No More Hard Knocks!: Guide to Successful Selling

By Cash Onadele

This is a classic, best seller bound book on sales and leadership. It undoubtedly takes you from where you are to the next level . A must buy. It starts with the need to be selling something and develops the concept of effective sales process and ultimately explores the real life challenges faced by sales professionals and how to navigate mucky waters and be successful. Probably the best investment in your chosen career or self development.

• Language: English
• Publisher: AuthorHouse
• Release date: Dec 27, 2006
• ISBN: 9781467012638

Cash Onadele

Cash Onadele , CEO of 3p Corporation. Born to a middle class family in a newly independent  Nigeria. his early days  spent in Yoruba Traditional , SouthWest Nigeria with his grandparents. He attended Loyola College,  and University College of London (Ibadan). Cash, a Ford Foundation Scholar  left for the United Kingdom to further his postgraduate studies (where he completed his second Masters degree in Business). He lived and worked in England until 1998 before moving in USA. He still enjoys consulting, conference speaking and engaging charitable events.  After his BSc. MSc. and MBA from the University of Nottingham  he completed his post-graduate teachers’ education at Wigston College. A proud father of five children:(Fela, Iyanu,Mojeri,Femi and Yemi) . The Onadeles' enjoy time in London & Texas. Some of his recently published works include – “No More Hard Knocks!” , the critically acclaimed “The Proverbial Marriage”  and "Diaspora of Thoughts, - a book of Poems, Prose and wise sayings".  In this publication, Cash expands his audience. He captured the youth. Portraying in prose some of the issues of life our youth can relate to, such as relationships, money and fun. "I have been asked many times why I enjoy writing". What can I say? This is a good escape from the challenges and toils of life. Poems and Prose are fun. It is a good diversion, a colorful variety. It entertains (amuse others, some are silly, funny or tricky) and ultimately reflective. "I enjoy hiding the nuggets of wisdom and understanding from childhood and my African youth in modern contemporary settings of these works". "This particular body of work I am very fond and proud of. It is for those who just wish to enjoy idle entertainment of poems, prose and wise sayings -just LIFE .

Book preview

No more hard

knocks :

QuickStart©

guide to successful

selling

By

Cash Onadele

QuickStart©Series

US%26UK%20Logo%20B%26W.ai

AuthorHouse™

1663 Liberty Drive, Suite 200

Bloomington, IN 47403

www.authorhouse.com

Phone: [phone]

AuthorHouse™ UK Ltd.

500 Avebury Boulevard

Central Milton Keynes, MK9 2BE

www.authorhouse.co.uk

Phone: [phone]

© 2006 Cash Onadele. All rights reserved.

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

First published by AuthorHouse 12/20/2006

ISBN: 978-1-4259-6290-6 (sc)

ISBN: 978-1-4670-1263-8 (ebk)

Printed in the United States of America

Bloomington, Indiana

All cartoon –illustrated by Cash Onadele

Back and Front cover graphics illustrated by Cash Onadele

All Research and material concepts, ideas, writing by Cash Onadele

Cash Onadele©

QuickStart©

QuickStart & DimWits©

London, 2006

Setting and quality production by Authorhouse

This book is for you if you wish to be successful in Sales, period!. It is a principle book of selling but it has all the practical sales concepts you would expect, to generate and maintain a six figure income annually selling any product of your choice.

I have personally, researched and experienced the principles in this book and I am happy that you have the willingness to explore it and re-invent or improve your self and your team.

This book has been proven in my opinion by the some of the companies (mentioned below) and many other companies (not mentioned here) that practice a subset or all of its principles in selling or merchandising their products.

Some very successful business companies who apply many of this book’s principles in Selling include:

Primerica Financial Services,

in my opinion financial services is a difficult world all in itself, despite that Primerica, more than any other organization , has shown that a good leadership, training and principled crusade is a winning combination, just as presented principles in this book.

PFS (a member of Citigroup) has been able to get members in who knew nothing about financial services business and in a few years turned them into money making professionals. Primerica, uses some of the techniques described in this book to create and maintain the largest professional human distribution network in financial sales in the World.

Quickstar,

This is where you would see the influence of a great mix of company products and putting the right vehicles in place for its marketing and selling to end users. Some of their concepts are discussed in this group and can be used to create a successful sales organization and individual income

Mary Kay,

is a successful sales business and probably the only one that has individually organically grown its membership to over one Million team members. They have included some of the principles of incentives and motivating salespeople discussed in this book to maintain the largest sales team in the World.

Avon,

the sales distribution network provided by Avon has employed good training techniques detailed in this book to extend itself across the World and has balanced the concept of suggestive selling by employing the adoption process in this book

I hope you have fun reading this book as I have had writing and drawing for you!

Cash

No more hard knocks:guide to successful selling

Employees, employers, independent small businesses, Networking business owners, sales corporations

Are you educating your customers to choose your products?

By

Cash Onadele

Enigbewo e mo ko wuwo (Yoruba wisdom)

This interprets :

Someone who has not experienced it, can not gain authoritative perception

FROM THE AUTHOR

Dear Reader,

This powerful sales classic has taken over a year to write and almost 5 years of research. I have collected and catalogued notes from personal experience, other sales professionals, seminars, conferences and training sessions in addition to actively selling in the financial services field at the time.

I found out that the most powerful tool is listening to other people, determining the value of what you learn and applying it to better your position. Listening interprets as wisdom, the application of knowledge and understanding. I am now publishing that to share with everyone who would read this book. I am confident that I have got a good slice of the subject of sales, enough to be a good record breaker and to achieve success as a salesperson and I am willing to share the foundation of what I have learned and know with you in this first book.

I am proud and privileged to have worked as both sales / and change consultant both part and full time in small and large sales organizations, so my challenges were no different from many of yours. You will surely learn something that will help you improve your sales dramatically for yourself and your sales team.

I have always wanted to write a book to help anyone in sales but I have always felt there is much more to say than any one book may contain. The truth is that I struggled with the definition of the boundaries between principles and experience. I have, however, discovered through experience and training that learning is a continual process and you can share understanding and knowledge with people at different levels. This book is focused on the principles of successful selling. You need this if you are new to sales, already working in sales or a sales leader in the sales profession. It is also useful for executives, captains of industry to improve their understanding of salespeople in their organizations. As you already know sales are the essential flow of your products to the consumers, and the primary measure of your profitability. My book would allow you to provide appropriate oversight to your sales force. I believe, globally and most universities will soon start using books such as mine to introduce students to principles of selling.

I intend to share with you how you can easily obtain your targeted sales income by making just a few changes or shall we call it doing some performance tuning to your sales techniques. I have structured this book into the following 6 areas: Introduction, Process, Planning, Team Building, Re-build/ motivation and finally execution. This will allow focus as desired and allow use of material for teaching curriculum or training.

It is guaranteed that if you follow this approach and the techniques recommend in this book to the letter you and your team will not fail in your quest for success and significance.

Everything I am writing about is derived from proven personal training techniques and experience. This is one of the reasons it is a guarantee rulebook for your quick start success. I have written about the principles of selling without making it a book solely of principles but of proven personal and corporate experience. I have also recorded in a balanced fashion what I learned from the great sales leaders and others through many training conferences.

I hope you take advantage of these concepts and experience to improve your sales. I have also added some stories, illustrated cartoons and exercises to work through for your benefit.

Lastly, I am proud to say I wrote the book cover to cover. I did the front and Back cover graphic illustrations, sketches for the fun time with QuickStart & DimWits© and drew free-hand the cartoons in this book. It was mostly fun..

If not you, who?

Cash Onadele

BSc. MSc. MBA

NOTICES

If you wish to schedule a speaking engagement or special Sales Training / Workshop, you may contact me on [e-mail] or by telephone my home office in London U.K or USA. I believe this book will change your sales life ….!!!!

The sequel to this book The return of the top salesman has been outlined already to extend your understanding, potential and training

Acknowledgements

I wish to thank God Almighty, Most Glorious, for His faithfulness and love in my life. Next, I thank my wife, who has told me repeatedly how she valued my ability as a Sales / Change consultant and asked me continually to share this knowledge with the rest of the World. At first I treated my experiences and knowledge as trade secrets, but soon discovered that everyone I shared them with had benefited immensely. During the sharing and feedback process I felt my concepts, experiments and research were proven. My wife also selflessly allowed me to take time out to visit Frankfurt and Lagos (while she carried our twins!) during which time the moment of inspiration finally arrived. I also thank her for this and working as my primary editor, after the first draft in Scottsdale, Arizona. After our twins arrived, she remains busy with them so I turned to her father, William Duguay, to do some of the editing my wife could have done. (you see folks , how you should treat your in-laws? Put them to work!). He did a great job too. I hope he would be available for the galley proof now that I am back in Texas again.

I thank other sales professionals who have impacted my sales career especially Art Williams who I never personally met but I fed on his video and tape do it presentation of which I must have listened to over 1000 times. I also thank Johnny Addison jr. whose motivational voice and expressions, I listened to daily for a couple of years filled me with ideas, drive and goals. Of course, there are other great speakers and motivators who have influenced my sales career, as professionals and friends who shared a lot of personal experiences with me. Working along competitive sales people charged me to cross the touch line several times as we had fun and experienced success together.

I want to thank Denise Onadele for critiquing the cartoons and final editing – this is important as English is my second language and I still speak in my local dialect and convert to English. This made it challenging for my wife and other editors, so thank you indeed!

Thank you to my producers AuthorHouse and Dean Shah the agent, who encouraged me to try his company as I was getting frustrated with publishing challenges