Maximum Selling: Bob and Rob’S Journey to Sales Success

By Jeff Gardner and Shawn Green

The book titled Maximum Selling: Bob and Robs
Journey to Sales Success is an outstanding book for developing and strengthening
your selling skills immediately. There are two key advantages why this book
is an absolutely necessity for anyone that wants more sales and for those who
manage people who want more sales. First, the book addresses each aspect of
the sales process in the exact progression that will maximize your opportunity
to win and keep new business. Secondly, the book is written in a story format
about two salespeople who want to sell more, a great deal more, but do not know
how. Bob and Rob take the sales journey that will ensure their success for a
lifetime. The book is funny, easy to read, and the tools you will learn can
be used the moment you put the book down, which of course you will not want
to until you finish the last page (with its own unique ending).

Maximum Selling will literally put in your hands the
tools and specific techniques needed to accelerate you to your own maximum level
of sales performance that you truly are capable of achieving. Find out how Bob
and Rob take the journey of examining their own confidence levels and learn
how to self manage the behaviors that will lead to their own success. Discover
a goal setting method that will blow the doors off of anything you have seen
before. Realize how to effectively prospect, uncover hidden needs of the buyer,
and present superior selling solutions. Negotiate through objections and gain
commitment with greater ease than you thought you could obtain. These are just
some of the insights you will gain by reading this one of a kind book.

Here is what Brian Tracy, one of the worlds most renowned
sales development and motivational specialists and author of Focal
Point, Advanced Selling Strategies, and Maximum Achievement, had
to say about Maximum Selling: Bob and Robs Journey to Sales Success:

This book gives you a step-by-step process you can apply
immediately to make more sales, faster, and easier than you ever imagined possible.

Make the investment in yourself, buy and read Maximum Selling:
Bob and Robs Journey to Sales Success. Your pocket book will thank
you.

• Language: English
• Publisher: AuthorHouse
• Release date: Jan 6, 2004
• ISBN: 9781403382061

Jeff Gardner

Jeff Gardner is the President of Maximum Performance Group LLC, a Chicago-based training and consulting firm. Since 1990, they have been helping companies to improve individual and organizational performance in the areas of Professional Selling, Sales Management, Call Center Sales and Customer Service. Jeff personally, has more than twenty years of real-life sales and sales management experience. Jeff has worked with and trained over 10,000 salespeople and managers and is committed to helping people achieve proficiency in professional selling and sales management. Shawn Green, Ph.D. is an Associate Professor of Marketing at Aurora University in Aurora, Illinois and a senior consultant for The Maximum Performance Group. He helps organizations develop key sales and marketing strategies. In addition, Shawn trains business professionals in market development, selling, motivation, and goal setting. For eighteen years, he has had the opportunity to work with thousands of business professionals in the development of their own maximum performance.

Book preview

© 2004 by Jeff Gardner & Shawn Green, Ph.D. All rights reserved.

No part of this book may be reproduced, stored in a retrieval system, or transmitted by any means, electronic, mechanical, photocopying, recording, or otherwise, without written permission from the author.

ISBN: 1-4033-8206-9 (E-book)

ISBN: 1-4033-8207-7 (Paperback)

ISBN13: 978-1-4033-8206-1 (ebook)

1stBooks-rev. 12/08/03

This book is dedicated to all salespeople who are committed to achieving their best… to being true sales professionals.

We also dedicate this effort to our families and deeply thank them for all of their unending support.

Table of Contents

I. Introduction to Bob

II. Introduction to Rob

III. The Confidence-Capability Dilemma

IV. Self Management-The MTC Factor

V. Goals, Accounts, Action

VI. Prospecting

VII. Uncovering The Hidden Needs

VIII. Presenting Solutions

IX. Negotiating Through Objections

X. Gaining Commitment

XI. Sales Follow-Up

XII. The Defining Difference

XIII. Enjoying The Fruits Of Success

XIV. The Absolute Handshake

XV. Journal Lessons

I.

Introduction to Bob

At the end of the hall on the first floor of Oak Leaf Incorporated is a set of cubicles designated for the sales force. Most of the salespeople don’t spend a lot of time at their cubicles during the day. They come in early in the morning, soak up some coffee, and make phone calls to set up or confirm their appointments for the day. A few of the salespeople tend to spend a good chunk of the morning at their desk. Bob is not one of them. Bob prefers to get out of the office early and work in his sales territory.

Bob has a fairly strong desire to be successful at selling. He understands that in order to make more money, he has to make more calls. He is an upbeat type of guy, but often gets frustrated when he catches himselfnot knowing what to say to a prospect or to a customer. At times, he often feels like a bull in a china shop. Bob has to contact more prospects than most of the other salespeople before he finds someone willing to speak with him. When he does finally get an appointment, he frequently ends up talking with people who are not in a position to buy Oak Leafs main product, googangles. He knows that rejection is a natural part of selling, and he is willing to put up with more than his share. But Bob still gets bothered. He has this nagging feeling that he does not know how to handle himself in front of a prospect or a customer. In addition, Bob is starting to realize that he would be much more effective if he knew what to do and what not to do while he was selling.

II.

Introduction to Rob

Rob works with Bob at Oak Leaf Inc. They are both salespeople, each with their own territory. Unlike Bob, Rob does spend a good deal of time at the office. He often will not leave his cubicle to hit the road until 11:00 in the morning. Rob needs to make sure all of his paperwork is done and that he has enough office supplies at his desk. He never leaves the office without his briefcase being in proper order and making sure he has enough business cards on hand.

If you were to ask Rob how one should go about selling, he could tell you and in great detail. Rob understands that good selling should follow a sales process with specific steps that logically lead to closing more and more business. Rob probably has more product knowledge than any of the salespeople in the company. At night, he actually enjoys reading product manuals more than watching television.

The problem Rob deals with is that deep down inside he fears being rejected by his prospects and customers. He takes it very personally. He does not understand why prospects say no to him. After all, Rob is a nice person and really knows the googangle product with all its unique features and benefits. However, he is finding it harder to motivate himself to go out and make sales calls.

III.

The Confidence-Capability Dilemma

Late one afternoon, after a long day of working in their territories, Bob and Rob happened to get back to the office at the same time. Most of the other salespeople had left for the day. While Bob and Rob knew each other, they never worked close enough to strike up much of a relationship. It was evident by the look on each of their faces that the day had been frustrating for both of them. Bob said, If I make a fresh pot of coffee, will you share some with me? Rob responded, Sure… after a day like today, some coffee would be a great idea. Bob said, Good, I had a tough day too. Let’s both talk through the sales calls we each made today.

Bob started talking with Rob about some of the prospects he had tried to reach. Most of the time, he couldn’t even get past the receptionist. Bob just shook his head as the image of getting