Читать книгу How To Sell The Way Your Customer Buys - Des Hunt - Страница 7

1	A quick word before we kick off

I hope that this doesn’t look too much like a book. Because the best salespeople I have worked with, and who have worked for me, and whom I have trained over the years, generally don’t like reading books.

In fact, it’s been my experience that you have to threaten them with the gas chamber to even get them to do their paperwork — leave alone read a book.

I hope this doesn’t look too much like a book.

So, my first and foremost job was to create something that was quick and easy to read and didn’t look too much like a book. I hope I got it right.

I have been selling and training salespeople now for longer than I care to remember. Of all the sales training I attended when I first went into sales, and of all the training I have conducted over the years since, I believe that the principles outlined here are some of the most powerful that any salesperson can know and apply.

When I wrote the book What Makes People Tick – How to Understand Yourself and Others, it became a quiet best seller, and I’m happy to say it still continues to sell well and keeps me off the street.

I guarantee that the principles work.

Since writing What Makes People Tick, I have been approached by many people to write the book you now have in your hand, How to Sell the Way Your Customer Buys which is based on the What Makes People Tick principles, but is focused specifically on selling.

I can guarantee that the principles in this little book work.

I hope you read it. I hope you enjoy it.

More importantly, I hope you use it to boost your sales.

You are in one of the most important professions there is, because nothing happens until somebody sells something.

You are in one of the most important professions in the world.

Every time you sell something, you keep another bunch of people in work.

The politicians can talk forever about creating jobs, which is all they ever seem to do, but they will never be able to create jobs like you can.

So, do us all a favour — keep on selling.

Cheers,

Des Hunt

Adelaide 2008

And a word from Andrew Cole

I have been involved in sales for all of my professional life and I believe ‘selling’ to be the key to all transactions between people. You need to sell yourself in a job interview. You need to sell ideas in the workplace, as well as the traditional meaning of selling products and services.

This book is an easy read with some powerful messages to take away. It goes beyond the general theories of selling. It translates it right down to selling to individuals – which is really what selling is all about. It is based on the principles in Des Hunt’s best-selling book, ‘What Makes People Tick’ which I would highly recommend you also read.

As a professional sales trainer with a background in sales dealing in multi-million dollar sales budgets, I utilise Des’s simple models in all the training I deliver. Please read it, take just a few tips away to implement and see the changes to your results.

Andrew Cole

Adelaide 2008