Sales Alert: Play It Out

Stephan Schiffman
December 17, 2013 — 1,442 views  
Become a Bronze Member for monthly eNewsletter, articles, and white papers.

How many sales books have you read? How many tips have you gotten from these books, and how many have you actually used on a regular basis. As brief survey reveals that, most sales people do not know how to read a sales book, and therefore, do not get the most of the pages read. Here are some simple tips that you can use to get the most of the professional reading you do.

  1. Read the important paragraphs aloud. This way you hear the message that the author is trying to convey to you besides just reading it. The more senses that you can involve in the reading the better you will learn.
  2. Underline the important phrases, and write them again at the edge of the page. It reinforces the words for you.
  3. Immediately role-play the material that you have learned. Do not try it out on a prospect, but instead get someone to help you try the new approach and listen to how it sounds to you. Adjust the words so it is you.
  4. STOP and think about what the author has written. What way can YOU use the information or approach.
  5. Visualize the approach outlined. See yourself closing the sale, getting to the next step; moving the sale forward.
  6. Talk to colleagues about what you have learned. Get their feedback. Then do what you think is best for you.
  7. Make a list of new methods an put it on the wall where it will remind you of what you are going to be doing going forward.
  8. It will take 21 days for many if the changes to become habit. Spend the conscious time in developing new habits for success.
  9. Do not scoff at anything until you are convinced it will not work!
  10. Read the book from beginning to end!

Stephan Schiffman

Stephan Schiffman can be reached at 212 836 4719 or [email protected] Steve has written 70 sales books, countless articles and has worked with thousands of sales people.