The Field Guide To Sales
★ Debbie Saviano ★
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The Field Guide To Sales by Debbie Mrazek serves as a GUIDE through all weather and terrain on the Sales Journey! Originally published in 2008, the book remains highly relevant as it contains strategies designed to help everyone who is in Sales; and we are ALL in SALES!
HIGHLIGHTS
1.?????The Field Guide to Sales begins with the numerous reasons people say NO to Doing What They Know They Should be Doing.??Everything from “I don’t have time” to “Afraid to Start”. These excuses often prevent us from – you guessed it “Doing What They Know Works.”
2.?????Begin the book by turning to Page 169 where Debbie outlines the 5 biggest mistakes made by Salespeople followed by a list of effective proactive habits. If you can relate to any of these - this is why you should read the book.
3.?????The Guide is simple; 1) Decide WHAT Is Sold 2) Decide WHO to Sell to 3) Be available to DELIVER what is promised.
4.?????Debbie provides TIPS to both those NEW to Sales and the EXPERIENCED Salesperson with “New Traveler Tips and Seasoned Climber Challenges”.
5.?????The reader is reminded that experienced and successful Sales professionals do NOT waste time with the 80% who won’t buy but instead focus all their time and energy on the 20% that will Buy!
6.?????Once the WHO | WHAT & WHY are understood the Sales FORECAST is identified, explained, and outlined and can have a dramatic impact on your success. This simple activity can be a "gamechanger".
7.?????Creativity is something that might not be associated with Sales and yet Debbie confirms that Creativity is a huge part of Sales There is “Madness to the Method” that encourages us to keep it fresh and unique and provides fun ways to stand out!
8.?????There are 33 Guideposts sprinkled throughout the chapters and in all cases are Tips | Ideas | Suggestions | and Challenges all aimed to motivate and educate.
9.?????Throughout the book, Debbie focuses on why Relationships are KEY. Thus, Debbie is gifted at providing examples – stats and personal stories on why “Focusing on the Customer and Not the Sales” solidifies that Sales is about Giving!
领英推荐
10.??The Field Guide To Sales does a superb job of demonstrating exactly HOW to improve Sales | How to remove Fear | How to utilize a Systematic Process | and How to always be in the Right Place at the Right Time and does it with Field Studies – Traveler Tips and Climber Challenges. In doing so, Debbie provides a GUIDE that is easy to follow, and with each new page provides the HOW TO!
AUTHOR’S INTENT (in my humble opinion)
SALES is that one word that many consider a 4-letter word (you know what I mean) and yet Debbie is able to take the reader by the hand and dispel excuses, fears, and nonproductive sales. Her "PROOF POSITIVE" in each chapter is but one example. These personal stories provide a variety of examples that we can all relate to AND in doing so equips us to not make the same mistakes and more importantly recreate the Success.
"You don’t have to be great to get started, but you do have to get started to be great.”
— Debbie Mrazek
ACTION STEPS
1.?????"ASK DEB" is a section at the end of each chapter and it includes real-life“ questions that Debbie has been asked. She gives complete answers and in doing so, answers many of the questions the reader is thinking. Personal Touch!
2.?????Debbie states early on that her goal in writing this book is to help everyone in Sales. She demonstrates time-tested fundamentals involved in the SALES PROCESS and in doing so, removes the Fear! This is one of the very best books I have ever read on SALES!
?Thank you for joining me on the adventure, here on Books In Bites and I would love to hear your thoughts. Did I deliver enough above to make you interested in The Field Guide To Sales by Debbie Mrazek?
I highly recommend The Field Guide To Sales by Debbie Mrazek and you can grab your own copy at ?https://www.the-sales-company.com/books (no affiliate fee – just sharing)
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Business Growth Architect for Women Business Owners
2 年Thank you for sharing this book Debbie! This is such an important topic that too many people fail to understand. Relationships are the lifeblood of every successful and enjoyable business :)
Matching People to Business Ownership | Franchise Owner | Executive Transition Specialist | #DFWFranchiseExpert | #Oklahoma Franchise Expert
2 年Thanks so much for this excellent summary ★ Debbie Saviano ★! It's funny that you reference sales as a "4 letter word" because, when I'm speaking with clients, I often refer to it as the "s" word.
Getting business owners in front of their ideal prospects | Proven methods that increase engagement I Effective strategies to build loyal communities I LinkedIn Strategist I Social Media Manager | Servant Leader ??
2 年Debbie Mrazek -- Sales Expert is my GO TO on #Sales She always puts people first and that’s why all of her tips work. She’s the real deal. I posted today about the importance of being #authentic and ★ Debbie Saviano ★ Both of you are on the Top of my list. #PeopleFirst and #CommunityMatters
Empowering Small and Medium-Sized Businesses | Bookkeeping, Payroll, and Compliance Expert | Author | Podcast Host | Speaker | Clockwork Certified Partner?
2 年★ Debbie Saviano ★ Thank you for sharing! Debbie Mrazek -- Sales Expert, I know we have been connected for a while through others we know in common, but we haven't chatted much over the years. But if you are interested, I'd like to have you as a guest on my podcast Biz Help For You. If you would like to do so, we do have an intake form to gather what we need to record and promote the episode. The link is https://form.jotform.com/212026072520036 And congratulations on your book! Wishing you tons of success!
Accelerate your Sales Cycle where clients love to buy from you! ? Are you still tangled up, trying too hard to sell? ? Call TODAY 214-676-8486 and let us help you in getting your SALES to where you want them to be!
2 年★ Debbie Saviano ★ thank you so much for sharing!!?????? #SALES is so important and yet many feel uncomfortable. Often it is because they think they should be a certain way and the truth is the only way they should be is themselves. There are plenty of people in the world that are a GREAT fit for them but they dont take the time to identify clearly who they want to fo business with. Its just a conversation….not an interrogation. The real ABC’s of Selling is to Always Be Caring. If you care, can carry on conversation and are curious you can have an extraordinary career in #SALES. ??????????