Pounding the Pavement: Tools, Techniques, and Inspiration for Succeeding in Sales

By Bob Theriot Jr.

Bob Theriot Jr. reveals his real world tools and techniques to help you succeed in the ultra competitive sales world. Chalk full of sales secrets that can help the seasoned sales professional or someone brand new to the field. An inspiration for anyone selling a product or service! With his quick wit and charm, Theriot offers up his insights on how to

Cold Call
Keep Customers For Life
Use Technology To Gain Sales
Make A 1st Impression
Remember Names
Find New Customers
* Combat Rejections

Plus, he also reveals The Secret Weapon Of Sales! And the Top 50 Quick Sales Tips to make you more money in sales!

This incredible book also contains over 100 quotes from some of the most successful people to have walked the planet! Including Donald Trump, Vince Lombardi, Wayne Dyer, Malcom Forbes, Dale Carnegie, Henry Ford, and Carl Jung!

Foreword by Charles Cumpston, Editor Of AGRR Magazine... A must have for anyone in business looking for inspiration. Add this one of a kind book to your library. You wont regret it.

• Language: English
• Publisher: Xlibris US
• Release date: Aug 31, 2007
• ISBN: 9781469122106

Bob Theriot Jr.

Bob Theriot Jr has been in Sales, Marketing, and Customer Service for almost Two decades. He has real world knowledge and strategies of the profession and since 1996 he has been the Marketing and Sales Manager for the most successful auto glass Company in the Southwest. He has been a contributing author for AGRR Magazine, the Largest auto glass trade magazine in the nation, operated several businesses, while at the Same time perfecting his sales skills. He lives and works in El Paso, Texas with his son Tyler.

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Copyright © 2007 by Bob Theriot Jr.

All rights reserved. No part of this book may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system, without permission in writing from the copyright owner.

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Contents

ACKNOWLEDGMENTS

FOREWORD

INTRODUCTION

HOW TO USE THIS BOOK

CHAPTER 1

CHAPTER 2

CHAPTER 3

CHAPTER 4

CHAPTER 5

CHAPTER 6

CHAPTER 7

CHAPTER 8

CHAPTER 9

CHAPTER 10

CHAPTER 11

CHAPTER 12

CHAPTER 13

CHAPTER 14

CHAPTER 15

CHAPTER 16

CHAPTER 17

CHAPTER 18

CHAPTER 19

CHAPTER 20

CHAPTER 21

CONCLUSION

APPENDIX I

APPENDIX II

Appendix III

DEDICATION

This book is dedicated to my son,

Tyler Robert Theriot, for you are the inspiration in my

Life, and have taught me so much.

So you want to

Succeed in sales?

Clue: Don’t read this book.

Study It!

ACKNOWLEDGMENTS

The idea for this book first popped into my head about three years ago, when I started attending night classes at a university. I had not sat in a classroom for over ten years and I had forgotten what it felt like. All of the old feelings of attending school quickly rushed back and I almost instantaneously started doubting myself. But there are a few people in my life that kept encouraging me along the way in school and in my profession to whom I will always be internally grateful.

To my mother, Dolores Theriot, who has never had one negative thing to ever say about me and believes I can walk on water. If it were not for you, nothing in my life would be possible. Also to my father, Bob Theriot Sr., who is the backbone of our family and who taught all his children the meaning of family. To my best friend, Rafael Garcia, thank you for all your support, and advice. Without your encouragement, I probably would not have made it this far in my career. To my lifelong friend, Aaron Gemoets, whose ear has been bent on more than one occasion, and who has have offered up his heart to my son and me.

To my sister and brothers, thank you for keeping me grounded and letting me be myself. And special thanks to Cindy, for always believing in me, and editing this little book that I worked so hard on. Thank You. To all those whom have ever purchased something from me or not, for if it weren’t for you, this book would have never been possible.

I’d also liked to thank Charles Cumpston, Editor of Auto Glass And Repair Magazine for writing the foreword to this book and giving me my first shot at being a published writer and contributing to his magazine. I will never forget the opportunity you gave me.

I will continue to work hard and Pound The Pavement in hopes of inspiring others to do the same. Never give up your dreams, for they are what happily keep me awake at night with anticipation for tomorrow.

FOREWORD

Bob Theriot has the hands-on experience of making a company’s sales effort successful. He has shared that information with the readers of our magazine, and now he is offering his complete, practical plan that every business owner and salesperson can follow for success in making the sale. Read and learn. Your business or career will never regret it.

—Charles Cumpston

Editor

AGRR/US Glass Magazines

INTRODUCTION

This book was written for you, the outside sales professional. Either you’re already in the profession or thinking about getting into it. In writing this book, I wanted to, in some small way, pay tribute to those of you who wake up each and every morning and go out into the world to sell a product or service. I can admire that, for I’m one of you. I’ve had my share of successes and failures. But in the end, I never lost sight of the job at hand. To some people, what we do is easy. To others, it looks and feels like the impossible.

I’ve read many books on how to cold call or how to be the best salesman in the world, but I’ve never come across anything like what I’m going to share with you over the next few hours. The following is not some sort of sales system, nor is it the absolute gospel on ‘selling’. What this book entails are the hardships, struggles and successes I, and many other people, have encountered in sales. I’ve included so much valuable information in this book that you probably won’t know what strategy to apply first. Take your time and add them slowly into your repertoire, over a thirty-day period.

There are things in life that you just have to learn for yourself. Selling is not one of them. I believe I can show you things that took me years to learn. Why should you have to endure the hardships that I have? I can’t promise you that you will never experience hardships in this profession, but I can assure you that I can make them better or help you avoid some altogether.

It took me years to finally meet someone in the profession that had sold what I was selling. In retrospect, it taught me a lot about the business. Not what I thought, but far more than I could imagine. It taught me how not to be. And in the end, that’s what I want for you. To learn the value of what it is you do, because not everyone can succeed in this profession. Talent is a must. Sure you can make a living at sales if you’re mediocre, but if you’re anything like me, you don’t settle. If you’re the status quo, find another career! That’s why you purchased this book. To obtain knowledge to help make you better.

The sales processes I take you through in this book contain some basic techniques for cold calling and how to find new customers. But, I also take an in depth look on how to help you keep and maintain the customer base you worked so hard to get! I want to pass on vital information and give you real world tools and techniques that could help you instantly and not give you some theory that a college professor came up with for his syllabus. I’ve been through the sales fire and have been burned. At times, I have also soared like an eagle to the top of the sky. I want to help you learn what I have and to see you succeed.

In this book you will find the ‘Six Steps to Cold Calling Success’, my strategies on ‘How to Turn Rejections Into Sales’, and ‘TheUltimateTip to Make You 100% Better’. I worked hard on the information I believe to be beneficial to you. I know that everyone is looking for that magic bullet to find sales ‘gold’, but the truth is, there is none. In the end, it’s entirely up to you to determine your success. This book will only help you only if you apply and practice the principles I give you. In the conclusion of this book I’m going to reveal to you a ‘sales secret’ that you can’t live without and that I know will help make you a success.

I interviewed and surveyed many sales professionals just like you, and in some cases, very different. But they all had one common goal, making that illusive sale… I hope the following provides some insight into what I, and other sales professionals, do and don’t do. If you’re looking to make a change in your life and have the desire to enter one of the most exciting careers in the world, then I welcome you. I believe there is no better way to make a living, while at the same time, have fun and enjoy waking up each and every morning to start…

POUNDING THE PAVEMENT . . .

HOW TO USE THIS BOOK

Like I said in the introduction, I truly do want to help you to succeed in the sales profession. To do this you must first finish reading this book in its entirety. Then, and only then, can you apply most of the concepts and strategies that I speak about. This book is a quick read and is intended for you to be able to go to a chapter quickly and review the ideas