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Salespeople Don’t Lie
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Salespeople Don’t Lie



June 2018 | 204 pages | SAGE Response

Sales malpractice accounts for huge losses in businesses worldwide. The way to bring attention to this malaise is to ensure that salespeople worldwide understand the damage this malpractice causes. This book is a mission to spread the word on how sales can be a profession that does good for customers and adds value to their lives. A salesperson can be someone who does good for the society and to every individual who needs help in making the right decision about a product they wish to purchase.

One of the basic tenets of a sales team that meets customers face-to-face is that sales grow as the relationship grows between the customer and the salesperson. Trust is the principal ingredient that keeps relationships going. When a salesperson lies, it is an assault on the very core of the relationship. Truth and transparency while hard to choose, is less painful in the long run. The book advocates using a professional sales system that facilitates sales successes in an easy and legitimate way. A robust sales system not only helps in achieving sales targets but has an overall impact on the motivation of the sales team, thereby curtailing attrition.

When you don’t fear sales, you never have to lie.


 
Foreword
 
Preface
 
How did Salespeople Come to be?
 
The Door-to-Door Salesperson
 
The Used Car Salesperson
 
Sell Like Hell
 
The Dowry Totem Pole
 
Ours Not to Reason Why
 
Pirates of Sales: The Story of Medical Reps
 
More Pirates of Sales: Dumping Sales
 
Even More Pirates of Sales
 
Still More Pirates of Sales
 
The Heroes of Sales
 
Why Do Salespeople Lie?
 
To Be a Professional Salesperson
 
Who Teaches Whom to Sell?
 
The Sins of Our Forefathers
 
Understanding the Nature of a Sale
 
Sales is Relationship at Work
 
The Lonely Salesperson
 
Company Maketh the Man
 
The Devil Made Me Do It
 
When All Hell Breaks Loose
 
For Whom the Bell Tolls
 
Either You Don’t Know, or You Are Lying
 
Tainted by the Company One Keeps
 
Sales Malpractice
 
A Sales System, Really?
 
The Power of Discipline
 
What’s Worth Doing Is Worth Doing Well
 
Freedom from Avoidable Worry
 
Motivation: A Bath Needed Daily
 
Principles of Professional Selling
 
Sales Teams and Unique Contributions
 
Know What to Pitch
 
Breaking Trust
 
Dr No
 
The Joy of Professional Selling
 
Balcony View of Sales
 
Evolving Into a Sales Professional
 
Being in the Customer’s Shoes
 
The Salesperson as a Servant
 
Handling Objection and Irate Customers
 
Always Diagnose Before You Prescribe
 
Meeting the Purchaser’s Needs
 
Sales Functional Needs and Personal Aspirations
 
Pitching It for Impact
 
The Professional Salesperson
 
Develop Your Team
 
Creating a Resident Faculty
 
Too Proud to Lie
 
Epilogue

How salesman be a profession that dies good for customers and adds value to their lives.

BUSINESS LINE, 25 Jun 2018

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Roshan L. Joseph

Roshan L. Joseph is a professional in the sales and marketing field and a consultant of repute. He has been the Executive Director on the Board of Eveready Industries India Ltd with the accountability for marketing and sales and the Managing Director (MD) of Franke, a Swiss MNC in the kitchen solutions business. At Eveready, he was instrumental in bringing Eveready out of the cold with the pathbreaking advertising campaign ‘Give Me Red’. This brought about the repositioning of Eveready as a brand that could connect with the youth. The campaign won 11 advertising and marketing awards and continues to date, with the way Eveready advertises.... More About Author

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ISBN: 9789352807123
₹395.00