How to Sell to an Idiot
Home > Business and Economics > Business and Management > Sales and marketing > How to Sell to an Idiot: 12 Steps to Selling Anything to Anyone
How to Sell to an Idiot: 12 Steps to Selling Anything to Anyone

How to Sell to an Idiot: 12 Steps to Selling Anything to Anyone


     0     
5
4
3
2
1



International Edition


X
About the Book

HOW TO SELL TO AN IDIOT Selling to customers looking to get the most bang for their buck is a difficult feat. The only customers tougher than hagglers are the ones so uninformed about what they are buying, they don't even realize when they are getting the deal of a lifetime. In How to Sell to an Idiot, authors John Hoover and Bill Sparkman show you how to ignore your own inner idiot and start selling more by doing less of what doesn't work and more of what does. Along with a wealth of proven sales guidance and effective techniques, you'll learn how to: Use idiot-proof planning and preparation to make prospecting far more effective Use idiot-speak to connect with prospects and gather vital information that makes selling easy Spice up your sales pitch for faster closings and larger sales Wring referrals out of clients like water from a sponge And much more! "Selling is an act of compassion. Sales professionals must believe that their products and services will improve the quality of their customers' lives. Hoover and Sparkman get that. Selling must also be fun-for the salesperson and the customer. How to Sell to an Idiot makes it clear that the first laugh of the day must be at ourselves." —Roger P. DiSilvestro, former Chairman and CEO, Athlon Sports Publishing and coauthor of The Art of Constructive Confrontation "How to Sell to an Idiot hits the bull's-eye. Great practical steps that will help anyone in sales reach the goal line. Truly a creative approach with fresh new ideas delivered with humor." —Charles S. Dreyer, Director of Sales-Southern California Coastal Region, K. Hovnanian Homes, a Fortune 500 company "How to Sell to an Idiot provides an entertaining and creative look at the formula for sales success. Insightful and fun, you'd have to be an idiot not to add this book to your resource library!" —Chip Cummings, international speaker, marketing expert, and author of Stop Selling and Start Listening

Table of Contents:
About the Authors ix Preface xiii Introduction xvii 1 Step One: Be Prepared or Be the Idiot 1 Need and Intent 2 Mental Preparation Made Simple (or Mental Prep for the Simple) 3 Choosing In: The Cure for Cluelessness 4 Simple versus Easy: The Inner Idiot Rears Its Ugly Head 5 Preparation and Passion 7 Preparation and Product Knowledge 8 Preparation and the Written Plan 9 Planning Is Not Procrastination 10 Preparation and Motivation 11 Preparation and Personality 12 Chapter One Summary 16 2 Step Two: Connect with the Clueless 19 Idiotspeak 20 Your Story 21 Your i-Customer’s Story 23 Who versus What 23 Personality is Job One 24 Components of Connection 29 A New Skill Called Connecting 30 The Great Balancing Act 31 Takers versus Exchangers 32 Chapter Two Summary 33 3 Step Three: Confuse to Clarify 35 Confusion as a Tool 36 Surgical Questions 37 The Right Questions Trump the Right Answers 38 Set the Stage and Play the Part 40 From the Mouths of Babes 41 Personality-Based Questions 42 Big Success Comes from Small Steps 45 Chapter Three Summary 48 4 Step Four: Play the Match Game 51 Put it in Reverse 52 Bring it Home 54 Matching Means More Selling, Less Talking 57 The Next Step 57 More Lessons from Children 58 The Match Game and Personalities 59 Chapter Four Summary 63 5 Step Five: Showtime 65 Entertainment versus Boredom 67 Entertainment versus Filling Needs 68 Be Energized 71 Razzle-Dazzle Them 73 Presenting in Style 75 Presenting with Structure 75 Presenting with Technology 76 Rehearsals 76 More Lessons from Children 77 Personality-Based Entertainment 78 Chapter Five Summary 82 6 Step Six: Ask for the Business 85 CECO 86 Asking is Action 88 Ask with Confidence 89 Let Go of the Outcome 92 The Secret to Closing 93 The ABCs of Listening 94 More Lessons from Children 96 Personality-Based Asking 98 Chapter Six Summary 101 7 Step Seven: Circle Around and Make Another Pass 105 Get Out There and Fail 106 Learn to Love the Lessons 107 Turnaround Questions 108 Objections 111 Don’t Be the Monkey 115 More Lessons from Children 116 Personality-Based Objections 117 Chapter Seven Summary 119 8 Step Eight: Annoy Them a Little and Ask for the Business, Again 123 Teaching the Customer How to Buy 124 Failure Is Your Friend 126 Pesky Persistence 127 Stalling 128 It’s in the Cards 134 More Lessons from “Never, Never, Never”-land 135 Personality-Based Annoyance 135 Chapter Eight Summary 138 9 Step Nine: Appreciate 141 The Selling Cycle 142 Make it Memorable 145 The Battle for Mind Share 145 The Present 147 More Lessons from Children 147 Personality-Based Appreciation 148 Chapter Nine Summary 151 10 Step Ten: Get a Referral 153 Fear Not 154 Build Champions 155 Get Some Help 155 Get Them Talking 156 Get an “A” for Asking 157 More Lessons from Children 159 Personality-Based Referrals 160 Chapter Ten Summary 163 11 Step Eleven: Follow-Up 165 No Competition 166 We Have Seen the Competition and It Is Us 167 Put Follow Up into Your mix 167 Time Has Nothing to Do with It 168 Pre-Sale, Pre-Delivery, Post-Delivery Follow-Up 169 It’s Research 169 When? 170 More Lessons from Children 171 Personality-Based Follow-Up 171 Chapter Eleven Summary 175 12 Step Twelve: Practice 177 Don’t Succeed at Being Average 178 Be Impatient 179 Perfect Practice 180 Dangers of Perfection 181 Caring Equals Change 182 Flat Tires Need Changing 183 What are Friends For? 184 Final Lessons from Children 185 Personality-Based Practice 186 Chapter Twelve Summary 189 Index 193

About the Author :
JOHN HOOVER, PhD, is an organizational behavior specialist, author, consultant, popular speaker, and seminar leader. A former executive in the Disneyland Entertainment Division, he has consulted with such clients as Boeing, Delta Air Lines, Hilton Hotels, IBM, Motorola, and Xerox. He is also the author (with Roger DiSilvestro) of The Art of Constructive Confrontation: How to Achieve More Accountability with Less Conflict, from Wiley. Visit www.constructiveconfrontation.com or www.idiotworld.org. BILL SPARKMAN is one of America's top sales trainers and motivational speakers. His approach to business and life has thrilled audiences since 1987. His "clipboard" style of educating was developed after a successful career in the world of sports as a player and coach. Fire up your sales team; Bill makes learning fun! Visit www.billsparkmanthecoach.com.


Best Sellers


Product Details
  • ISBN-13: 9780471718543
  • Publisher: John Wiley & Sons Inc
  • Publisher Imprint: John Wiley & Sons Inc
  • Height: 230 mm
  • No of Pages: 224
  • Returnable: N
  • Sub Title: 12 Steps to Selling Anything to Anyone
  • Width: 152 mm
  • ISBN-10: 0471718548
  • Publisher Date: 31 Jan 2006
  • Binding: Paperback
  • Language: English
  • Returnable: N
  • Spine Width: 16 mm
  • Weight: 381 gr


Similar Products

Add Photo
Add Photo

Customer Reviews

REVIEWS      0     
Click Here To Be The First to Review this Product
How to Sell to an Idiot: 12 Steps to Selling Anything to Anyone
John Wiley & Sons Inc -
How to Sell to an Idiot: 12 Steps to Selling Anything to Anyone
Writing guidlines
We want to publish your review, so please:
  • keep your review on the product. Review's that defame author's character will be rejected.
  • Keep your review focused on the product.
  • Avoid writing about customer service. contact us instead if you have issue requiring immediate attention.
  • Refrain from mentioning competitors or the specific price you paid for the product.
  • Do not include any personally identifiable information, such as full names.

How to Sell to an Idiot: 12 Steps to Selling Anything to Anyone

Required fields are marked with *

Review Title*
Review
    Add Photo Add up to 6 photos
    Would you recommend this product to a friend?
    Tag this Book Read more
    Does your review contain spoilers?
    What type of reader best describes you?
    I agree to the terms & conditions
    You may receive emails regarding this submission. Any emails will include the ability to opt-out of future communications.

    CUSTOMER RATINGS AND REVIEWS AND QUESTIONS AND ANSWERS TERMS OF USE

    These Terms of Use govern your conduct associated with the Customer Ratings and Reviews and/or Questions and Answers service offered by Bookswagon (the "CRR Service").


    By submitting any content to Bookswagon, you guarantee that:
    • You are the sole author and owner of the intellectual property rights in the content;
    • All "moral rights" that you may have in such content have been voluntarily waived by you;
    • All content that you post is accurate;
    • You are at least 13 years old;
    • Use of the content you supply does not violate these Terms of Use and will not cause injury to any person or entity.
    You further agree that you may not submit any content:
    • That is known by you to be false, inaccurate or misleading;
    • That infringes any third party's copyright, patent, trademark, trade secret or other proprietary rights or rights of publicity or privacy;
    • That violates any law, statute, ordinance or regulation (including, but not limited to, those governing, consumer protection, unfair competition, anti-discrimination or false advertising);
    • That is, or may reasonably be considered to be, defamatory, libelous, hateful, racially or religiously biased or offensive, unlawfully threatening or unlawfully harassing to any individual, partnership or corporation;
    • For which you were compensated or granted any consideration by any unapproved third party;
    • That includes any information that references other websites, addresses, email addresses, contact information or phone numbers;
    • That contains any computer viruses, worms or other potentially damaging computer programs or files.
    You agree to indemnify and hold Bookswagon (and its officers, directors, agents, subsidiaries, joint ventures, employees and third-party service providers, including but not limited to Bazaarvoice, Inc.), harmless from all claims, demands, and damages (actual and consequential) of every kind and nature, known and unknown including reasonable attorneys' fees, arising out of a breach of your representations and warranties set forth above, or your violation of any law or the rights of a third party.


    For any content that you submit, you grant Bookswagon a perpetual, irrevocable, royalty-free, transferable right and license to use, copy, modify, delete in its entirety, adapt, publish, translate, create derivative works from and/or sell, transfer, and/or distribute such content and/or incorporate such content into any form, medium or technology throughout the world without compensation to you. Additionally,  Bookswagon may transfer or share any personal information that you submit with its third-party service providers, including but not limited to Bazaarvoice, Inc. in accordance with  Privacy Policy


    All content that you submit may be used at Bookswagon's sole discretion. Bookswagon reserves the right to change, condense, withhold publication, remove or delete any content on Bookswagon's website that Bookswagon deems, in its sole discretion, to violate the content guidelines or any other provision of these Terms of Use.  Bookswagon does not guarantee that you will have any recourse through Bookswagon to edit or delete any content you have submitted. Ratings and written comments are generally posted within two to four business days. However, Bookswagon reserves the right to remove or to refuse to post any submission to the extent authorized by law. You acknowledge that you, not Bookswagon, are responsible for the contents of your submission. None of the content that you submit shall be subject to any obligation of confidence on the part of Bookswagon, its agents, subsidiaries, affiliates, partners or third party service providers (including but not limited to Bazaarvoice, Inc.)and their respective directors, officers and employees.

    Accept

    New Arrivals


    Inspired by your browsing history


    Your review has been submitted!

    You've already reviewed this product!