Mehrmann and Simon have packaged years of experience into a single volume that provides fundamental advice for sales professionals.
The authors emphasize the importance of developing trusted relationships while pursuing a career in sales. They discuss topics such as preparation, networking, cold calling, designing strategies and effective communication, among others. Mehrmann and Simon address each subject with an eye toward developing integrity and reliability to lay the groundwork for a thriving business. Chapters are organized into sections which begin with real-life examples, followed by detailed discussion or reflection. Sections conclude with activities designed to guide readers toward a deeper understanding of where they stand in relation to the topic, and how they can develop further. While some of the ideas and advice seem obvious, (â€œIt takes much more effort, and expense to win a new customer than it takes to keep an existing one”) readers will take notice because the authors have clearly relied upon their years of experience in developing these lessons. Mehrmann and Simon place the customer–and his or her needs, wants and experiences–at the center of the sales equation, and demonstrate the necessity of taking a genuine interest in the client at every level of sales. Rather than presenting a collection of famous inspirational quotes, the authors sprinkle the text with their own sayings. The straightforward writing style is also accented with illustrative vignettes which exemplify the crucial aspects of successful sales. While the book is aimed at salespeople, professionals from many different industries will find the ideas and suggestions helpful and transformative.
Useful advice for professionals looking to move to the next level of success.