About this item
QUESTION: Why do some salespeople close deals like crazy, and others usually only get doors closed in their faces? For example...Salesman Joe routinely writes deals on homes worth over $3 million... while poor Bill bangs his head against the wall trying to sell $24 cell phones.Lindsay wins awards for moving the most $380,000 Rolls Royce Phantoms during the slow summer months... while poor Buffy got fired because she couldn't persuade more business owners to try her $79 a month coffee-delivery service.Fact is, these four salespeople have great personalities, firm handshakes and excellent prospecting and follow-up skills. They're dedicated... hard workers... and have families to support. But the difference in their performance is staggering. And it's reflected numerically in the last line of their respective bank statements.
About the Author
Drew Eric Whitman (a.k.a. Dr. Direct) is known internationally as a dynamic consultant and trainer who smashes old advertising myths like a china-shop bull. Teaching the psychology behind the response for more than 25 years, he worked for the direct-marketing division of the largest ad agency in Philadelphia, was senior copywriter for the country's leading direct-to-the-consumer insurance company, and associate copy chief for catalog giant Day-Timers.His work has been used by companies ranging from small retail shops to giant, multi-million dollar corporations, including: the Advertising Specialty Institute, American Legion, Amoco, and Texaco.His intensive CA$HVERTISING Clinic teaches businesspeople how to use consumer psychology to boost the effectiveness of their ads, brochures, sales letters, Websites, and more.
