The Sport of Sales
How to Become a Superstar Sales Pro
by
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OVERTIME (GETTING REFERRALS) Overtime occurs when the score is tied at the end of regulation. You have to play a little bit longer than normal to determine the winner. In the case of the Superstar Sales Pro you have won another deal but they too have gained something, a solution to a vital problem they had. So to Win and believe me it’s all about WINNING you have to score some more and the way we do that is to get this new client to give us some referrals. If winning isn't everything, why do they keep score? Vince Lombardi American NFL Coach. Whoever said, 'It's not whether you win or lose that counts,' probably lost. Martina Navratilova American tennis player. I have found that there are 3 key areas that sales reps usually omit; one is qualifying the decision maker and the decision making process, two believe it or not is actually asking for the business, and three is the one that is left out the most GETTING REFERRALS. Throughout this book we have certainly more than covered areas 1 & 2, now in overtime we will address 3. I have been known to be very aggressive with attaining referrals. To the point where I have told clients I’d rather have 3 solid referrals from them versus having their business. Obviously I want their business, so I use that line with a bit of charm but they get my point!
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About the Book
The Sport of Sales gets right to the point, offering useful, direct advice to get more customers. This book is informative, inspirational, short, and easy to read, a powerful tool for sales professionals or sales managers. The Sport of Sales is filled with ideas, tips, and tools that you can put to work right away. You can take away enough new ideas to keep you busy for a long time and generate tons more sales and money. The Sport of Sales is great for those who are new to sales, as it simplifies the entire sales process, but it’s just as effective for a tenured sales rep who wants to improve or revitalize their sale career by making sales fun and easy.
About the Author
CRAIG J. LEWIS is a charismatic, energetic sales professional and business consultant, with leadership qualities that will help propel any organization. He is at the forefront of innovation, regarding a results-oriented, high-touch, business and sales-development model that has people/processes/technology as its foundation. Craig has a passion for industry knowledge and an ability to approach qualified prospects, cultivating purposeful meetings, shortening sales cycles, and generating more business.
Built on his diverse background that includes telemarketing, outside sales, sales management, consulting, brand-building, marketing, and leadership, Craig is aware of the essentials for success in selling. A natural at motivating, inspiring, and building confidence, he allows others to set high goals and maximize their ability to positively affect their outcomes. Craig leverages his experience in working for and with Fortune 300, Fortune 500, and Inc 500 companies to deliver high value with substance and results.
Craig believes in and exhibits a direct results-oriented style of business with a high level of focus on sales and sales processes. He values his college coach’s definition of discipline: “Do what you’re supposed to do, when you’re supposed to do it, and do it to the best of your ability every single time you do it!” This is his mantra, and he aims to infect his peers, clients, partners, and prospects with his Discipline Doctrine to help them achieve success and greatness.