The Brass Ring: Strategies and Habits to Be a Top Seller

By Albert V. Guerrera Jr.

The Brass Ring: Strategies and Habits to Be a Top Seller helps readers develop the essential habits necessary to become a successful salesperson. Learn the skills required to "build strong relationships" with customers—one of the most important aspects of selling. Author and salesman, Al Guerrera, shares his inside sales strategies and knowledge. He teaches skills critical to maintaining a steady flow of business: how to develop new business or customers; how to avoid the bad habits most salespeople inadvertently develop over time; and the importance of having a specific objective when making sales calls rather than just showing up!

• Language: English
• Publisher: Gatekeeper Press
• Release date: Jan 11, 2024
• ISBN: 9781662946325

Book preview

PROLOGUE

There are tons of sales books available to show you how to be a success in sales.

I did not write a typical sales book!

I think you will find that I focus primarily on people skills, which is the most important factor in becoming a success in selling vs. selling strategies!

Relationship building is absolutely critical in sales. Listening to people and solving their issues or adding value is paramount to becoming the favorite vendor for your customers!

There are literally hundreds of sales templates on sales planning, but I will teach you how to personally reach the person on the other side of your sales pitch!

I believe, that if you follow my strategy, you will be a success. Just remember, the three most important things to be a success in sales are:

1) Relationships

2) Relationships

3) Relationships

INTRODUCTION

Let me first introduce myself….

I started my career in the restaurant business, but my calling was sales and I wanted unlimited income based on my skills and hard work.

I started as an inside salesperson at a company in Connecticut and I became particularly good at the inside sales position, but I wanted more!

I saw that the outside salespeople had a company car, an expense account, base salary, and commission based on their sales in their respective region.

I found this very attractive since the more you sold the more money you could make, and if you worked really hard, you could make a substantial amount of money!

One of the outside guys decided to leave, so I approached the Sales Manager and told him I would like a shot at the open position.

At first, he balked and reminded me that I had no outside experience. I pressed him and finally, he let me give it a shot.

I must admit, it was a huge shift going from behind a desk to visiting with customers face to face. It was now a real challenge: My job was now on the line based on my performance and ability to grow the business I was given. But, with great risk comes great rewards!

I educated myself and developed my selling skills, and learned how to build relationships and became the top salesperson in the company very quickly! I am going to share with you exactly how I did it.

I had a great mentor, Bob Pompei, a former boss and business owner, who is an absolute master at growing relationships and doing whatever it takes to be a success with your customers!

CHAPTER 1

SMILING

Smiling doesn’t come naturally for a lot of people, but I happen to be one of the lucky ones because I smile a lot!

Smiling is the first step to sales…

• It relaxes the customer and lets your customer know you are confident about yourself and your job.

• It helps form your clients’ first impression of you which