Summary: Selling Sucks

Review and Analysis of Rumbauskas Jr.'s Book

BusinessNews Publishing

• Publisher: Must Read Summaries
• Year: 2016
• eBook ISBN:
  9782511019801
• Topic: Commerce
• Subtopic: Ventes

The must-read summary of Frank Rumbauskas, Jr.'s book: `Selling Sucks: How to Stop Selling and Start Getting Prospects to Buy!`.

This complete summary of the ideas from Frank Rumbauskas, Jr.'s book `Selling Sucks` shows how there is no need to spend your business life selling clients products they’re not sure they want: it’s stressful, time-consuming and ultimately manipulative. In his book, the author shares his philosophy that it is possible to get customers to come to you, so you no longer have to resort to sales pitches or tactics. This summary presents a comprehensive guide to creating the right buying circumstances that will attract customers to you.

Added-value of this summary:
• Save time
• Understand key concepts
• Expand your sales skills

To learn more, read `Selling Sucks` and discover how you can stop focusing on selling and start getting your customers to come to you.

Summary of Selling Sucks (Frank Rumbauskas Jr.)

1. Become a powerful business leader and act that way

Don’t act like a salesperson. Think like a business owner, and focus intensely on what they care about. Learn how to speak their language so you can persuade them to buy using the various terms and concepts they are familiar with.

A business owner doesn’t really care whether what you have to sell is tax deductible. Nor does he or she lose any sleep over whether or not you make your sales quota for the month. And you can guarantee anyone you’re trying to sell has already entertained a number of sales hotshots who promised to “help your business”, “save you money” or “make your life easier”. These are all the old and tired cliches high-pressure manipulators have used since the beginning of commerce.

In reality, there are only three things any business owner cares even remotely about:

1. Every company wants to make more money and the easiest way to achieve that is to sell more products or services. Business owners are always looking for more sales.
2. Everyone wants to cut costs but not at the expense of sales. Most business expenses generate a positive return-on-investment. Business owners don’t want to cut costs if that will cut revenues but they are interested in ideas which increase their return-on-investment.
3. All companies are trying to boost their efficiency so as to enhance their bottom line profitability. Efficiency is what allows a company to grow and business owners spend lots of time working in this area. However, when talking about efficiency, concrete facts and numbers are required, not glib or vague promises made by the average salesperson who states: “We can save you money”.

The typical salesperson will come into a business chock full of ideas about how he or she can help the company if they will just buy what is on offer. Business owners have heard this so many times before their eyes will just glaze over. Instead, you should go in and center your discussions on one key area: “profit justification”. In simple terms, this means how much money they will make by using what you have to offer. If you can show them your offering will not only pay for itself within a short time frame but then also make more money for them in the future, you’ll be sure to have their attention.

Business owners are looking for specifics. That means you have to find out in advance enough information about the company so what you discuss will already be tailored to their actual needs. Or alternatively, you’ll need to persuade them to buy in a two-step sequence where you gather facts on the first visit and then give them a concrete proposal on the second.

If what you have to offer can genuinely justify itself and then become a future source of revenue once it is paid off, then you don’t really have to do any selling at all. The business owner will be keen to buy because your product or service will stand on its own merits.

Acting like a business leader also explains why you don’t cold call to try and drum up more sales. In simple terms, cold calling is a very inefficient use of your time. If you were to invest the same amount of time previously dedicated to cold calling into self marketing which establishes you as the clear leader in your field, you’ll always come off better.

Cold calling for business is ineffective because:

• It’s not something well-known and reputable businesspeople need to do.
• It dilutes rather than strengthens your personal credibility.
• It’s common knowledge that the best people in any field have no need to cold call. Thus, if you do it, you’re starting from a perceived position ofweakness in your prospective customer’s mind.
• Instead of coming across as a business equal with superior know-how and skills, you position yourself as someone who has an inferior track record.
• When you cold call, you look more desperate than successful.
• You waste lots of time speaking with people who are not qualified or able to buy what you have to offer.

Many generations of salespeople were brought up on the concept sales is a numbers game and you simply have to pay your dues by going out and cold calling until you meet someone who will be interested in buying. That is a complete fallacy. If you’re doing something unproductive, it is sheer madness to increase the amount of time you allocate to that activity. All you end up doing is devoting a larger proportion of your time to a nonproductive activity.

“If you want to be a top sales pro, you need to stop cold calling and start using intelligent systems of self-marketing to generate leads. Col...

Table of contents

• Title page
• Book Presentation
• Summary of Selling Sucks (Frank Rumbauskas Jr.)
• About the Summary Publisher
• Copyright