How to Sell Without Being a JERK! The Foolproof Approach to the World's Second Oldest Profession

by Klymshyn, John

• ISBN13: 9780470224557
• ISBN10: 047022455X
• Edition: 1st
• Format: Hardcover
• Copyright: 2008-02-25
• Publisher: Wiley

Summary

Praise for How to SELL Without Being a JERK! "John takes selling strategies to a new level of understanding. The book is truly enlightening, andhis tactics are simple, yet brilliant. Implement his strategies and opportunities will follow." -Steffen Sheerin, Director of Group Sales, Pinehurst Golf Resort"This easy-to-read book is full of funny (and all too familiar) anecdotes-with actual selling techniques that will put you on the path to becoming a sales professional. I will recommend this book to anyone wishing to advance their sales career." -Jeff Thomas, National Sales Manager, ADP Employer Services"This book is hilarious and smart. Klymshyn hits the instructional mark and the funny boneat the same time." -John N. Elston Jr., Executive Vice President, Sales and Marketing, Sunstone Hotel Properties"In a straightforward fashion, How to Sell Without Being a JERK! offers excellent ideas.John once again offers sound, practical advice that paves the way to sales success." -Silvia L. Coulter, Managing Director, CoulterCranston;President, The Legal Sales and Service Organization"Two thumbs up! John's a master. . . . He provides new ways to bring old ideas to life.I just finished reading How to Sell Without Being a JERK!, and I've already applied his wisdomto my day-to-day profession." -Beth Marie Cuzzone, Director of Business Development, Goulston & Storrs"John Klymshyn's book How to Sell Without Being a JERK! sets out to tie it all together, and he accomplishes this with flair, a steady stream of easily applied sales techniques, and solid advice." -H. Ross Ford III, President and CEO, TCN Worldwide"This book confirms what we in commercial real estate sales have known for years; selling is not a dirty word, and there is a right and a wrong way to do it. The creation of and following of a process, listening more than speaking, and a long-term perspective are all key elements that I try to practice every day in my own business. John has captured here the belief and techniques for taking a professional approach. Read this and you will replace 'jerk' with 'expert.'" -Marty Almquist, Senior Vice President, Cassidy & Pinkard Colliers

Author Biography

John Klymshyn is a prolific writer, busy speaker, and dedicated family man. He is President of The Business Generator, a sales management and team effectiveness training firm. He teaches other professionals how to sell, connect, lead, and communicate without being a jerk. He has built, fixed, or managed sales teams to success in several industries and maintains a marquee client list of companies and professional associations from Toronto to Miami, Seattle to Mexico City.

Table of Contents

Foreword	p. xi
Acknowledgments	p. xv
Introduction	p. xvii
What Exactly Is Wrong with Salespeople?	p. 3
Respect Is Earned	p. 21
Foolproof Approaches to the World's Second Oldest Profession	p. 49
Moving Conversations Forward	p. 67
Process and Completion	p. 85
Million-Dollar Questions	p. 109
Handling Objections	p. 129
Selling Honestly and Using Appropriate Language	p. 153
Closed Sales and Closing Sales	p. 167
Bringing It All Together	p. 179
Index	p. 195
About the Author	p. 203
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