Bruce Burgess’ Post

Listening is more important than talking when communicating. Especially in sales. I've been teaching this for a long time and never managed to capture it as well as Derek Roberts and Mike Esterday did in their new book "Listen to Sell". This graphic (thank you Derek and Mike!) illustrates in one single image what I've been trying for nearly 10 years to get people to understand about when to listen and when to talk in sales conversations. "Listen to Sell" a great book for anyone who needs to sell (ahem, that's nearly everyone in business) and includes some great basic tenets along with reflective questions for even the most experienced of us. I highly recommend you get a copy. https://lnkd.in/gZdd73Yt

Kim Fredrich, thank you for pointing this out. You are right on target! The irony is that the more "knowledge and experience" I have, the more I need to discipline myself to actively practice this model when selling. I can be so comfortable and confident in my product knowledge that I jump immediately to demonstrating solutions (at least in my mind) the moment I hear a need. I have seen their problem or situation a hundred times before and I know exactly how to address it. However, that is where I get into trouble. Even though I may not immediately start talking, my mind is no longer listening. I have abandoned the customer and rushed ahead to an answer. I have forgotten that regardless of how many times I have encountered their need with other customers, this may be the first time they are encountering it. My job is to remain present and interested in them and their unique situation. By asking smarter questions and truly listening during each step of the sales process, I can help them recognize the significance of their need, provide a more relevant solution, and help them buy faster and with more confidence. #ListenToSell Integrity Solutions

There are a BILLION books about sales 😵 . I asked this question to my publishing team at Wiley and they responded with the following: "Yes there are.... many are published by us". So then I asked them why MY book would be any different.... Here's what they told me... 📒 Most sales books focus on tips and tricks, which don't really work 📒 We've never come across a complete sales SYSTEM, focussed on TRUST 📒 Your system teaches how people can just be themselves to make sales 📒 Your system is REPEATABLE, and easily learnable 📒 This is a system where relationships (not sales tips) are at the heart 📒 Negotiation skills are also incorporated If you too, want to be like the cool kids at Technical Resources PARTNER Executive and Digital Resources Australia Pty Ltd then grab your copy here: https://lnkd.in/gpswjYdv If you'd like The Infinite Sales System® customised for your company, let's chat! Caitlin Iustini Matthew Iustini Gregor McNally

Elevate your sales game with "The Little Red Book of Selling"! Jeffrey Gitomer's expertise shines through in this concise and practical guide, offering actionable tips and techniques to drive your sales performance to new heights. Whether you're a seasoned sales professional or just starting out, this book is packed with invaluable wisdom that will empower you to achieve remarkable success in your sales career. Don't miss out on the opportunity to transform your approach to selling! Purchase your copy today and take your sales game to the next level: https://lnkd.in/ebKKdbpS #SalesSuccess #JeffreyGitomer #MustRead #bookstore

Today's lesson from my book, 'the Salesman Handbook' is really key. Avoid rushing sales out of desperation. Instead, take time to understand your prospects' needs. Focus on delivering value over quick closures. Desperation can scare away potential customers, so prioritize patience and a customer-focused approach. Remember, building strong relationships leads to lasting success in sales. #SalesTips #CustomerFirst #BuildingRelationships

Learn a new way of selling that puts the salesperson in control of the selling process. https://hubs.li/Q02znTt20

Learn a new way of selling that puts the salesperson in control of the selling process. https://hubs.ly/Q02r72Rz0

As a former Sales Manager in the timeshare industry, I've learned that closing sales requires a blend of persuasive techniques, personalized approaches, and a deep understanding of customer psychology. Successfully sealing the deal in timeshare sales involves strategies that not only resonate with potential buyers but also address their unique needs and concerns. Here are some commonly used closing techniques that have proven effective in this dynamic field: SAMPLE Ebook by DHUWANON NEERACHA https://lnkd.in/gxnpwGd9

We're delighted that you found the book so insightful, Oisin! Looking for a game-changing read to boost your sales skills? "What You Already Know & Don't" by Aaron Tighe might just be the book you need. This book stands out by offering concrete, actionable insights that you can apply immediately. Tighe’s real-world examples and practical advice make it a must-have for sales professionals who are serious about achieving their goals. Don't miss out on the strategies that could transform your approach to sales. Get your copy of "What You Already Know & Don't" today and start seeing the results for yourself! . . . #AaronTighe #WhatYouAlreadyKnowAndDont #B2BSales #SalesSuccess #SalesStrategy #MustRead #SalesProfessionals

#Sales pros: Are you sick & tired of all the posts, books & blogs that tell you what selling is? Me too! Here is a damn good list of what selling is not. Quick read.