Kick Your "But" : 18 Steps for Removing the Obstacles to Sales Success

By Emily Huling

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• Format: Paperback
• ISBN: 1890384003
• ISBN13: 9781890384005
• Release Date: October 2000
• Publisher: Riverwood Press
• Length: 136 Pages
• Weight: 0.40 lbs.

Customer Reviews

Good Training Tool for Sales Professionals

But . . . but . . . but ....Isn't it interesting how we always find an excuse not to do something that we really should do. The reasons are always there. To get past that problem, invest time to learn what to, then get out there and do it. This book is a compilation of questions that salespeople ask about what they think is getting in their way, blocking their path to success. Chapters are short, pithy, and focused. Beginning salespeople will find this book to be a helpful tool. Those with some experience will benefit from reminders about things we forget, that allow us to become complacent. Kick Your "But" could be a useful text for sales training sessions, building instruction and discussion from each chapter.The chapter headings include how do I find more prospects, are your prospects right for you, and how do I overcome call reluctance. Other questions address are how do I prioritize and track all these prospects, are some sales too good to be true, and how do I handle negotiations?Sales success challenges, like homework assignments, at the end of each chapter stimulate the reader to explore how the subject relates personally. These challenges extend the learning. Standing alone, the book will be helpful for beginners. With other activities, the book is a tool to stimulate further learning for professional salespeople.