What is this book about?
Ace the Sale! is a
no nonsense guide, uniquely written for the busy sales rep. Using a golf
course analogy, this book takes each hole as a must-do step in the sales
cycle. There is clear instruction on everything the sales rep needs,
including how to raise your Emotional Intelligence and better connect with
prospects, understanding how to price deals, recognising when to ‘walk
away’, what reference visits should accomplish, developing dynamic
presentations skills, and much more!
Based on the author’s highly
successful sales career experiences, and filled with real world examples
and insights – this book offers a fast track understanding for greater
success in the tough but exciting world of sales.
Ace the Sale has a
micro-site: www.AcetheSale.co.uk |
Who this
book is for
If you are a sales rep who wants to sell more software, hardware or
services more often, with
higher margins, then this book is for you. Even experienced reps and
managers will find valuable information that is new, provocative, even
controversial, but all geared towards one thing – selling!
What you will learn:
- Become a sales rep superstar: close more sales with better margins
- Develop your Emotional Intelligence and understand what makes your
prospects tick
- See why the informal structure in a company is more important than the
formal hierarchy
- Boost your negotiating skills with real world tips, hints and insights
- Learn the tell tale signs of a deal heading south
- Recognise why saying “no” in a sales cycle is a strength, not a weakness
- Uncover the truth when everyone is lying to you
- A step-by-step, no-nonsense, fast track guide to the sales cycle, written
by an industry expert; ample margins for annotations
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About the author
Nick Gomersall was responsible for sales in
Northern Europe for JD Edwards in the mid 1990s. Selling to multi-million
dollar corporations like Electrolux, Glaxo SmithKline, Disney, Johnson
Matthey (and many more) taught Nick that selling at this level required a
strategy to handle the many different buyers that were involved in making a
decision.
Using tried and tested methodology coupled with his
own unique insight into selling, Nick and his team constantly hit their
sales numbers. With this experience behind him Nick then turned a loss
making consultancy company into one of the UK's Times Tech 100 fastest
growing companies. Using all the techniques that are in this book, Nick
took a team of product consultants and turned them into one of the most
effective sales forces in the market. |
Testimonials
If
you don't have Emotional Intelligence "EQ", which is covered on hole 2 of
this book, then you might as well find another profession. Nick has "EQ" in
abundance and recruited a talented team of people high in "EQ", who have all
gone on to be leaders in their own right in major software and service
companies. A great read and a particle guide in closing complex B2B
sales.
- Rod McDonald, Ex SVP of Sales JD Edwards
Nick and I have worked on many
projects over the years and Ace The Sale is a great read for anyone that is
involved in "B2B" selling where multiple buyers are involved. Packed full of
practical examples, Nick has the right balance of great advice and humorous
real life stories. I can see this book being a hit with major account sales
reps and their managers.
- Geoffrey Finlay, Software Entrepreneur, Chairman and CEO
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