High Performance Selling: Advice, Tactics, and Tools. the Complete Guide to Sales Success

by Terry Beck

High Performance Selling delivers a thought-provoking, sometimes unconventional, and always practical guide for today's salespeople. Written for those who are just starting their first sales career,... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 1564145522
• ISBN13: 9781564145529
• Release Date: January 2001
• Publisher: Career Press
• Length: 285 Pages
• Weight: 0.90 lbs.
• Dimensions: 0.6" x 6.0" x 8.9"

Customer Reviews

Kiss Book

Keep it simple book is what I mean. Not going over and over ideas. They are just simple and worthy ideas that will put your brain and business to work efficiently and directed toward the goal of anyone that wants to have positive results on any sales arena.

The most common sense you'll ever read.

Forget everything you ever read or heard about the overly complex sales process. Beck distills the complex sale and what you should be doing to execute on every facet of the process to a very Nike'ese "just do it". He includes real world examples and aligns them into practical approaches for selling. If your a soaring eagle sales person the advice given by Beck may seem like a dose of common sense but the book is a refreshing dose of reality for either the seasoned road warrior, the newbe or anyone inbetween.

Not bad for a sales book.

I don't normally like sales books but this one was actually pretty good. There are quite a few suggestions he makes which are actually good. He covers everything from writing proposals to handling objections. This book is written in simple terms, so simple that a lot of sales people overlook them. You may not read the entire thing from cover to cover but I'm sure you take away a few hints to help you with your sales.

Highly Recommended!

Terry Beck's selling wisdom is practical and based in common sense. Many of the suggestions here pertain to the most basic of all sales traits: persistence. It's refreshing to hear a sales guru say simply that it's a salesman's basic job to make the call, and he has no one but himself to blame if he doesn't. The advice here is grounded in hard work: show initiative, do your homework, know your product, cater to your customer, be yourself and don't make phony pitches. More distinctively, Beck corrects a lot of myths that actually harm your ability to make a sale. Of course, if you're a weathered sales veteran this information is not exactly breaking news. But if you're always looking to sharpen up your skills - and in this day and age you should be - we [...] recommend this well organized and conversational manual.

Conquering the complex sale

A practical guide to mastering complex sales situations - ideal for people selling big-ticket items such as enterprise software, equipment, or other "purchased by companies, not people" goods or services.