Golden Circle Secrets: How to Achieve Consistent Sales Success Through Customer Values & Expectations

ISBN-13: 9780471718574 / Angielski / Twarda / 2005 / 192 str.

Dale Midgley; Ben Midgley

Opis

A father and son sales team reveal the secrets of sales success

In Golden Circle Secrets, father-and-son team Dale and Ben Midgley show management and the sales team how to achieve consistent success in sales. Based on a unique new strategy that responds to customer values and expectations, the Midgleys reveal how sales and management are inseparable components of sales success that must work in tandem to produce consistent results for an organization. Sales increase when management and its sales force are on the same page. The "golden circle" is based on a customer-oriented business system specifically designed to help companies attract and satisfy customers and energize employees, while maintaining a consistently healthy level of profits.

Spis treści

Preface.

Chapter 1: Why the Golden Circle?

Chapter 2: Sales and Your Corporate Culture.

Chapter 3: The Sales Process in Depth.

Chapter 4: Sales Authenticity and Customer Connection.

Chapter 5: Prospective Customer Service.

Chapter 6: World–Class Care.

Chapter 7: Relationship.

Chapter 8: Referral.

Chapter 9: How It Began: Ben’s Golden Circle Parable.

Chapter 10: Dale’s Golden Circle “Words to Live By”.

References.

About the Authors.

Index. Additional Information.

O autorze

BEN MIDGLEY is Senior Director of Corporate Sales at 24–Hour Fitness, the world′s largest privately owned fitness company. The International Health, Racquet & Sportsclub Association has named him the Top Sales Person in the entire fitness industry.

DALE MIDGLEY is a public speaker who gives more than 100 addresses per year. He is also a real estate professional, a business consultant, and the former director of sales and management development at Weichert Real Estate Affiliates, the nation′s largest independently owned real estate company.

Blurb

"This is the best little book on sales you′re likely to come across! It′s all about building lasting success one relationship at a time, grounded in authenticity, and yielding golden opportunities. Its message is perfect for our time and is desperately needed. Even the most seasoned of sales professionals will find here useful new insights and an important new focus for their attitudes and their work."
—Tom Morris, PhD, business philosopher and author of True Success, If Aristotle Ran General Motors, and Art of Achievement

"The Midgley father and son team are unique to most businesses, bridging both generations and so–called technology ′improvements.′ Their approach to marketing, managing . . . and living are pragmatic, insightful, and highly recommended."
—Martin J. Rueter, President, Weichert Real Estate Affiliates

"The Midgleys′ customer–centric approach to sales serves as an excellent reminder that Customer Relations Management (CRM) is first and foremost about relationship building and not technology. This is an easy read with helpful suggestions about real CRM."
—Charlie Bresler, PhD, President, Men′s Wearhouse, Inc.

"This little book is a motivator. A must–read for anyone at any stage of a career. Aren′t we all salespeople? We must understand there is only one way to do business—the right way. Read this book, take it to heart, use it as reference. The Golden Circle is not only about business but about managing your life."
—Dr. Normand J. Landry, Marketing Director, World Group Securities Registered Representative, World Financial Group former dean of student affairs, Northern Essex Community College, Massachusetts

"The Midgleys understand the sales process at its deepest level. For everyone who is passionate about sales success, this book is a gift you will treasure."
—John McCarthy, Executive Director, International Health, Racquet & Sportsclub Association

"A must–read for all salespersons who want to build their business the right way. Ben and Dale outline the values and expectations you need to demonstrate to clients, so you can build your own Golden Circle of business."
—Joe Meyer, President, Joe Meyer Presentations, Inc., national sales speaker and consultant