Cut the Crap and Make the Sale

by Peterson, Russ; Sanders, Don; Cox, David

• ISBN13: 9781932021073
• ISBN10: 1932021078
• Edition: 1st
• Format: Paperback
• Copyright: 2010-01-01
• Publisher: DC Press

Summary

Cut the CRAP and Make the Sale is the "first and only sales handbook to marry a proven psychological methodology to overcome your problems (CRAP) with professional selling techniques." By first understanding the internal selling deterrents, you are better prepared for sales success. Catastophizing happens when a sales rep imagines the worst will become real. Understanding the Selling and Buyer Processes, the mystery of worst case scenario will disappear. Rationalizing is a hurdle that allows sales people to "logically" make sense of why they are not doing what they should. The book arms people with successful prospecting techniques that defeat rationalizing. Agonizing can cause complete inertia as one weighs decisions. Overcoming agonizing means overcoming fear. Agonizing is destroyed when you are armed with the selling tools used by successful sales pros. Finally, Procrastinating leads to mismanagement of your most valuable resource: your time. Sales can be lost in a matter of minutes. While you are pursuing "bad" business, your competitors are signing contracts.

Author Biography

Russ is a sales professional who has held positons ranging from Account Manager to Regional VP. He hs sold over $30 million in the past four years and is consistantly ranked in the top 10% nationally. Over the past two decades Russ has spoken to hundreds of audiences on topics ranging from sales and entrepreneurship to information technology.

Table of Contents

Foreword	vii
Underlying Beliefs	xiii
How to Use (Not Just Read) This Book	xvii
About the Authors	xix
Us Versus Them
Identifying the Primary Internal and External Sales Obstacles	1	(20)
Catastrophizing
``Striking out before you get to the plate''	21	(34)
Rationalizing
``Logical Thought Misused''	55	(48)
Agonizing
``I can't decide if I should call or not...''	103	(32)
Procrastinating
``I don't have time to do it now...''	135	(48)
...And Make the Sale	183
Appendix
Exercise Answers	199