The key to success, salespeople are constantly told, is to follow specific steps and techniques. Just heed the advice of this guru or that speaker, and you'll be the best!
Well, that approach just doesn't work for most salespeople. And it probably doesn't work for you either. The most successful reps, Gallup has determined from decades of research, understand their innate talents and strengths and use them to sell more effectively.
The truth is, no two great sales reps are alike: You might thrive on fierce competition, while a colleague wins by being a super-analytical problem solver. Or maybe you have a tremendous talent for building relationships, while your fellow top performer is a brilliant strategist. What's most important is that you win business your way.
Strengths Based Selling explains sales talent and how to identify and maximize it. You'll receive a code to take the world-renowned Clifton StrengthsFinder assessment, which reveals your unique talents and strengths. Armed with this information, you'll follow this book through the entire selling process -- from assessing opportunity and cold calling to retaining and growing accounts -- learning how to apply your talents at each step. The book also features action items that will help you make the most of your strengths in sales.
There's no one right way to sell. Salespeople get the best results by building on who they already are. This lively and liberating book will teach you to do just that.
Strengths Based Selling gives salespeople practical, hands-on advice. It walks them through the sales process and shows them how to use their strengths at each step. It provides practical advice that salespeople can use every day.
About the Authors
Tony Rutigliano, coauthor of Discover Your Sales Strengths and Strengths Based Selling, was vice president/chief learning officer for ADP, where led many of the sales training and sales manager development efforts for ADP's force of more than 5,000 reps.
Brian J. Brim, Ed.D., is an executive coach to top leaders and plays a major role in creating and launching consulting offerings tied to employee selection, performance management, employee development, team dynamics, employee engagement, customer engagement, and succession planning. He regularly contributes articles to the Gallup Business Journal, and two of his articles were included in The Best of the Gallup Management Journal 2001-2007.