Mastering Your Sales Process:

How to Create a Winning Sales Process for You, Your Boss and Your Client

BOOK SYNOPSIS

PREMISE:

Sales drives business. No business in the world - from a lemonade stand to a Fortune 500 company, from a family owned travel agency to a house of worship – can exist without revenue. That revenue is usually the responsibility of someone who engages in the activity of selling. The importance of this role is made more clear by the huge number of books, seminars, magazines, blogs, workshops, etc., that seem to grow like mushrooms. However, it is hard to find a sales knowledge resource that distills down to the most fundamental question facing most new and many veteran salespeople alike: “What exactly am I supposed to be doing here?”

BACKGROUND:

In 1991, David Masover got his first sales job. In a typical fashion, David was shown his desk, given the (bad) client list from the salesperson who just got fired from the company, and told “good luck”. Over the next 8 years, David read everything he could read about sales, tried every technique that made sense to him, and by 1999 had become a well established sales rep in the promotional products industry. The dot com boom came along, and David was asked to help start up Branders.com, what is now the largest and fastest growing promotional products distributor in the US. At Branders, David was able to take the methodologies he developed for his own selling systems, and apply them to the hundreds of salespeople hired during his tenure. In 2004, David moved to Hungary for family reasons, and took the opportunity to test his sales strategies in a very new and different market by offering consulting services to Hungarian firms. The bottom line lesson was that “what exactly a salesperson is supposed to do” in order to be successful is not specific to individuals, industries or even countries. David began to see that the same principles of success worked everywhere he tried them, and these principles became the framework for Mastering Your Sales Process.

SALES AS A SYSTEM:

Mastering Your Sales Process demolishes the stereotype of the manipulative, dishonest, unproductive salesperson and offers a model for salespeople in any industry to execute their work with discipline, integrity and effectiveness for both themselves and for the clients they wish to serve. Drawing from the author’s own experiences and those of hundreds of colleagues and mentors, MYSP shows salespeople exactly what they need to do to succeed, how to do it, and how to make sure they are working as efficiently as possible while providing maximum value to their clients.

A WORKBOOK FOR SUCCESS:

Each chapter ends with a review of key points as well as exercises. The last chapter allows the reader to integrate all of the exercise sections into a personalized sales plan. The book is supported by an interactive web site where readers can download customizable worksheets and forms to help them put their plans into action.

AUDIENCES:

Salespeople (seasoned and aspiring), sales managers, executives and business students will all find MYSP a useful resource to understand how sales can be effectively executed and managed in a professional and profitable manner.