Author: Allen R. Anderson
ISBN #: 978-0-615-36326-4
One of the most important things we can do to improve the US economy is to help small businesses grow.
That is why this book was written. It was written for both business executives and sales personnel. It is a short, 85-page book that discusses sales strategies that should help many businesses to increase sales by hundreds of thousands to millions of dollars annually.
Sixty to eighty percent of all start-ups fail in the first five years. Furthermore, many businesses are operating at 30% of their potential. In both cases, a primary reason is that management does not adequately understand sales.
The book is not meant to discuss sales basics. It discusses 15 sales-related issues that managers need to understand to effectively manage sales processes. Most of the points discussed are typically not reviewed in standard sales training programs.
The 15 ways reviewed apply to most businesses, and if properly addressed, each sales strategy can potentially grow a business by 50% to 100%.
Also, this book is not written just for executives directly involved in sales processes. It is important that CIOs, CFOs, business owners, etc., understand sales processes as well, and the book provides examples of how their lack of understanding can significantly affect the performance of the sales staff and the profitability of the company.
Finally, this book should provide valuable information to salespeople as well. If a manager is not aware of the issues discussed in this book, the likelihood the salespeople working for the manager will fail is high.
Kevin Kermes, a sales recruiter, once commented in a webinar: "If you do not have a good product, good management and good support, you will never make quota." Kevin's web site is: (www.careerattraction.com)
This book should help salespeople prepare the right questions to ensure that a decision to accept a position isn't regretted 90 days later.
What Makes This Book Different?
As you are probably aware, there are hundreds of ways to grow your business. If you doubt that, go to a bookstore and buy 4 or 5 books on sales as I did. My objective at the time was to determine how to best format this book that I had just completed, but my subsequent thought was: “If one of these books gives me one idea that increases my sales by $10,000 per year, I will be extremely pleased.” That week I spent $140 on books.
However, there is a problem. Some ideas will increase sales by 5%, some by 10%, and some by as much as 100%. Do you know how beneficial each way is? One author suggested, “Try them all.” Do you have six months to test them all?
This book focuses on 15 concepts that can dramatically increase sales and should take about 5 hours to read. Executives should try all ideas, but it might be best to first focus on those ideas that are most likely to provide the greatest benefit.
As a final point, I attended a trade show to develop prospects for my book. After I explained my purpose, one sales manager--in just two minutes--listed five issues he thought I should have included in the book. I was both impressed and pleased. All five of his concerns are noted in the book.
Another point that has impressed me is that no one else I have spoken to has been able to name five ways to increase sales by 50% or more.
So, can you list just three ways--not five or 15--to increase sales by 50% to 100%, explain each process and explain how each will increase sales by 50% or more?
If you can, then you probably do not need to read this book. You know enough.
If not, are you focusing on those things that can best improve the sales of your company? Is it worth $39 to review 15 concepts that can potentially increase your sales by $100,000, $500,000 or perhaps millions of dollars per year?
If you have a suggestion or a sales-related question, please feel free to contact the author, Allen Anderson, by email (click here) or call 7-0-3-848-9098.