Professional Selling Books
(Steve Marx, Ron Willingham, David Mattson)
This article explains about Professional Selling Books of Steve Marx, Ron Willingham and David Mattson
Steve Marx, Close Like the Pros
Steve Marx has been selling his books and helping the salespeople so that they can develop the strategies, useful for the sales organization and so they can get the success in the entire career. There is the sales pressure, on the sales people today, however, talent is defined by him, talent, training, tactics can result in the performance; the performance can result in outstanding performance. In his book Close like the Pros, there are powerful strategies, related to the interactive selling. The book is successful and there are the strategies, to replace the worn-out tactics with the interactive selling, the book has the authoritative work evidence by consistency sales.
Steve Marx revealed the basics of the sales, he said to be a professional is a big deal, the selling and buying is defined as a big deals, because it is difficult to manage the long-lasting or long-term relationships with the clients, however, to retain the clients, there is need of the interactive selling. The sales person needs to work and need to consider the proposals important for the sales. Following are the points, which are needed to follow for the long-terms relationship with the customers.
“Close Like the Pros”:
- There is a need to target the business-to-business salespeople, especially who seek the long-term relationship and sell the tailored solution, so that there could be people, who can give ideas to sell internally.
- There can be weans salespeople, who lie with themselves, are from the dangerous fiction and can cause the loss of control, such people can also result in the loss of business, and loss of the influence.
- The salesperson needs to be given the tools, so that they can activate in the buying process and keep the selling process begin, however, they need to keep the process alive until the decision should be taken.
- The salespersons need to be trained, as they should, known about the languages, they need to do the homework assignments; they should follow the real-life practices, the need to include the half-baked ideas so that the benefits could be there. However, they should also involve the trial balloons, molehill decisions and more.
- The salespeople need to give the clear understanding about the sales process and the clients, as the clients who want to buy the product, they should be given the maximum time and do not need to waste times with those who do not want to buy (Marx, 2009).
The sales solutions are provided in the book, there are the comprehensive selling’s, the above points explain about the interactive selling strategy, it is the successful system, the company is providing the teaching to the salespeople and the companies, there is the implementation, practicing and consulting about the need-based and customer-focused selling. Consequently, with the help of the interactive selling model, there could be the high engagement of the salespeople and the customers, however, the proposal can be helpful to improve and the prospect of the sales.
Ron Willingham, Spin Selling, and Integrity Selling
Ron Willingham wrote an excellent book on selling, the system of the selling is recommended in the book, however, there is the values and integrity; the six steps are discussed regarding selling integrity. The six approaches are the interview, validate, demonstrate, negotiate, approach and close. Following are the integrity selling approaches that are important to follow (Willingham, 2009).
How to Approach People
“There is need to analyze someone’s style when you are in front of them can be self-defeating.”
There are the different styles of the buyers, as discussed by the author; the buyer can be “Talker, Doer, Plodder, and Controller.” However, the salespeople need to have the tendency, so that they could deal with the customers, the buyer styles can be different, there is need to listen and develop the empathy with the people so that there should be technique-based selling.
Interview and Find Out the People Needs
There is need to find out the customer needs by interviewing them, the purposes of interview defined as:
“Listen to obvious not so obvious”
- To understand the customers need and want
- However, to know the customers by their actions
- To identify the prospect needs, so that they get prospect to agree
- Validate Yourself
He relates the persuasion psychology with the term, as there is need translate the benefits to the customers.
“Where trust and rapport are high and selling pressure is low”
The approach is suggested by the author, as in this approach the author discuss the people or the buyers, that there is a need to focuses on the grooming, body language, and the talk so that the customer powerfully influenced by you and can develop the trust. The author has explained the different buyer styles, there is the need to build the Rapport with the individual and not with the style.
The demo needs to be given to the customers, as the demo should mention about the product, services, and the features, there is need to mention the corresponding benefits and need to look at the person, as both logic and the emotions, should be focused, the best environment for the meeting should be concerned.
Negotiate Problems and Objectives
Negotiation can solve the problems, there is a need to understand the customer’s problems, there are the tips about handling the customers, as the author states, “We cannot talk to people into changing their mind, but we can listen to them into changing.” However, there is need to understand how the prospect feels, the things should be known and objections need to be agreed on.
However, in the other approach is author states, “Discuss possible solutions and ask the prospect ideas, on the best solutions.” The problems need to find in this case and there is the need to shift the focus, there is the “Feel-Felt-Found” technique, to handle the objections. Consequently, the successful salesperson is one, who does not have the fear of rejection or failure.
Closing can be defined as the asking for a final decision, that if the customer is sure and going to “Yes”. The closing should be easy in the sales strategy; there are the focuses on the close types:
- Simply ask
David Mattson, The Sandler Rules
David Mattson, in his book, defined about the psychological principles that can relate to the human behavior; there are the 49 timeless selling principles in his book, as he defined how to apply them. He used the human development model and relates it to the 49 rules, There are the secrets that are related to the salesperson, there are the ego states that are related to the influence behavior (Mattson, 2009).
The decision-making of the clients can relate to the three states, however, human behavior can be affected, there are the Sandler’s sales techniques, as in this way, salespeople can use the techniques and can judge the people behavior. Moreover, the principles can be effective, as positive results can be there.
The Parent Ego State
The parent part is the part of the mind, which can store the information, and give the information what is wrong and what is right, the mind of such people can be involved, in the selling process.
The Adult Ego State
The adult part of the mind can tell have weighed the pros and cons of any idea. The salespeople in this way can express the ideas or desires emotionally so that the person takes a decision to buy.
The Child Ego State
The child part of mind or child state represents the emotional state of mind while making the decision, such buyers can be appealed before the selling decision, and they can be the target.
- Marx, S. (2009). Close Like the Pros: Replace Worn-out Tactics With the Powerful Strategy of Interactive Selling: Easyread Super Large 24pt Edition. ReadHowYouWant.com.
- Mattson, D. (2009). The Sandler Rules. Pegasus Media World.
- Willingham, R. (2009). Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy. Crown Publishing Group.