or how wonderful your company sounds. These are not the reasons your client will choose to buy or want to continue to buy after that initial sale.
What does matter and what will affect your ongoing rapport, is how well you have personally developed an understanding of what the customer is trying to accomplish and how they envision your ability to address their needs.”
“Cooked Up Sales” is a refreshingly concise sales book founded on the principals of effective relationhsip development and solutions oriented behaviors as the key to productive selling activities. For more information on “Cooked Up Sales” and the author, Dave Cooke “The Sales Cooke” please click on the links or engage us in discussion on the “Cooked Up Sales Fan Page.”