Addicted to the Process How to Close Transactional Sales with Confidence and Consistency Scott Leese 9780998405407 Books
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AMAZON #1 BESTSELLER
Addicted to the Process How to Close Transactional Sales with Confidence and Consistency Scott Leese 9780998405407 Books
Buy, read, and implement this book if you're new to sales, struggling in sales or struggling in life and looking for a success path. Scott has walked the same path he's writing about. Honest, truthful, and applicable to the real world. Highly recommended.Jeffrey Gitomer author of the Little Red Book of Selling
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Tags : Addicted to the Process: How to Close Transactional Sales with Confidence and Consistency [Scott Leese] on Amazon.com. *FREE* shipping on qualifying offers. <div><b>AMAZON #1 BESTSELLER</b></div><div></div> In <b> Addicted to the Process</i></b>, top sales leader Scott Leese injects you with a powerful shot of adrenaline and teaches you how to: <br /><br />- Drill <b>habits that build your confidence</b> as a salesperson<br />- Use the addiction model to <b>close deals like an all-star</b><br />- Stick to a proven process to <b>blow up your numbers</b><br />- <b>Hit milestones </b>that drive you toward your real goals<br /><br />Are you sick of life just happening to you,Scott Leese,Addicted to the Process: How to Close Transactional Sales with Confidence and Consistency,Scott Leese,099840540X,BUSINESS & ECONOMICS Sales & Selling General
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Addicted to the Process How to Close Transactional Sales with Confidence and Consistency Scott Leese 9780998405407 Books Reviews
If you've just started a career in sales, this book will give you a foundation of core fundamentals. You will find your basics here, written in a tone that's super direct, conversational, and cuts straight to the heart of it.
If you are building a team, and need to put in place a sales process that's repeatable and scaleable, buy this and use this as your textbook.
You don't need complicated sales techniques, or hokey gimmicks. It's about mastering the basics. Get these basics down and you will be ahead of the curve, and able to modify in any situation.
Reading Addicted to the Process was such an intimate experience for myself. I have been living and breathing all of these concepts and the process itself for the past 3.5 yrs at MSH. It was basically like a reiteration of everything I hold in high regards. It seems the many things you put in place years ago at the start of MSH was the foundation we all needed to be successful. Here are a few things that really hit home
1. Baseball analogies, even though I don't play, are the best ways to get reps to understand how volume is key and to play the math
2. "Just get better at each of the steps within the process." For 3 months straight I preached to my team this motto.
3. Part of being a manager is making goals become real for reps. They need to know how they can improve and impact their own life by achieving them. "On the surface he didn't think he had goals. But everyone has a reason to succeed if they can just visualize it and get specific about the details."
4. Pertaining to the script, it's there for a reason. Why would a company give you something they think wouldn't work for you? It's crazy how, that actually crosses salespeople's minds. By mastering the process, you can break it down to it's simplest parts to iterate and decide what you can change that will improve it and not skip a vital part of the selling process.
5. When finding the prospects pain, if they don't say it then it isn't real. I find this to be the biggest problem with reps who had just gotten success for 3-4 months and then they drop off. They tend to know what the prospect's pain is every time and end up just telling them and even when they're right they don't get the sale because it didn't come from the horse's mouth.
6. "I made twenty calls before I did anything else else each day." This is what keeps sales people strong every single day and ready to overcome pushback/objections. Never start your day with a demo or SD. Come in early to get those first few calls out of the way.
7. "Finding healthy outlets to manage the stress is an essential part of becoming a great salesperson." I love speaking to my reps about this. My fourth month on the phones I started drinking every night because I thought I sounded better on the phones the next day with a little of hangover edge. The I don't care mentality. Turns out I couldn't have been more wrong. Working with my reps to find healthy solutions to all the rejection is a lot of fun and has huge impacts on their wellbeing.
Thanks for the book and all of these crucial lessons.
This book certainly helps anyone looking into Inside Sales or just transitioning into Inside Sales, but also very handy for anyone who is in need of further guidance to strengthening your sales process, in general. I had personally transitioned from outside sales to inside sales, and I have to admit, in the world of transaction sales over the phone, this has definitely helped reinforce the fundamentals that I was introduced at my new company, and helps you take action such as refining your approach in identifying the pain during your rapport building. The "4-categories" of the sales process required, helps you maintain a simple and practical perspective as you continue to exercise guiding the customer/client into their own buying state-of-mind, before you actually cover any features and benefits of your product!
You will build confidence and sustain continual engagement with the sale and make the close easier, as you will help the customer identify their pain-points and help them accept their problem (create their need for a solution fast). This book does an outstanding job of helping lay out the process, and refine your every aspect of preparing your customers to accept your close for them! PAIN. VALUE. URGENY. SOLUTION delivered for the customer. Outstanding read. Easy and practical. Highly recommend to anyone who must close the deal over the phone. Highly recommend to teams of professionals who take their training seriously.
I just finished reading my copy of "Addicted To The Process" by Scott Leese and I must say, it should be required reading for any new salesperson on your floor. In fact, salespeople of every level will find something of value here. Scott outlines his proven system for success that he has used time and time again to take sales floors from 0 to 100. As sales professionals, it is key that we are constantly evolving/growing ourselves and Scott Leese just made it that much simpler for us with "Addicted To The Process"- seriously, use some of your quarterly fun money and buy each team member on your floor a copy. If they APPLY it- you WILL see results.
Great sales book period. Scott lays out exactly how he took several companies to multiple millions in revenue. He is a master of sales but I put out a huge caution when reading this book - you will read it thinking you are going to get "the one thing" that is going to bring you huge sales success. But as Scott points out in the book it is a process. Its not one thing, its several very specific things that if you do them exactly as Scott lays out in the book you can model the successes he has had.
A great read but more importantly I have a sales team kickoff meeting tomorrow morning and it is going to be required reading for every sales rep on the team.
Buy, read, and implement this book if you're new to sales, struggling in sales or struggling in life and looking for a success path. Scott has walked the same path he's writing about. Honest, truthful, and applicable to the real world. Highly recommended.
Jeffrey Gitomer author of the Little Red Book of Selling
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