The Four Kinds of Sales People: How and Why They Excel- And How You Can Too

By Chuck Mache

Book Overview

A business parable that breaks down the vital characteristics of successful salespeople During his two decades of selling, managing, building, and leading salespeople and companies in a variety of industries, Chuck Mache has learned that there are four distinct kinds of salespeople. Gleaned from his years in the trenches, The Four Kinds of Sales People is a business fable that exposes the traits and characteristics of these four types and outlines how and why salespeople excel-or don't. The story follows four fictional salespeople, each of whom epitomizes the characteristics of a particular sales style, and provides a clear and exacting description of how each type goes about selling. Mache exposes the strengths and weaknesses of these salespeople and provides expert insight on what each type of salesperson requires to achieve next-level success. For salespeople, sales managers, and executives, this entertaining and practical book shows how to pinpoint personality traits and design a personalizedstrategy for unlimited sales success. Chuck Mache (Santa Rosa, CA ) is the founder of Chuck Mache Communications and is an architect for breakthrough achievement. He is also a popular speaker, executive coach and consultant and has field and executive experience in broadcasting, home warranty, telecom, office equipment, insurance, and mortgage banking.

• Format: Hardcover
• Language: English
• ISBN: 0470127554
• ISBN13: 9780470127551
• Release Date: June 2007
• Publisher: Wiley
• Length: 224 Pages
• Weight: 0.80 lbs.
• Dimensions: 0.9" x 6.0" x 8.5"

Customer Reviews

read this in 2 hours...highly, highly recommended

Starting out in sales and wonder if it's right for you? BUY THIS BOOK At the sales game for a while but wondering if it's right for you? BUY THIS BOOK Managing a sales force and wondering how best to handle the team and what to do next? BUY THIS BOOK I read about 20 business books a year. This book has made a remarkable impact on me.

Excellent

I have personally tested the " kinds " written in this easy to read book as a professional sales trainer and consulted some 20 professional sales people, all with solid sales experiences of some 300 customers or a minimum of some 100 new customers per year. The " kinds " identify themselves easily and approve all other " kinds " with numerous colorful examples. The kinds are proven and they are all out there in the field. Buy this book, you need an hour or so to read through and end up with a very useful insight. Chuck shall keep writing on that, maybe on the kinds of sales managers this time.

We are all sales people

We are all sales people. This is an excellent book not just for the real estate sales person. but for anyone who interacts with customers and other sales people in your organization. It has helped me to motivate my sales staff in a more positive manner. An easy read and full of very helpful information. Todd Setzer [...]

All salespeople and everyone else in business needs this book

Most sales books are about tactics and techniques. The problem with that approach, however, is that salespeople are looking for the "quick fix" that will get them to success overnight. They're trying to put together their outer game without first getting their inner game in order. This book makes that leap and achieves what no other sales book has - it shows you who you are as a salesperson and what will make YOU successful. As one of those sales authors who is guilty of teaching a long series of tactics & techniques, I'm recommending that all salespeople read this book first to find out who they are before diving into the tactics side of selling. And as I mentioned in the headline, this isn't just for salespeople. Let's face it - everyone in business, from salespeople to C-level executives to small business owners to independent professionals - must sell in one form or another and would benefit greatly from this book. Get it now, read it, learn it, and implement it.

Excellent!

"If you want to excel at anything in business you should read this book. It forces you to look in the mirror and find yourself and your true intentions in your career. A must read for anyone who wants to know how the best keep getting better and what they can do to be one of them."