Print Length pagine. Lance Cooper. Every month, men and women work to sell a certain number of widgets, service contracts, or life insurance premiums.
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These high-activity salespeople find themselves selling just enough to survive. They work hard, some long hours, yet success eludes them.
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Until one day they make a change in their routine, see a better way, and earn more money in the same amount of time. And, because of better activity management, their appointment and quoting levels rise, until finally, breakthrough occurs. Smart activity replaces unguided effort. Now each quarter, as high-activity sales professionals, their monthly incomes rise so they can win the trips, get the recognition, save money, pay off debt, and pay for purchases with cash.
He starts by walking you through the process of setting goals that get your needs met. Then he takes you by the hand and shows you the kinds of activities you need in order to achieve those goals on a regular basis. A great salesperson can be terrible at managing the business of selling. Al Ries, Author, War in the Boardroom.
The diligent reader will read, absorb, and practice the ideas presented. We professionals are always looking for ways to get better. It's a simple way to look at your belief in a defined process and to put your best efforts towards them to achieve a desired result! Lance Cooper just hit a home run. This comprehensive guide to winning in high-activity sales is one of the best ever written.
I just bought this book for my entire sales team and you should too.
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Unfortunately, the results are pretty much the same as well. This book says something quite different. That the system is the solution. That the individual who masters the system will excel, by far, over everyone else.
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And, that the system Lance Cooper has built and perfected is within reach of every single one of us. Great book, Lance Cooper. Great read for the rest of you! Put the System to work!
Michael E. Lance Cooper has nailed it! Success in sales is engaging in the right activity.
He shows you how to shorten your sales cycle and put more money in your pocket faster. If you want your sales people to do what counts and do enough of it to generate abundant sales…read and study this book! Filled with short stories, clever examples and memorable life lessons, this is the handbook you've been waiting for.
Sales are made only through direct, sustained action and this book will motivate you and them to make more calls on the right people in the right way. Jim Cathcart, Author, Relationship Selling. Anderson, State Manager, Omaha Woodmen Life Insurance Society Selling Beyond Survival cuts straight to the heart of why it's important to understand our strengths and weaknesses, set up long term goals that have real, personal meaning and find the passion in our sales jobs again.
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Brian Tracy, Author, The Psychology of Selling For the first ten years of my professional career, I was directly involved in sales and sales management. Jay Conrad Levinson.