The Excellent Persuader

By Steve J. Havemann and George Morrisey

According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales, meaning that each day more than fifteen million people earn their keep by persuading someone else to make a purchase.

The Excellent Persuader has the unique ability to reach sales professionals, sales managers, and organizational leaders at every level. All sales professionals, whether entry-level, veteran, or manager, will be guided through the ART of how to become an excellent persuader by utilizing the techniques and specific strategies outlined in this resource. Through the use of sales, human resource development, management, and leadership techniques, The Excellent Persuader provides the tools in a reader-friendly manner to alter the paradigm through which struggling, average, above average, or overeager sales professionals approach their professions. Concerns voiced by sales leaders are addressed throughout, as well as specific techniques to educate, re-frame, or re-invent individuals' approaches to sales.

• Language: English
• Publisher: Resource Publications
• Release date: Sep 17, 2013
• ISBN: 9781621898870

Steve J. Havemann

Steve Havemann brings an expertise in education, training and development. Through his programmatic work, Havemann excels at the art of persuasion and business development. Havemann is President of the Human Resource Development firm, AskListenHear, and serves on a variety of Boards of Directors. He holds his MA in Education from Drake University, with a focus in Training in Development.

Book preview

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The content is superb, writing is superb, and there is a mixture of a story and great information . . . I suggest you read it!

—Art Bauer

CEO of Media Learning International

The acorn does not fall far from the ‘Batten Tree’! I think this book is going to do exceptionally well.

—Lance Farrell

CEO of Farrell’s Extreme Body Shaping

You have in your hands a collage of the best practices in sales, service, leadership, and a host of other lessons, all told in a highly readable fashion. Coupled with a series of self-assessments, you possess a vast array of proven tips and techniques. You are already well on your way to the artistry of your own excellence.

—Edward E. Scannell, CMP, CSP

Co-author of Games Trainers Play series

A modern guide founded on time-tested principles. Steve Havemann hits the mark in expounding upon the nuggets of wisdom originated by Joe Batten. Whether you are a seasoned sales professional or starting out in a new sales role, take the story of Bryce Norman slowly and reflect on the insight that is masterfully woven into the mentor-mentee storyline.

—Matthew Michalak

Sales Professional

The Excellent Persuader

By

Steve Havemann

And Joe D. Batten

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The Excellent Persuader

Copyright ©

2013

Steve Havemann. All rights reserved. Except for brief quotations in critical publications or reviews, no part of this book may be reproduced in any manner without prior written permission from the publisher. Write: Permissions. Wipf and Stock Publishers,

199

W.

8

th Ave., Suite

3

, Eugene, OR

97401

.

Resource Publications

An Imprint of Wipf and Stock Publishers

199

W.

8

th Ave., Suite

3

Eugene, OR

97401

www.wipfandstock.com

ISBN

13

:

978-1-62564-066-6

EISBN

13

:

978-1-62189-887-0

Manufactured in the U.S.A.

Grandpa, you were the kindest, strongest, and wisest man I’ve ever known. Thank you for teaching me:

• To always hoe to the end of the row.

• To operate with dignity and decorum.

• That a promise made is a debt unpaid.

• That each individual on this planet is a bundle of present and potential strengths.

• That there are no greater values in life than honesty, integrity, accountability, and respect.

• To love unconditionally.

• That good is derived from God.

• To prioritize life and professional goals constantly.

• That you become what you think.

• To dare to dream, and put muscle behind your dreams.

• To expect the best from others.

• That attitude is everything!

• To Be All That You Can Be.

• That goodfellowship is a way of life

With more respect, love, gratitude, and great memories than words can ever describe.

Your good buddy,

Steven

We are all salespeople every day of our lives, selling our ideas and enthusiasm to those with whom we come in contact!

—Charles Schwab

Foreword

Joe Batten was one of my closest friends in the author/speaker/consultant profession. We met for the first time shortly after the publication of Joe’s landmark book, Tough-Minded Management, and my book, Management by Objectives and Results. We remained close friends for more than 35 years. I had the privilege of speaking and singing at his memorial service a few years ago. Consequently, I was excited when his grandson, Steve Havemann, contacted me several months ago to tell me that he planned to complete a book that he and Joe had started writing shortly before his untimely death and would appreciate my assistance. I jumped at the opportunity.

The Excellent Persuader has captured the story-telling style of Joe Batten while bringing profound insights into the transformation of a struggling salesman into a true sales professional in today’s society. It incorporates the role of a mentor, Mr. Jackson, (a favorite Batten technique) as a guide to keeping the human factor in the sales process.

If you remember Joe Batten, you will revel in this new contribution to the world of business writing. If you are not familiar with him, you are in for a treat as you experience the Batten/Havemann style of bringing common-sense learning as applied to today’s business challenges.

George Morrisey

Author of 19 books including

Management by Objectives and Results and Morrisey on Planning three-book series

Introduction

According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales, meaning that each day more than fifteen million people earn their keep by persuading someone else to make a purchase.

The Excellent Persuader is a sales and management development book that follows the life, trials, and tribulations of a struggling salesman, Bryce Norman. Through his connection with a veteran sales, management, training, and human resource development guru, Bryce begins to learn what it means to become a true sales Artist. Throughout his journey of personal growth, he learns how to develop himself and develop others, while drastically altering the trajectory of his professional and personal life.

The following text has the unique ability to reach organizational leaders at every level. Leaders and sales professionals whether entry-level, veteran, or manager will be guided through the art of how to become an Excellent Persuader by utilizing the techniques and specific strategies outlined in this resource. Through the use of sales, human resource development, management and leadership techniques, The Excellent Persuader provides the tools in a reader-friendly manner to alter the paradigm through which the struggling, average, above-average, or over-eager sales professionals approach their profession. Concerns voiced by sales leaders are addressed throughout, as well as specific techniques to educate, re-frame, or re-invent individuals’ approaches to sales.

1

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The Problem

Bryce Norman is having trouble with his job of selling. His boss is clamping down on him, his customers are beginning to turn away, and he is getting scared, walking on eggshells