Simple Selling Skills

By Ted Schulte

Simple Selling Skills is an affordable, easy-to-read, educational ebook that will introduce you to a commonsense approach to the art of selling that focuses on the customer. Selling is not something you do “to” someone, selling is something you do “with” someone; it is about the interactions between people. If you are good with people, then you can excel in your sales career. This ebook will introduce you to a selling process that is universal to all selling situations. You will learn all of the simple selling skills needed to master the art of selling and improve the way you interact with people, as well as many tips and tricks that will help you launch your sales career to new heights.

Join the many sales professionals who have already downloaded this affordable and valuable ebook and are on their way to improving their sales performance by mastering the simple selling skills.

• Language: English
• Publisher: Ted Schulte
• Release date: Jul 24, 2013
• ISBN: 9781301398201

Ted Schulte

Ted Schulte has been involved with the implantable medical device industry for over 30 years. As an engineer and inventor, he holds several U.S. patents and has designed prosthetic heart valves and transvenous lead wires for implantable defibrillators. His designs have been implanted in over a million patients around the world. Most of his career has been in a sales role selling pacemakers in his favorite city of Austin, TX. Ted has traveled extensively throughout the United States and Canada as a motivational speaker and sales coach. He is an expert in the art of selling. Ted enjoys music and he is passionate about playing the piano and the guitar.

Book preview

SIMPLE SELLING SKILLS

A Commonsense Approach to the Art of Selling

That Focuses on the Customer

Ted Schulte

~~~

Smashwords Edition

Copyright ©2013 by Ted Schulte

All rights reserved. No part of this book may be printed, reproduced, stored in a retrieval system, or transmitted in any form without written permission from the author.

This ebook is licensed for your personal use only. This ebook may not be re-sold or given away to other people. If you would like to share this book with another person, please purchase an additional copy for each recipient. Thank you for respecting the hard work of the author.

Smashwords Edition, License Notes

This ebook is licensed for your personal enjoyment only. This ebook may not be re-sold or given away to other people. If you would like to share this book with another person, please purchase an additional copy for each recipient. If you’re reading this book and did not purchase it, or it was not purchased for your use only, then please return to Smashwords.com and purchase your own copy. Thank you for respecting the hard work of this author.

Published by Ted Schulte at Smashwords

Edited by Madelynn E. Schulte

Dedication

This book is dedicated to my friend, Tim Goldman, the man that has been my business mentor for my entire professional life. Tim is from a small town in Arkansas and when you meet him, he exudes more Southern charm than all the beauty queens from Mississippi to Georgia and back again (double-counting the pretty ones.) He would always sit me down and say, Teddy, selling is all about people. If you know people, then you know how to sell. I consider him to be the best salesman the world has ever known, and I have taken his wisdom to heart throughout my career in selling.

Tim kept it simple, and so will I. Selling is all about people...it can’t get any simpler than that.

Table of Contents

FUNDAMENTAL CONCEPTS

Selling is all about people

You’re either Glad or you’re Mad

Trust is about your inside and your outside

People change based on their emotions

Content follows connection

Pursue a dialogue not a debate

The customer and the user

Welcome to SIMPLE SELLING SKILLS

STEP 1 DIAGNOSIS – WHAT IS THE PROBLEM?

Start with a diagnosis of the problem

The importance of an intervention

Symptoms reveal problems

Put everything on the table

What do customers really want?

Listen to the customer

SIMPLE questions to reveal Problems, Wants, Needs, and Concerns

STEP 2 PROGNOSIS – WHAT ARE THE CONSEQUENCES IF THE PROBLEM IS LEFT UNTREATED?

After the diagnosis comes the prognosis

What are the consequences if a solution is not pursued?

Monetize the pain with real numbers

When is the purchasing decision made?

SIMPLE questions to reveal the consequences of untreated problems

STEP 3 PRESCRIPTION – WHAT ARE THE SOLUTIONS AVAILABLE TO TREAT THE PROBLEM?

Match the prescription to the diagnosis

Value is created when a solution meets a problem

Match solutions to problems

Don’t differentiate your products – differentiate your solutions

Don’t brand the product – brand the solution

Proof sources are important

FINAL THOUGHTS

Ask for the business

The work starts when they sign the contract

Customers learn from you and you learn from them

Sales is supposed to be fun!

Fundamental Concepts

Sales is all about people

Selling is all about people. That sentence has only five words, but those words represent the fundamental concept of this entire book. It is a very simple concept, but this is a very simple book. The statement, Selling is all about people, means that the activities that encompass the busy work of selling or being a salesperson are centered on people. This concept is so fundamental that, with few exceptions, people who don’t like other people are usually very poor at sales. And, people who like other people do extremely well at sales. In this book I will help you understand people and help you to better understand you. The more you know about people the better you will do in sales.

Keep this point in mind, sales isn’t something you do to someone, sales is something you do with someone. In this book I will help you see that when you focus on building a trusting relationship with your customers, you create a safe environment that will allow them to trust you and open up to you. When that safe environment