Sell Without Selling: Lessons from the Jungle for Sales Success

By Terri Levine

“Her colorful and descriptive narrative lays out one of the classic truths of sales: Sell yourself sincerely before trying to sell anything else” (The Home-Based CEO).
 
Sell without Selling is a delightful fable that tackles the issue many salespeople face daily—in their hearts they hate to sell. It instantly engages anyone who sells with the story of a young business student named Christina and her struggle to learn a way to sell with ease. In the Krenker Business School of Practical Sales Advice, she learns that while sales methods have changed, good sales tactics have not. There, she learns to say goodbye to the hard sell and opens her eyes and ears to selling without selling.
 
Entrepreneurs, solo-preneurs, small-business owners, sales executives, managers, and sales people need this highly effective yet simple story to show them how to create more sales while giving up the sales “tricks” that won’t work with today’s savvy buyers. Times have changed and to generate sales, you must, too! What you’re about to read might buck the trend, but it sure works! Find out for yourself. Buy and read Sell without Selling today!
 
Praise for Terri Levine’s Turbo Charge:
 
“This brilliant must-read book provides the keys to the new era. It’s priceless for those who want to transform their business as a Heart-repreneur®.” —Dr. Joe Vitale, author of Attract Money Now
 
“It is, simply stated, the best book on entrepreneurship that I have ever read. When Terri speaks hearts are opened.” —Forrest Willett, #1-bestselling author of Baseballs Don’t Bounce

• Language: English
• Publisher: Open Road Integrated Media
• Release date: Jan 1, 2009
• ISBN: 9781614484042

Terri Levine

Terri Levine, PhD, is the founder and CEO of Comprehensive Coaching U and the Coaching Institute, internationally recognized programs that provide training to individuals and organizations that want to learn coaching skills. She has an impressive track record of growing million-dollar businesses. A popular keynote and motivational speaker, Terri Levine is also a successful author.

Book preview

Standing outside the Krenker Business School of Practical Sales Advice, Christina Richards stood there, taking in the building. It was strong and solid, made of old-fashioned red brick that looked like it had weathered many a storm.

She couldn’t believe she was here. Christina was excited to be accepted. She knew she was going to be a success in business. Ever since the first grade she dreamed of having her own business selling art.

Professor Krenker was known as one of the foremost authorities on business, and he was very selective in the kinds of students that he accepted. When she’d spoken to him on the phone, his gruff voice had come through the line loud and clear: I’m looking for students who want to learn, Miss Richards. I’m looking for students who are going to listen to what I have to say and aren’t going to argue with me. I’m looking for students who want to be taught, Miss Richards. Am I making myself clear?

Yes, sir, she said emphatically to which the professor responded, Christina, I hear passion in your voice and a willingness to learn new things. And with that, the old professor accepted her into his school.

Naturally, there were other sales schools that didn’t approve of Professor Krenker. Some said that he was too modern because he didn’t believe in using tricks, even dirty ones, to get the job done. Some called him hopelessly old-fashioned because he believed too strongly in the customer and insisted that people sell from the heart as opposed to doing whatever it took to make the sale. Christina just wanted to learn whatever there was to learn about sales so she could begin an art business and sell art done by local artists, and that was all there was to it. She didn’t care who she learned from, just as long as she learned what she needed to know. She was passionate about selling art not only because she wanted to help artists get their work known, but she also wanted people to have beautiful paintings in their homes.

More than anything, she was determined to be a success.

Professor Krenker stood in front of the class and Christina had to smile. He was a little gnome of a man, with white hair going off into several directions, and there was a kind of manic energy about him. As he paced back and forth, there was a sharpness to his gaze as he looked out at the students. Christina sensed there was more to him than met the eye.

First of all, he said, I know some of you have probably heard that I’m one of the ‘old school’ teachers out there. You’ll notice that I’m not handing out CDs or DVDs to you or showing you a PowerPoint presentation. What I’m going to do is talk to you. You’re going to listen to what I have to say, and you’re going to take notes. Then, you’ll go home and think about what I’ve said, and we’ll talk about it the following day.

A young man with thick glasses sitting in the front row raised his hand. Professor Krenker?

Yes?

Are we going to be tested on what you’re teaching us?

Krenker stared at the student for a moment, then went over and leaned over the student’s desk. The student drew back slightly and seemed to shrink into his seat.

What’s your name? Professor Krenker asked.

Jonathan Weston.

Well, Jonathan Weston, you’re not here to get a good grade. You’re here to get a good understanding of business. Therefore, I’m not going to test you. Either you’re going to understand what I’m teaching you or you’re not. It doesn’t matter to me, either way. I’ve already been paid to have you here.

Professor Krenker stood up, then, and looked directly at Christina. There was an odd intensity in his gaze. Now, something that’s very important to understand is when it comes to learning about business, I can teach you what knowledge I have, but the wise student will realize I don’t have all the answers—but by keeping their eyes open, they’ll gain an education in business such as few others have.

Seeing the way that he looked at her, watching his eyes hold hers, Christina had the feeling that Professor Krenker was telling her something important. She didn’t know what it was, though.

Christina went home that night and thought about what Professor Krenker had said. Again, she couldn’t help but feel that she had been seeing something in him that the other students hadn’t.

Don’t get carried away with yourself, Christina, she muttered, washing her face before she went to bed. He was just talking.

She crawled into bed, wrapped the covers around herself, and began thinking about her day. She remembered her parents and friends telling her that sales was a jungle, and her high school business teacher often said, it’s a jungle out there. She wondered what they meant. Did that mean people were tough or the work of selling anything, even something you were passionate about, would be hard? She finally drifted off to sleep after pondering the jungle concept for a while.

Before long, Christina started to dream. All of sudden she found herself standing in the middle of a huge jungle. The sun was shining, the air was warm and pleasant, and the fragrance of tropical flowers tickled her nose.

Eighteen thousand fifteen . . . eighteen thousand sixteen . . .  eighteen thousand seventeen . . .