20 Days to the Top: How the Precise Selling Formula Will Make You Your Company's Top Sales Performer in Twenty Days or Less

by Brian Sullivan

Book Overview

"I've been selling the same basic product to the same customers for over 10 years. I watched your video and it turned my thinking upside down ...And guess what I WAS my company's Top Sales Performer " --Linda Jamison, National Account Manager, Time Warner Book Group

Brian Sullivan is an award-winning salesperson and one of the most prominent and sought-after sales and leadership trainers. His high-energy, no-nonsense, interactive seminars...

• Format: Paperback
• Language: English
• ISBN: 1402205139
• ISBN13: 9781402205132
• Release Date: September 2005
• Publisher: Sourcebooks
• Length: 240 Pages
• Weight: 1.40 lbs.
• Dimensions: 0.5" x 6.1" x 9.0"

Customer Reviews

Better Than Tom Hopkins

This book is a winner! I've read many sales books offering the same tired formulas and "power closes" designed to trap unsuspecting consumers into a deceitful sales web. Refreshingly, Brian Sullivan offers a proven, duplicatable formula based on learning what the customer really wants, and giving it to them in an ethical way they find hard to resist. One problem with most sales books and training is that the student has no way to easily remember and implement what they've learned, so the initial enthusiasm quickly wears off and sales people resort to their old way of doing things. With easy to remember acronyms and PRECISE call sheets, you'll soon be asking CLEAR questions and using SHARP responses to customer concerns, and having more fun and making a lot more money along the way. Buy this book and become a PRECISE selling superstar. Your family, your customers, and your banker will thank you.

Fun...But Packed With Useful Information

Brian Sullivan's "20 Days to the Top" is a fantastic read and well worth the investment. I have read countless "sales" books, some fun and full of fluff, and some so jargon laden and process oriented that you feel like you're reading an instruction manual on how to change the spark plugs in your electric toothbrush. 20 Days to the Top combines the best of both...a quick and enjoyable read with plenty of meat to sink your teeth into and try out the next day. As a salesman and business owner I have always wanted a repeatable process for a sales call. Something you can measure to improve weaknesses and capitalize on strengths. The PRECISE sales formula gives you just that. And the "Call Sheets" alone are well worth the price of the book.

I love this book!

I read this book out of curiosity because I know the author - I didn't really expect to learn much that would help me in my own business. But I've now read it at least five times, cover to cover. It's unbelievably readable - Brian's self-deprecating humor and easy-going attitude make it a fun read, the kind of book that leaves you laughing out loud and wanting more. But more than simply good entertainment, Brian's ideas and philosophies are refreshing and definitely thought-provoking. I find myself using many of his principals in my own consulting practice, even though I'm not a salesperson. Kudos, Brian.

First book read that presented a process

I've looked at a book or two on selling and some of those things are heavy! I powered a good portion of this book down while sitting in the bookstore and was pleasantly surprised. Of all the fluff of other books, this one had a method, something you can actually do and follow. I'm a photographer and engineering consultant (go figure) and I only have time for things that are broken down into processes, procedures and such when I'm not in the creative mode. Even then, I follow procedures. That way I can evaluate my performance and improve. This book provides just that.

Best sales book since SPIN Selling (Only more PRECISE)

This book has a ton of applicable information and a proven strategy that can put into play starting tomorrow. I have read a large majority of the sales books on the market, and until reading this book, I would have considered SPIN Selling to be the best material available. What I really like about "20 days to the Top" is that it breaks the selling process into a proven and replicable formula that makes sense and can actually be used. SPIN Selling talks about a lot of the same things (plus a ton of backup fluff on all there research) but leaves you hanging as-to how to really use the questions on day-to-day sales calls...where PRECISE really fills in all the blanks. I highly recomend this book. Josh