The book, World Class Selling, by Roy Chitwood (founder of the Track Selling sales process) is an effective and insightful sales book. It is well worth reading for both new and experienced salespeople alike.
Below I have summarized the key points from the book to give you a brief overview of the book. But, I do encourage you to pick up a copy, read, and learn.
What is selling?
- Uncovering a problem or discovering a need
- Offering a way to solve that problem or fill that need
- Persuading the prospect to buy or act now
This month, I thought to share some sales “fun facts” to get us all thinking of what we can do better to drive sales growth and success and move our companies forward.
I recently interviewed a professional buyer at a customer company who was looking to move into a sales role for our company. I asked how she would use her current experience as a buyer to be a better salesperson. Her response was a nice reminder of what good salespeople need to do every day.
In order to move our companies forward, we, as managers, need to get the right things done – the most important tasks that lead to success.
David M. Shedd - Move Your Company Forward 