How to Be a Superstar Salesperson

Audri White

• Publisher: Fulton Books, Inc.
• Year: 2022
• Print ISBN: 9781649529701
• eBook ISBN: 9781649529718
• Topic: Personal Development
• Subtopic: Communication & Public Speaking

THIS BOOK IS NOT JUST FOR SALESPEOPLE

Look at what others have to say:

*As I have read and reread and read again "How to Be a Superstar Salesperson, " the information I learned translates into strategies I can immediately infuse into my routine. In other words, this is not some book with abstract language and feel good ideas to motivate people to sale. Rather, this is a meat and potatoes publication that anyone can read and immediately start putting more food on the table. This is real strategy that translates, once applied into real money.

*This book is concise, informative and easy to read. It's not only helpful for Sales but for other occupations. The section on "The Art of Listening" has good tips for my job as a Customer Service Professional. Those sane tips can help in everyday life too!

*If readers follow the simple fundamentals provided, sales will follow.

*I really thought that a book on sales would have nothing to do with my vocation as a chaplain. As a chaplain working within a mental health practice to integrate spiritual care into our services, I discovered that the SPIN and FAB examples and examples of handling objections gave me a new perspective on engaging with other team members. These important business skills also helps me to connect, communicate and sell my ideas to management.

Contents

Introduction

Chapter 1: The Art of Connecting

Chapter 2: Getting in Front of Your Prospects

Chapter 3: SPIN and FAB

Chapter 4: Objection Handling

Chapter 5: What “No” Really Means

Chapter 6: The Art of Listening

Chapter 7: Close to Win

Chapter 8: Conclusion

Introduction

Have you ever wondered what it takes to be a superstar salesperson? This individual is highly effective in his sales position (he/she knows the business, they win many accolades and rewards, and it’s a well-known fact that they make more money than most of their coworkers). They are highly valued by both his company and his customers. Let’s call him or her the sales professional, Sales Pro for short.

Sales Pros are highly successful year after year in their respective industries. You might have also noticed that there is no one type. They may be older or younger, tall or short, male or female, conservative or progressive. You simply cannot tell by looking at them, but trust me, they all have something very much in common. They have learned what all Sales Pros already know. They are keenly aware that there are five key areas where technique and know-how are imperative if you hope to be highly successful in the world of sales.

These five areas are:

1. the ability to make a connection,
2. getting in front of potential prospects,
3. knowing how to have a highly effective initial sales call,
4. handling objections or resolving questions or concerns, and
5. closing and walking away with your goal.

This book is for you if you are just getting started and appreciate the importance of establishing a strong foundation. However, it is also for you if you are looking for a system that will help you upgrade your current skills, leading to greater success.

Chapter 1

The Art of Connecting

The Art of Connecting

In order to sell anything to anybody, you must first make a connection.

The CAPI System

CAPI is a sales technique that helps you to “break the ice” when meeting someone for the first time. Each letter stands for a practice that you must do in this exact order for full effectiveness.

C stands for Connecting or having an exchange where two people acknowledge each other.

A stands for Affirming where something positive is shared by the Sales Pro.

P stands for Permission, and this happens when the Sales Pro asks if the prospect would mind them sharing some information, typically part of their sales story or their pitch.

I stands for Inform which is where the Sales Pro shares what he has to offer and how it can be beneficial to the prospect. The goal here is to set an appointment date and time.

Let’s look at how CAPI works by using an example.

CAPI Example One

We’ll assume that Karen Winters is our Sales Pro. She is the manager at the local toy store, Imagine. She has been building her business with fliers in the local newspaper and by word of mouth. She happens to be in the grocery store checkout line behind a friendly mom and her two little girls. Let’s watch the CAPI system work starting with step one.

Connecting: Think about how easily we connect with family and friends. These are people with whom we already have a relationship; however, most people you will be selling to are perfect strangers. Learning how to connect will give you infinitely more sales opportunities. Karen will first want to make eye contact. She is not staring but acknowledging presence. She might add a greeting like “how are you?” or maybe “isn’t this the most gorgeous day?” Now, if you get a grunt or no response at all, no worries. You haven’t lost anything. Each person you talk to will have a totally different unpredictable response. It’s quite all right to simply say, “Have a nice day,” as you’re thinking to yourself, So what, and, On to the next one. Remember, it’s a numbers game, so we cannot allow someone’s sullen attitude to shut us down.

Affirming: Karen needs to say something positive, so how about something thoughtful about the girls like “are they always so polite?” Most moms would be pleased to hear a nice compliment ab...

Table of contents

• Chapter 1: The Art of Connecting
• Introduction
• Chapter 1
• Chapter 2
• Chapter 3
• Chapter 4
• Chapter 5
• Chapter 6
• Chapter 7
• Chapter 8
• About the Author