Читать книгу How to Be More Successful Selling Capital Goods - Christian Korte - Страница 7

Foreword

My name is Christian Korte and right off the bat I have to disappoint you. The words of wisdom I can now share with you did not come naturally to me. No, wisdom is something I have spent my whole life implementing after careful listening, reading and learning. The way I see it, the sum of all of the mistakes I made while I was outside my comfort zone is what has allowed me to learn, read, experience and practice enough so that I can now pass on my hardearned wisdom to you.

For me, success is exceeding the goals I have set for myself or that others have recognized as mine. I love unreasonably high and measurable goals, because those are the kinds that motivate me best. Anyone can do 10% more with a little extra time, but to do 30% more suddenly one must think differently about how it can possibly be achieved. A good saying that you hear over and over again is: The “how” is looking for solutions to something, the “why” is looking for excuses for not being able to accomplish it. I took this saying to heart very early on in my career. I have always looked for the “how”.

In this book I will try to keep my language simple and clear. I will speak only out of topics and experiences that I know first-hand and therefore know have proven to be excellent tactics in daily business. After each chapter you get a short summary and a page to write your own notes about the topics right here in the book.

If you have different points of view and would like to discuss them with me, just send me an email at mehrerfolg@jakomedien.de and we can make arrangements to do so.

This book is structured to start with the prerequisites for more success. Here, the inner attitude, environment and of course the product play a major role. Then, you will learn the basics of generating additional sales, supported by topics such as marketing, acquisition and lead sources. This will be followed by key areas like the funnel analysis, sales process and the correct planning of a sales territory with a set budget. After that, it’s all about understanding potential customers and finding the perfect solution for them. Relevant rules like “Never make an offer before the customer has accepted your solution” will be considered as well as methods to find out if the customer really wants to see a project through or if he is just keeping everyone busy because his boss will otherwise question his place there at the company. Indeed, this unfortunately happens very often in the capital goods sector. After exciting topics like negotiation and closing, I’ll give you an insider’s perspective on how you can turn this success into a stellar career and a good salary. Finally, I’ll help you with some inspiration and tricks from the fantastic Bodo Schäfer⁽¹⁾ , on how to invest all that money properly to become financially independent. Unfortunately,

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The “how” is looking for solutions to something, the “why” is looking for excuses for not being able to accomplish it.

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I came across his brilliant book “The Way to Financial Freedom” too late. So,

I will have to hold out for many more years until I have my millions in the bank. To this day, my consumption has always grown in line with the additional financial opportunities I have gained.

All the terms that I feel need explanation I have written in italic and have tried to explain them in an understandable way in the index in the back of the book.

Now, I hope you enjoy reading, learning and implementing. It would bring me great joy if this book helps you in any way and if you recommend it to friends and acquaintances. In doing so you are also giving others the chance to be successful in the sometimes difficult-to-navigate field of capital goods.

Christian Korte

(1) The road to financial freedom, Bodo Schäfer, ASIN: B01CR8U7RI