My good friend Jonathan “the Sales Champ” Petalver has just authored a book for both seasoned sales professionals and first time sales people. The book’s tagline… Killer-Instinct Mindset to Sell More and Win More, says it all. In short the book is about 50 pages of easy to understand and even easier to implement sales strategies that make sense to anyone familiar with sales or not.
One of the very first things the author does is establish the belief that sales is as much a science as an art. For most sales professionals, being good is just not something you learn but something you are born with and nurture. By showing both the art and the science behind sales, Petalver blows past that myth and shows how anyone can learn sales is they devote as much time to studying data and analysis as they do to talking.
Throughout the rest of the book, readers are empowered with a number of very memorable sales strategies that stick in your head. My favorite is the concept of “ness”… everyone has a “ness” about them that is unique to themselves. Learning how to channel this “ness” into a sales tool is something truly eye opening. My “Dan-ness” harnesses my love for analytics and my passion for teaching and can make me a very powerful and persuasive sales person for the right audience.
Another of my favorite things about this book is Jonathan’s promotion of analytics… using the data in and around a sales process to make more data-driven decisions. So few sales pros really get how data can be a powerful tool… but the ones who do are much more successful. Having seen firsthand how Wells Fargo’s top sales people are constantly looking at sales data and market analysis to find opportunities taught me the value of really paying more attention to the science side of sales.
Overall, the See-Saw-Sell is a great read, full of easy to digest strategies that will add a lot of value to not just sales pro and newbies to sales, but just about anyone who is in a customer facing position who wants to do more than just close a deal, but to build a deep and long-lasting relationship with their clients.
If any of you followers or readers of this blog need some sales guidance, Jonathan Petalver is the Sales Champ you need in your corner.