Sales Success. Mark Bowser

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       Sales Success

      Made For Success Publishing

      P.O. Box 1775 Issaquah, WA 98027

       www.MadeForSuccessPublishing.com

      Copyright © 2016 Mark Bowser

      All rights reserved.

      In accordance with the U.S. Copyright Act of 1976, the scanning, uploading, and electronic sharing of any part of this book without the permission of the publisher constitutes unlawful piracy and theft of the author’s intellectual property. If you would like to use material from the book (other than for review purposes), prior written permission must be obtained by contacting the publisher at [email protected]. Thank you for your support of the author’s rights.

      Distributed by Made For Success Publishing

       Library of Congress Cataloging-in-Publication data

      Bowser, Mark

      Sales Success: Motivation from Today’s Top Sales Coaches

      p. cm.

      ISBN: 9781613397831(print book)

      ISBN: 9781613397848 (ebook)

      LCCN: 2015917093

      Printed in the United States of America

      For further information contact Made For Success Publishing

      [phone] or email [email protected]

      Table of Contents

       INTRODUCTION

       PREFACE

       CHAPTER ONE Selling – The Proud Profession

       CHAPTER TWO Highlights of the Perfect Sales Process

       CHAPTER THREE Distinctive Selling

       CHAPTER FOUR Creating Value First

       CHAPTER FIVE Becoming More Persuasive

       CHAPTER SIX Instant Rapport Building

       CHAPTER SEVEN Disciplined Selling Makes Sales Champions

       CHAPTER EIGHT Top 7 Personality Challenges

       CHAPTER NINE The Psychology of Conversion: What Makes Consumers Buy Online

       CHAPTER TEN How to Own the Closing Zone

       ABOUT THE AUTHORS

       MORE BEST SELLING SALES & SUCCESS BOOKS

       Introduction

      Welcome to Sales Success. You are about to embark on a journey that could change your selling life. How so? Only you will know for sure. But, you may double or triple your sales in the next twelve months based on what you are going to learn in this book.

      Many times, it is the small changes that make all the difference in a selling career. It is knowing that last number of the combination lock that opens the vault leading to sales success.

      This is no ordinary sales book. Many business books on the market today are written much like a text book… you know, like the ones we didn’t want to read when we were in school. Well, Sales Success is different. Mark Bowser has written an inspiring story that weaves the selling lessons together into a complete selling system that will propel you to the top of your selling goals.

      Mark has then assembled a team of the best sales trainers and authors in the world today. To be the best, you need to learn from the best. Through these top experts such as Scott McKain, Tom Hopkins, the late Zig Ziglar and many others, you will watch as our fictional mentor Digger Jones guides his young prodigy to the ultimate success in selling. Pretty soon, you realize that you are gaining as much as Digger’s prodigy.

      This is a great book. One that you are going to return to time and again in the years to come. Enjoy the journey… to your sales success!

      Chris Widener

       Preface

      “How can you be so incompetent? One sale! One sale! How can you only make one sale in a month? That is ridiculous. It was a measly sale at that!” bellowed an extremely angry and frustrated sales manager. “Jack, if I don’t see improvement soon, you are out of here.”

      “Not again,” thought a very depressed, dejected Jack Blake. This was his third sales job in a year and he was failing again. “What is wrong with me?”

      As Jack left his manager’s office, he felt lost. He had no clue on how to improve. He had no clue on where to even start. “It wouldn’t make any difference anyway,” thought Jack.

      Eleven months ago, Jack had entered the world of selling full of excitement. Now he just felt like giving up. He thought back to the previous eleven months, to that excitement he felt as he accepted that first job selling insurance.

      When he graduated from college a year and a half ago, he had felt like the world was his. He thought he was ready. He graduated in the top ten percent of his class with a double BA in Marketing and Business Administration, so why wasn’t he able to succeed at sales?

      After taking a few weeks to travel and relax, Jack had taken a job as a sales representative for FSI Insurance Company. FSI is the third largest insurance company in the nation and very selective on whom they let represent them as a sales representative.

      Jack has always been interested in sales and knew he was going to rip this industry up with success. Jack first became interested in sales when he sold grapefruits to earn money for a Florida baseball trip for his little league team. He had sold more grapefruits than anyone else and paid for his entire trip without having to get any money from his parents.

      Jack’s first month at FSI went extremely well. That month, he had the third most sales on the team, beating the numbers of many veterans. He sold his parents a policy, his uncle and aunt in Michigan, his cousin Susanne in Georgia, and a number of his friends.

      However, from there it began to go downhill. His second month was mediocre. In fact, that is where he ended up in the team rankings. Smack dab in the middle. His third month was awful. He ended the month better than only one other sales person, and he knew that guy was going to be fired. Jack was only mildly surprised when he was fired too.