December 15th, 2014
Amp Up Your Sales
Powerful Strategies that Move Customer Fast, Favorable Decisions
By Andy Paul
I kept nodding my head and saying; Yes, Yes, Yes as I turned the pages. Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level.
He has broken his 40 chapters into eight (8) parts that range from;
- Simplifying your sales
- Accelerating responsiveness
- Maximizing value
- Selling through customer service
The first 9 chapters are focused on sales effectiveness. Right way Andy captures your attention by explaining the truth; how you sell is more important that what you sell. This concept is explained in detail and frankly defines much of the book and then right away in the next chapter he hits another point. In my 16 years of sales management consulting I have found it to be a key success factor-the concept of a defined-specific sales process map. While many sales leaders believe they have a sales process, Andy’s explanation of changing a Light Bulb as compared to a sales process is exactly correct! As he explained, selling effectively is the power of the process.
His lesson on becoming an interactive salesperson vs a reactive salesperson is an absolute concept that truly professional salespeople must implement. In today’s selling environment too many salespeople are telling not selling their products/services.
In Part II, Accelerating your Responsiveness and Chapter 10, Andy begins to make his point of increasing The Speed of Responsiveness and introduces Andy Paul’s Uncertainty Principle of Selling, how by implementing his techniques you can change the prospect’s requirements and buying process and increase your win/lost ratios.
And then POW! , in the next chapter he hits it again with his New Sales Funnel explanation, this chapter is worth the price of the book alone. He makes the case for why execution in the sales process and acceleration and sales responsiveness are the new buzz words in selling. His graphs easily make the case for why buyers are more knowledgeable than before and why salespeople today must recognize the old sales process and funnel strategy must change.
Part III then opens the discussion how Maximizing Value-how to standout in the sales process and how to add that extra 1% of value to separate yourself from your competition. This concept is especially important with more product/service commodization. Becoming unique and using time effectively in your sales process are important lessons to learn.
During the last 6 months we have researched what major issues people are facing in their organizations. What was the number the 1 challenge? Prospecting. Andy add’s an entire section designed around Amp Up Prospecting. A critical success factor for 2015.
The section that I really said YES too, was Mastering Stories that Sell. With our clients we discuss “tribal stories” or stories that can sell your services, Andy’s section on this is a home run.
As I stated, I would recommend this book to you, add to your 2015 sales training program. Buy the book for each of your salespeople, everyone should read the book, but assign a different chapter to each salesperson and make that person lead a discussion on the chapter at your weekly sales meeting. Create your own book club, you will increase the performance of your team and increase the professionalism of your organization.
Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 16 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.
He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014.
Ken has written 5 books, his latest book is: SLAMMED! for First Time Sales Managers, Ken provides Keynotes, consulting services and products designed to improve business performance.