Fed up with wading through the mass of sales training books out there? 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 software sales.
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 software 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 software 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
I have known Nick since 1981 and he has worked for me at Insight Database System, Data 3 and The GL Company (now InsightSoftware.com). As an investor in technology companies it is important that money is spent wisely. Being able to train presales people to become Ace sales reps protects cash flow, reduces head count and ensures that the prospect actually works with a sales rep that knows and understands their issues. I would definitely recommend this book to any sales rep, manager or investor. Matt Crotty, Chairman of InsightSoftware.com
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
I have known Nick since 1981 and he has worked for me at Insight Database System, Data 3 and The GL Company (now InsightSoftware.com). As an investor in technology companies it is important that money is spent wisely. Being able to train presales people to become Ace sales reps protects cash flow, reduces head count and ensures that the prospect actually works with a sales rep that knows and understands their issues. I would definitely recommend this book to any sales rep, manager or investor. Matt Crotty, Chairman of InsightSoftware.com
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
Preface
The 19th Hole – The Clubhouse
The 1st Hole (par 5) – The Right Equipment
The 2nd Hole (par 5) – Emotional Intelligence [sample chapter]
The 3rd Hole (Par 4) – Competition
The 4th Hole (Par 4) – What’s your Sandwich? Why Good Marketing Matters
The 5th Hole (Par 4) – The First Meeting is Critical
The 6th Hole (Par 4) – The First Presentation
The 7th Hole (Par 5) – How are we Doing?
The 8th Hole (Par 3) – Commit to the Deal, Multi-Level Selling
The 9th Hole (Par 3) – Last One through the Door
The 10th Hole (Par 5) – Do you need Birdies or Pars?
The 11th Hole (Par 4) – Complex Pricing and Clauses you don’t need
The 12th Hole (Par 4) – Internal Selling: why is it so important?
The 13th Hole (Par 4) – The Final Presentation
The 14th Hole (Par 3) – The Reference Visit
The 15th Hole (Par 3) – The Board Presentation
The 16th Hole (Par 3) – Decision Time
The 17th Hole (Par 5) – The Negotiation
The 18th Hole (Par 4) – Contract Signature
The 19th Hole (again) – The Clubhouse Revisited
Appendix A – The Empathy Selling Questionnaire
Appendix B – Sample Large Account Strategy and Sales Splits
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.
Author: Nick Gomersall
Published: April 20th 2011 | $34.99, £22.99 | ISBN: 978-0-9559114-3-9 | 218 pages | Kindle and iBooks
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