The Four Kinds of Sales People: How and Why They Excel- And How You Can Too

ISBN-13: 9780470127551 / Angielski / Twarda / 2007 / 224 str.

Chuck Mache

Opis

A business parable that breaks down the vital characteristics of successful salespeople During his two decades of selling, managing, building, and leading salespeople and companies in a variety of industries, Chuck Mache has learned that there are four distinct kinds of salespeople. Gleaned from his years in the trenches, The Four Kinds of Sales People is a business fable that exposes the traits and characteristics of these four types and outlines how and why salespeople excel-or don't. The story follows four fictional salespeople, each of whom epitomizes the characteristics of a particular sales style, and provides a clear and exacting description of how each type goes about selling. Mache exposes the strengths and weaknesses of these salespeople and provides expert insight on what each type of salesperson requires to achieve next-level success. For salespeople, sales managers, and executives, this entertaining and practical book shows how to pinpoint personality traits and design a personalizedstrategy for unlimited sales success. Chuck Mache (Santa Rosa, CA ) is the founder of Chuck Mache Communications and is an architect for breakthrough achievement. He is also a popular speaker, executive coach and consultant and has field and executive experience in broadcasting, home warranty, telecom, office equipment, insurance, and mortgage banking.

Spis treści

Acknowledgments xiii

About the Author xv

CHAPTER 1 Before 1

CHAPTER 2 Parker the Performer 13

CHAPTER 3 Paula the Professional 61

CHAPTER 4 Craig the Caretaker 105

CHAPTER 5 Sarah the Searcher 147

CHAPTER 6 After 185

O autorze

Chuck Mache is a popular speaker, executive coach, and consultant. He has spent twenty–five years in the trenches in multiple industries including broadcasting, home warranty, telecom, office equipment, insurance, and mortgage banking where he used his unique breakthrough sales approach to create record–breaking revenues. The founder of Chuck Mache Communications, he is dedicated to helping people who are willing to break through to their next level. For more information, please visit www.chuckmache.com.

Blurb

Praise for

The Four Kinds of Sales People

"This is not another ho–hum business book. It′s not a textbook. It′s not a how–to book. It′s filled with pearls that identify how and why salespeople excel—or don′t. A must–read for sales executives, managers, recruiters, and salespeople alike."—Dave Crawford, President, American Home Shield

"The oldest admonition unto man is ′know thyself.′ This book will not only help you identify who you are as a salesperson, but enable you to leverage that knowledge to become the best you can be—if you′re in sales, you need this book!"—Frank Rumbauskas, bestselling author of Never Cold Call Again!?

"A must–read that cuts to the core of why salespeople and their managers either produce or struggle. Mache′s breakthrough approach is for anyone who wants more."—John H. Davison, President and General Manager, ABC Radio Group, Los Angeles

"All these years I thought that effective selling depended on understanding the customer. Mache has cracked the code. The key is to understand the salesperson. Tap into your own natural strengths to become a much more effective sales professional. If you′re in sales, you have to read this book. Period."—Joe Calloway, author of Work Like You′re Showing Off!

"I now know why Mache has been successful at building companies. He knows people and how to get the most out of them. This is a terrific read for executives, managers, recruiters, and salespeople who want to elevate their game."—Mick Menendez, Senior Vice President, Integrated Financial & Insurance Services

"This book gives you powerful insights into yourself and your special qualities, as well as the personalities of other salespeople."—Brian Tracy, author of The Psychology of Selling