How You Make the Sale Series at Catch a Gideon

How You Make the Sale Series

January 11th, 2007 by digerati

How You Make the Sale is about how to market yourself and your products. The book is a great book on sales because it is intended for the beginner (most are either too common sense or aimed at someone with years worth or sales experience under their belt). The book gives you the basic keys to selling without the fluff.

The book starts out explaining how sales isn’t a “black art” and there is nothing special that makes a sales person besides some basic skills that can be learned. The more ethical and customer focused you are, the more successful you will be in the long term.

I’m going to present my notes on the book (I took while reading) chapter by chapter as I did with the Bogleheads Series here at Catch a Gideon. Here are the chapters:

1. Selling as Service
2. How Buyers Decide to Buy
3. How Does a Sale Unfold
4. Research Prior to the Sale
5. Meet and Greet - Your Only Shot at a First Impression
6. Discovery - Questioning for Results
7. Features and Benefits - The Difference and Why it Matters
8. Making the Case - Presenting the Solution
9. The Objective is Objections - Dealing with Resistance
10. Closing - It is Okay to Ask for the Order
11. Following Up for Ongoing Profitability
12. Final Things