| 9781501153457 |
| (hardcover) |
| 1501153455 |
| 9781501153464 |
| (pbk.) |
| 1501153463 |
Available:*
Library | Material Type | Call Number | Shelf Location | Status | Item Holds |
|---|---|---|---|---|---|
Searching... Library 21c | Book | 658.85 HARV | Nonfiction | Searching... Unknown | Searching... Unavailable |
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Summary
Summary
In this sharp, invigorating read, Fortune 50 consultant Stephen Harvill discovers twenty-one common behaviors of top earners across seven major industries that set them apart. These are the secrets of the world's best salespeople who rake in at least one million dollars a year.
For over thirty years, Steve Harvill has helped successful sales teams do what they do better, smarter, more elegantly, and more imaginatively. As a consultant for some of the top companies in the world, including Apple, Pepsi, Samsung, and Wells Fargo, he aids in simplifying processes that have become unwieldy and making teams more effective.
His work inspired him to ask the question: What exactly sets the top producers apart from their peers? After spending a year interviewing 175 sales superstars from seven different industries, he found twenty-one distinct behaviors of successful salespeople. Organized by these best practices and filled with hundreds more tips, stories, and takeaways, 21 Secrets of Million-Dollar Sellers reveals how you can improve in every aspect of your job and rise to become one of the best.
Author Notes
In the past twenty-five years, Stephen Harvill and his Creative Ventures team have helped some of the world's most respected companies realize their true capabilities through pioneering methods in organizational dynamics and strategic thinking. He now runs a boutique consulting firm, working with organizations of all sizes--his client base includes Apple, Pepsi, Samsung, IBM, General Mills, Wells Fargo, Southwest Airlines, and Microsoft. He lives in Austin, Texas with his wife.
Reviews (1)
Publisher's Weekly Review
Top salespeople don't fit in a single personality mold but they do have behaviors in common that lead to their success, according to this excellent manual from Harvill, leader of the consulting firm Creative Ventures. For this book, Harvill, who has spent 30 years teaching corporate sales forces, conducted a year-long study of 175 top people in the field, diverse across gender, age, and racial lines, each of whom bring in more than $1 million annually for their employers. His research yielded 21 common strategies for successful selling. Readers are urged to keep it simple, hone their storytelling skills, make their clients friends before they make them customers, get in face time, charm the gatekeepers, and learn from their mistakes. Nothing in here is "earth-shattering or universe-changing on its own," he freely admits, but the combination of these skills with his knowledge and experience adds up to a winning equation for effective selling. Well-organized and full of snappy, memorable aphorisms, Harvill's friendly, easy-to-grasp approach makes this a strong contender for the only sales book most superstar hopefuls will need. (Sept.) © Copyright PWxyz, LLC. All rights reserved.
Table of Contents
| Introduction | p. 1 |
| Part I The Four Essential Secrets: Universal Behaviors of Million-Dollar Salespeople | |
| Essential Secret #1 SIMPLE | p. 23 |
| Essential Secret #2 The Jordan Formula | p. 35 |
| Essential Secret #3 Tell a Good Tale | p. 45 |
| Essential Secret #4 Make Friends First | p. 57 |
| Part II Client Relationship Secrets: Treat Your Customers the Way Million-Dollar Producers Treat Theirs | |
| Secret #5 One Level Above | p. 71 |
| Secret #6 Build Your "Like" Platform | p. 81 |
| Secret #7 They'll Know It When They See It | p. 93 |
| Secret #8 W.A.I.T. | p. 103 |
| Secret #9 Sell Smart | p. 113 |
| Secret #10 Get Out of the Office | p. 121 |
| Secret #11 Charm the Gatekeepers | p. 131 |
| Secret #12 Save the Whales | p. 139 |
| Secret #13 Not So Fast | p. 149 |
| Part III Work Performance Secrets: Harness Your Energy, Get Organized, and Manage Your Schedule Like a Sales Superstar | |
| Secret #14 Embrace the Dark Side | p. 161 |
| Secret #15 The Ten Times Rule | p. 169 |
| Secret #16 Master the Day | p. 181 |
| Secret #17 Make Your Own Metrics | p. 191 |
| Secret #18 Don't Waste Good | p. 203 |
| Secret #19 Bang Your Drum | p. 215 |
| Secret #20 You Can't Fake Real | p. 227 |
| Secret #21 Become Your Product | p. 237 |
| Conclusion | p. 249 |
| Acknowledgments | p. 255 |
