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Why Johnny Can’t Sell …and What to Do
About It
By Michael Nick and
Bob Kantin
In the competitive world of sales, organizations and managers
have long bought into popular methodologies, exposing sales teams to a
multitude of new approaches in the hopes of capitalizing on the next hot
thing. But while many things work in the short term, no success seems to
last.
Why JohnnyCan’t Sell . . . and What to Do about It is the story of
“Johnny,” the sales professional who has tried it all and still hasn’t
found the formula for consistent success that helps him understand his
product, his customers, and how to close the deal.
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Nick and Kantin chart Johnny’s course through the sales
process, examining his methods and providing sound advice and practical
exercises. Why Johnny Can’t Sell is an essential sales companion,
helping readers increase sales by bridging the gap between product and
sales training.
Managers, sales teams, and field reps will learn to:
- Recognize
training gaps
- Build
sales tools that boost selling power
- Communicate
success to customers
- Determine
the value of a product or service to a prospect
- Demonstrate
value with compelling proposals and presentations
Why Johnny Can’t Sell guides salespeople of all levels throughout
the sales process, providing sound advice and practical exercises to build
confidence and create custom sales approaches increasing the bottom line.
Available in most bookstores or at Amazon.com.
For additional Why Johnny Can’t Sell tools, visit www.whyjohnnycantsell.com.
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Sales Professional’s Guide to Writing
Winning Proposals
By Bob Kantin
This new book (9/2007) details a framework
to create sales proposals that shift the paradigm from typical sales
person to sales professional. The days of filling out simple, one-page
pricing sheets are long gone—they are being replaced by a sales proposal
development process. This new process should become part of a success
formula that includes analyzing a prospect’s current situation, prescribing
a solution, and assisting the buyer in making an informed decision.
The concept of a sales proposal development process is supported by
the fact that a buyer-focused sales proposal is the single biggest user
of information gathered throughout the sales process.
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This new book also presents the concept
that developing a winning sales proposal is a process not a single-event,
writing project. It shows that sales organizations and sales professionals
will continue to experience mediocre results if they view proposal development
as simply a cutting and pasting exercise using past proposals. And,
as also affirmed in Bob Kantin’s book, Why Johnny Can’t Sell
…and What to Do About It, sales organizations needs to take responsibility
for developing and maintaining proposal models for their sales forces.
Available in most bookstores or at Amazon.com.
Also order the book from the Why Johnny
Can’t Sell site, visit www.whyjohnnycantsell.com.
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