Summary: Secrets of the World's Top Sales Performers

Review and Analysis of Harvey's Book

BusinessNews Publishing

• Publisher: Must Read Summaries
• Year: 2016
• eBook ISBN: 9782511018224
• Topic: Commerce
• Subtopic: Ventes

The must-read summary of Christine Harvey's book: `Secrets of the World's Top Sales Performers: Boost Your Performance with Winning Techniques`.

This complete summary of the ideas from Christine Harvey's book `Secrets of the World's Top Sales Performers` shows that sales is a unique profession: no other job provides an opportunity to use one's own personality to create financial success. In this book, the author presents ten sales techniques used by different sectors and how you can apply them. Accompanied by case studies and analyses on each technique, this summary is the perfect guide for anyone who wants to use their sales skills to rise to the top of their sector.

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

To learn more, read `Secrets of the World's Top Sales Performers` and discover the key to becoming a top salesperson.

Summary of Secrets Of The World’s Top Sales Performers (Christine Harvey)

1. The Competitive Edge

Main Idea

Successful companies create a competitive advantage for themselves - something that makes them stand out from the competition.

Sales Profile - Jonathon Weal

Jonathon Weal came last in his Maths class at school. By the time he was 13, he read the Financial Times more than his school books. By age 14, he was skipping school to buy and sell antiques. He finally left school at 19 to work for a bank. He had no academic qualifications, yet by 22 he was the youngest person holding an executive position in the bank. When 29 years old, he left the bank to start his own company in the financial futures capital markets in London and Chicago.

Supporting Ideas

1. Don’t sell something you don’t believe in. Find a product you know is the absolute best on the market so you can go to work whole-heartedly. Never recommend anything you wouldn’t buy yourself.
2. Know your subject inside-out, and build mutual respect with your customers. Don’t be afraid to admit it when you have been wrong. People only trust you if they know your up side as well as your down side.
3. Recognize and motivate high achievers. If people show a weakness in one area, it may be a lack of interest rather than a lack of ability that is holding them back. Look for ways to acknowledge superior performance in employees or associates.
4. Have an active prospect list, with systems of attack. Have a pool of people you keep in contact with regularly who aren’t ready yet for your product or who deal with someone else. Everyone can be won eventually if you keep trying different angles.
5. Create a competitive edge. Provide the fastest, most impressive, extra-mile service your clients have ever seen or experienced. Give them exactly what they want - fast service, information, ideas or strategies. If they trust you on one service, you can then introduce another. But if you fail once, you’re out the door. Above all, be innovative and creative. Keep the ideas flowing.
6. Keep your name in front of the customer. You can do this with newsletters, seminars or by telephone. An innovative idea Jonathon Weal developed was a daily telex or fax in which key trade recommendations are made. Day in and day out, clients and prospective clients are reminded of his company.

Key Thoughts - Jonathon Weal

Even if I lost it all, I’d start again. When you start out, it’s all darn hard work, but you push yourself because you know you want something more than average.

You can do anything anyone else can do.

Clients know you’re not infallible. When I’m wrong, I’m willing to castigate myself. Other competitors try to hide bad recommendations and that’s where they go wrong. People only trust you if they know the up side and the down side.

It’s all a game so you might as well enjoy yourself.

2. Creating Your Own Future

Main Idea

The key advantage of a career in sales is that your future is firmly in your own hands, and you have control over your own actions and future.

Sales Profile - Janet Lim

Janet Lim commenced work at age 9 helping her mother clean airport terminals. By the time she was 14, she was working on a farm and a construction site as well as going to school. Not surprisingly, she did not stay at school long enough to earn a degree. By age 29, Janet Lim has become the top salesperson at Borneo Motors, a large Singapore Toyota dealer. She now earns more than $80,000 per year - about five times the average earnings of college graduates.

Supporting Ideas

1. Let yourself have a vision. To have motivation to do something, you need a clear vision of what you want to achieve. Janet Lim was motivated to achieve financially because of the rich visitors she saw while cleaning the airport terminal. Exposure to people from other countries fired a desire to achieve more with her...

Table of contents

• Title page
• Book Presentation
• Summary of Secrets Of The World’s Top Sales Performers (Christine Harvey)
• About the Summary Publisher
• Copyright