|About the Author||
The Three Games of Selling by Voss W Graham is the …
|Preview Chapter Six|
College Football Fan's Ultimate Guide to
Successful Business-to-Business (B2B) Selling
|"This hard-hitting, fast-moving book will show you how to sell more, faster and easier than you ever thought possible."||Brian Tracy, author & speaker|
|"One of the greatest Coaches in Sales Training and Leadership! A must have?"||Bill Brooks , author & speaker|
|Every National Accounts sales person I have worked with - wants to improve their selling skills and their sales results. If you are looking for the answers to improving your results, then read on.|
The real problem in learning "how to be a better" B2B salesperson is the fact that 85+% of improvement seminars, books and articles are based upon traditional sales methods. These methods are most helpful for one time calls, small dollar, simple selling situations. Most B2B sales situations are multi-call, large dollar/budget, and complex. So how does a B2B sales person find a simple explanation on how to sell to major accounts, large National accounts and business accounts? Read on…
Selling to businesses is quite Simple. Yes, I said simple - I did not say easy! If it were easy then everyone would be doing it successfully. Yet, only 20% of the business to business sales people are selling consistently to large, major accounts. Why is this? The Top 20% have found that selling major accounts is SIMPLE - if you follow the sales process and condition your mindset to be a winner. Simple formula leading to Major Results!
So, are you ready to join the ranks of sales leaders?
Using Voss Graham's Three Games of Selling, you will learn the methods used by the sales winners.
Now Football Can Have New Meaning
Working with Sales Teams from coast to coast, I found that 85% of B2B sales people were avid sports fans - especially football. Since one of my passions in life is watching college football - what a match. I realized that college football is a highly competitive venue - just like major account selling.
The similarities between major account selling and college football were amazing. Winning programs are in the TOP 20 - usually the TOP 10 - year after year. Top Sales Teams and especially Top Sales People are at the top in their business - year after year. Sure, an occasional first timer breaks into the ranking for one year (a flash in the pan), yet, unless the program or the individual is grounded with success fundamentals - the year after year consistency is not!
Why Three Games?
Looking for the fundamentals of success in both college football and the top sales programs - I found Three Major Areas - or Games. Since people can learn to play a game, using the three games as a guide to learning the Secrets to Consistent Sales Success - was a no brainer. It's a simple plan - that requires discipline to execute.
Okay, let's look at the fundamentals or what you will find in the Three Games of Selling. There are three areas or games that are shared with you. The first is the Inner Game of Selling. It sets the winner's attitude into motion. The winner's edge is used to insure positive results - no matter what the conditions or adversity are in play.
The second fundamental or game is the Active Game of Selling. Since selling is a contact sport - just like football - you will need to master how you make contact with customers. This fundamental truth is one of the major keys to long term success. Communication and gaining rapport with all people leads to more wins in selling. Also, the level of practice was found to make a serious difference in selling success. Winning is rarely an accident, planning the game leads to positive results.
The third fundamental or game is the Selling Game of Selling. Here Strategy meets Tactics which lead to more wins. "Winging it" is not a strategy, nor a tactic. Learn the methods of the winners use to increase their odds of winning in every game.
Houston Business Women's magazine as a book for its readers to learn about selling. November 2006 issue
Bill Bonnstetter, Chairman of TTI Performance Systems
"The Three Games of Selling is a must read, if you want to learn how to sell to other businesses. Simple and direct methods to winning sales"
Jerry Houston, President / CEO, Houston Associates
"Good job. It is clear that this book came right from your heart. Good, common sense advice."
"I very much enjoyed your new book! The football metaphor
really works and personalizes the sales approach in a way that never
happens with books on selling. The content is easy to follow and memorable
because of it's simplicity."
In the Inner Game, you will find how to think like a winner:
In the Active Game, you learn that selling to businesses is a contact sport - just like football. Except you do not go around tackling and blocking your customers (even if you really want to do it to some customers!) You do have to communicate - clearly and strategically - to everyone that you meet.
Therefore, in the Active Game, I reveal the secrets of action like:
Finally, in the Selling Game, you learn how strategy and tactics working together lead to "bigtime" sales success. The principles are simple, yet, discipline is needed for the proper execution of these simple rules for success.
In the Selling Game, you will learn the following principles to insure your sales success:
As an added Bonus, you are provided with a special section called the "Economic Scouting Report." This guides you in your interaction with different customers (and companies) to clearly identify the business philosophies they use. This gives you the advantage. You will know what type of offer meets the needs of the customer. No wasted effort or money! Improve your winning percentages using this easy to understand guide.
Okay, Read enough? Ready to get your own copy of the "Three Games of Selling" today?
How can you lose? Your investment of only $19.95 plus tax (if in Tennessee) and free shipping will give you the tools and knowledge to be a sales leader. Order Your own Personal Book today and start making more sales.
If you want to start reading it now, then click here for the eBook version and it will be available as soon as you close out your purchase - AND, it's only $12.95 with no shipping. Get Your own copy NOW!
Either way, you win and win and win and win some more. Lead the team. Start today.
Copyright 2006 Voss W Graham