Lars shares his "know how" of more than forty years experience of sales in more than 100 countries all over the world. Not one industry has escaped him. Lars has trained more than 150,000 people worldwide. <br><br>The main reason he wants to share this experience with the world is that it really works – small changes in attitude and behaviour yield big results. <br><br>Lars' energy is contagious. He has a fantastic ability to think on his feet. He did not train people – rather, he communicated with his delegates and got them very interested in learning<br><br>When asked what he did, Lars said "I am fine-tuning common sense." How did he do it? By changing the attitudes and behavior of people just a couple of degrees. Starting from the top and HAVING FUN!
Оглавление
Lars G. Sjogren. Fine-Tuning Common Sense: A Safe Way To Achieve Fantastic Results
ACKNOWLEDGEMENTS
ABOUT THE AUTHOR
The Experience That Gives Me the Right to Write This Book
A Few Small Changes Add Up
Finding Key Clients
A Very Important Observation
Recruitment of First Line Management
The K.A.S.H. Principle
The Mathematics of Leadership
Marketing Planning
What is an Elevator Speech?
Having the Right Information is Crucial
An Example of Information Management
The Next Stage: Targeting
Hunters and Farmers
Brick-Walling
Summing Up the Marketing Plan
The Importance of Effort Factors
An Example of Effort Factors at Work
How to Get New Customers: The Sun Tzu Principle
The Sales Process: Making Appointments
The Meeting
The DAPA Principle
The Importance of Price
Setting the Right Price
The Overall Structure of the Meeting
What is a Proposal?
How Should a Proposal Be Written?
APPENDIX
APPENDIX 2
APPENDIX 3
APPENDIX 4
APPENDIX 5
APPENDIX 6
Отрывок из книги
To more than 150,000 of my delegates throughout the world who made this book possible
Special acknowledgements to:
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Lars had planned to go into forestry in Sweden, but when he started to work he got so interested in the people he met in the forest. Why were they so different? Why could you trust them to the bitter end? He then also realized that the economy in the forest as was not very good. He got interested in why. He was always asking why. He studied business economics – micro and macro. He took a degree in the subjects of Psychology and Business Economics – a fantastic combination if you were going to help people in their business. He had a very good career with AC Nielsen as a Client Service Representative. He spent a short time with Dux of Sweden.
He started his career as a consultant in his home town of Malmö. Very soon he was asked by his manager in southern Sweden to train the trainers within the company. During nearly forty years as a consultant he worked in more than 100 countries throughout the world, having more than 150,000 people (delegates) on his seminars. Every type of company used his help with great success. Companies like Norsk Hydro, ICI ,Zeneca, Atlas Copco, Novartis, Hoffman La Roche, Haki Produkter , Canada Maritime, Cast, Jadroplov, Sheraton, Intercontinental Hotels, HASTENS, DUX and many, many more. Regardless of size!
