Jim Evans, our VP of Sales and master salesman, tells us why "pressure-cooker" sales environments like in Glen Garry Glen Ross won't make you money. He gave some suggested reading:
Listen to the show to hear why he recommended both books (and the advice he said you SHOULDN'T follow from one of them).
Ultimately, the advice Jim gave us on sales is the same Patrick and Cody have given on marketing in the past. Sales is relational, not transactional. You have to listen to prospects, hear their problems, empathize with them and then show how you solve them. That's how you sell benefits, not features.
No one comes to you for a clean house or a freshly-trimmed lawn. They come to you for a restful home after a stressful day at work or a cool glass of iced tea on the patio (instead of mowing the lawn on a beautiful Saturday). Sell benefits.
Listening means that sometimes you'll realize you're not the right fit for them. You don't solve the problems they're telling you about. When closing is all you care about, you may not even hear the problem and worse, if you did hear it, you might not care to solve it. High-pressure sales environments demand cut corners and always end up with burnt bridges and defeated employees.
"Summon the Rawk" by Kevin MacLeod (incompetech.com)