Selling To The Point: Because The Information Age Demands a New Way to Sell - Lipsius, Jeffrey
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Change is in the air at Essentials, Inc. The company's survival is at stake and difficult decisions lie ahead. To make the company look good to investors, the first person facing the axe is Rick, the company sales trainer. But when management begins to take a closer look at Rick's techniques for improving salesperson performance, they discover a treasure trove of insights, which Rick calls "Selling To The Point." This unique business novel digs deep into old unquestioned assumptions in an unforgettable way and reveals a new path.--Publisher.

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Produktbeschreibung
Change is in the air at Essentials, Inc. The company's survival is at stake and difficult decisions lie ahead. To make the company look good to investors, the first person facing the axe is Rick, the company sales trainer. But when management begins to take a closer look at Rick's techniques for improving salesperson performance, they discover a treasure trove of insights, which Rick calls "Selling To The Point." This unique business novel digs deep into old unquestioned assumptions in an unforgettable way and reveals a new path.--Publisher.
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Autorenporträt
How did Jeffrey Lipsius develop his breakthrough approach to selling? In fact, it is a culmination of Jeffrey's passion for sales and his lifelong mission to discover the key to peak performance. His quest began on the tennis court at age nineteen. He realized achieving tennis excellence required mental skills as well as physical. His coaches, however, didn't have answers to how tennis players could practice their mental state similarly to practicing a forehand or backhand. Jeffrey's quest led him to the disciplines of yoga and meditation. Then he came upon a book called The Inner Game of Tennis, authored by Timothy Gallwey. Gallwey's book made everything clear to Jeff about the mental side of performance. By applying principles of The Inner Game, he learned to access inner awareness and apply it during matches. His performance transformed substantially both on and off the court. After college, Jeffrey began his lifelong career as a sales profes- sional. While attending a conference, Jeffrey had the great fortune to meet his tennis mentor Timothy Gallwey. They shared ideas about applying The Inner Game to salesperson performance. Jeffrey's new mission was born. He became a regular attendee at Gallwey's workshops, which inspired him to creatively integrate new insights and fine-tune his training. As he trained salespeople, Jeffrey adapted The Inner Game's principles to improve their performance. This process continued for over twenty years. Jeffrey achieved remarkable results with the unique training approach that emerged. He was his company's highest producer. He got promoted to vice president. He trained hundreds of other salespeople to be leading performers in their industries. Jeffrey is introducing this system for peak selling performance in this book. He calls it Selling To The Point(R), and he is passionate about the changes you will experience by applying his method.