"We felt like this information was presented in such a way that it made you want to make changes in your organization. Our sales personnel have heard this information many times but we feel the way you presented it made you really listen."
Cut the C.R.A.P. and Make the Sale is the "first and only sales handbook to marry a proven psychological methodology to overcome your problems (C.R.A.P.) with professional selling techniques." By first understanding the internal selling deterrents, you are better prepared for sales success. Catastrophizing happens when a sales rep imagines the worst will become real. Understanding the Selling and Buyer Processes, the mystery of worst case scenario will disappear. Rationalizing is a hurdle that allows sales people to "logically" make sense of why they are not doing what they should. The book arms people with successful prospecting techniques that defeat rationalizing. Agonizing can cause complete inertia as one weighs decisions. Overcoming agonizing means overcoming fear. Agonizing is destroyed when you are armed with the selling tools used by successful sales pros. Finally, Procrastinating leads to mismanagement of your most valuable resource: your time. Sales can be lost in a matter of minutes. While you are pursuing "bad" business, your competitors are signing contracts.
Anyone who has been around sales has realized that it isn't just about who you know. There are proven techniques and processes that are used by the truly successful sales professional. What are these techniques? What are the processes to being a sales winner? While reading Cut the C.R.A.P. and Make the Sale you will:
Learn the four obstacles to making a sale
Learn the four phases of the sales and buyer process
Learn the top five pieces of information to close a sale
“The authors have provided a no-nonsense, straightforward and useful method to help us understand how it is often our own obstacles that keep us form reaching our goals. Most readers should find this an easy read, as well as a challenge to them to make positive change happen in their own life.”
— Pat DeLeon, Ph.D.
Past President, American Psychological Association
"C.R.A.P goes expansively beyond the customary book on selling strategies, it is an ingenious reflection of our innate human tendencies toward success and failure. So eloquently written, the proposed methodology forms the essential principles for effective selling and personal observation. It quite simply is the outline of how to live life. So cut the crap and let your journey begin."
— Michael Riley
Global Sales Director, SBC Communications, Inc.
(Southwestern Bell)
Cut the C.R.A.P. and Make the Sale is the "first and only sales handbook to marry a proven psychological methodology to overcome your problems (C.R.A.P.) with professional selling techniques." By first understanding the internal selling deterrents, you are better prepared for sales success. Catastrophizing happens when a sales rep imagines the worst will become real. Understanding the Selling and Buyer Processes, the mystery of worst case scenario will disappear. Rationalizing is a hurdle that allows sales people to "logically" make sense of why they are not doing what they should. The book arms people with successful prospecting techniques that defeat rationalizing. Agonizing can cause complete inertia as one weighs decisions. Overcoming agonizing means overcoming fear. Agonizing is destroyed when you are armed with the selling tools used by successful sales pros. Finally, Procrastinating leads to mismanagement of your most valuable resource: your time. Sales can be lost in a matter of minutes. While you are pursuing "bad" business, your competitors are signing contracts.