conversations.from: human
conversations.value: Give me a description for a book titled Selling about Hinkes, Dave, Daryl with the genre: Business & Money, Marketing & Sales.
conversations.from: assistant
conversations.value: Dr. Dave Hinkes and Dr. Daryl the author together have helped thousands with lectures, seminars, and columns. Dr. Hinkes has done sales consulting with some of the emerging businesses in the country. Dr. the author has been noted and quoted in prominent media organizations such as USA Today, The Hallerin Hill Show, and Ebony Magazine.
conversations.from: human
conversations.value: Swap the first and the last sentence.
conversations.from: assistant
conversations.value: the author has been noted and quoted in prominent media organizations such as USA Today, The Hallerin Hill Show, and Ebony Magazine. Dave Hinkes and Dr. Daryl the author together have helped thousands with lectures, seminars, and columns. Dr. Hinkes has done sales consulting with some of the emerging businesses in the country. Dr.Dr.
conversations.from: human
conversations.value: Give me a description for a book titled Selling about Midwest, Book, Review with the genre: Business & Money, Business Culture.
conversations.from: assistant
conversations.value: "A self-teaching manual to the art of selling.........an excellent resource for anyone embarking upon or seeking to improve their career in sales" Midwest Book Review
conversations.from: human
conversations.value: What could be a title for a book about University, Warner, Books with the genre: Business & Money, Marketing & Sales?
conversations.from: assistant
conversations.value: A title for this book could be 'Selling'
conversations.from: human
conversations.value: Give me the first five paragraphs for this book.
conversations.from: assistant
conversations.value: Selling
  When you ask a prospect about goals and you get a money response, and you follow with, "Why would that be important to you?" you are beginning to discover true goals. Many will have given their goals very little thought. While this portion of the selling process must not digress into a counseling session, your goal must be for the prospect to "get real" with you. Many sales "blow up" on even experienced sales professionals because they did not probe for the real goals.
  The P.O.G.O. Formula is one great tool for preparation. It is impossible to be "too prepared" for a sales presentation. When you are thoroughly prepared, the left brain (the carefully directed, organized, logical, and concretely sequential lobe of the brain) is already functioning at maximum capacity. This allows your right brain (the creative, freewheeling, visual lobe of the brain) to handle the interruption or distraction in the most effective manner possible. Preparation is vital to success. Preparation helps enormously.
  Some prospects are incredibly impatient, even showing their impatience as early as Need Analysis. They are driven and impetuous and want "just the facts" without any "window dressing" along the way. When the prospect demands to know "what it will do for me and how much it will cost," you need to move immediately into benefit selling. Emphasize your most dramatic point—the reason the largest number of people buy your product or service—by asking a question. When you get a positive, responsive answer (and you will more often than not), simply say, "Then let me get right to the point..." and continue your planned professional presentation.
  Many times the prospect will ask "I'm ready to buy" questions: How many sizes do you offer in this product? Is this the only color? Do you have a payment plan? When this occurs ask the closing question, "Which size and color would meet your needs best?" When he answers—write the order. (Don't insist on finishing your presentation.)
conversations.from: human
conversations.value: Add another sentence about Early, struggle, need, learning.
conversations.from: assistant
conversations.value: Selling
  When you ask a prospect about goals and you get a money response, and you follow with, "Why would that be important to you?" you are beginning to discover true goals. Many will have given their goals very little thought. While this portion of the selling process must not digress into a counseling session, your goal must be for the prospect to "get real" with you. Many sales "blow up" on even experienced sales professionals because they did not probe for the real goals. 
  The P. O. G. O. Formula is one great tool for preparation. It is impossible to be "too prepared" for a sales presentation. When you are thoroughly prepared, the left brain (the carefully directed, organized, logical, and concretely sequential lobe of the brain) is already functioning at maximum capacity. This allows your right brain (the creative, freewheeling, visual lobe of the brain) to handle the interruption or distraction in the most effective manner possible. Preparation is vital to success. 
  Early in your sales career, you may need to "struggle" through some of these tough learning processes. Preparation helps enormously. 
  Some prospects are incredibly impatient, even showing their impatience as early as Need Analysis. They are driven and impetuous and want "just the facts" without any "window dressing" along the way. When the prospect demands to know "what it will do for me and how much it will cost," you need to move immediately into benefit selling. Emphasize your most dramatic point—the reason the largest number of people buy your product or service—by asking a question. When you get a positive, responsive answer (and you will more often than not), simply say, "Then let me get right to the point... " and continue your planned professional presentation. 
  Many times the prospect will ask "I'm ready to buy" questions: How many sizes do you offer in this product? Is this the only color? Do you have a payment plan? When this occurs ask the closing question, "Which size and color would meet your needs best?" When he answers—write the order. (Don't insist on finishing your presentation. )
conversations.from: human
conversations.value: Give me four more paragraphs.
conversations.from: assistant
conversations.value: The fourth step in our successful sales formula is Need Satisfaction. Remember, as a persuader, in most cases the prospect really does want to say yes, particularly if you have successfully completed Need Analysis, Need Awareness, and Need Solution, and if you are pleasant, professional, and at least reasonably friendly. We all really do not like to say no because that could possibly end the relationship. The odds are in the professional salesperson's favor, so ask for the order, my selling friend. Do it pleasantly and professionally, but ASK!
  John Cummings of Mundelein, Illinois, understood one of the secrets to closing a sale. When he was the general manager at an automobile dealership, one of John's trainees tried unsuccessfully to get a client to purchase an "experienced" vehicle.
  The manager for the area was also unsuccessful in closing the sale. Since between the two of them they had asked the closing question at least four times, the outlook for closing the sale seemed remote. And then the trainee, Jim Borgman, had an idea. About an hour after the prospect had gotten home, Jim called him and greeted him quite cordially, saying, "Mr. Prospect, Jim Borgman from Bernard Chevrolet. Did I take you away from anything important?" After finding out he was calling at a convenient time (which was a wise move), he continued, "I wanted to ask you a couple of questions, may I?" Upon receiving permission to continue, Jim asked, "Did you visit our competition?" The prospect responded, "Why, yes, I did." Jim got directly to the point and asked, "Did you purchase?" "No" was the prospect's one-word reply. "Pretty expensive over there, aren't they?" said Jim. "Yes, they are."
  Asking for the order five times or more can be extremely difficult if you (a) don't have a deep belief in the value of your product or service; (b) haven't done the proper job with the first three steps (Need Analysis, Need Awareness, and Need Solution) in our four-step selling formula; or (c) don't expect to make the sale. When you persist pleasantly and professionally, you will create a win-win situation.
conversations.from: human
conversations.value: Give me the last five paragraphs.
conversations.from: assistant
conversations.value: The conclusion is clear: The better you utilize your time, the more income you will generate; and the more income you generate, the more free time you will have for your family and for taking those really nice trips. In short, higher income salespeople work smarter, not necessarily harder, and they utilize other people more efficiently and effectively so that everybody wins!
  Many salespeople I've talked with are dissatisfied with their productivity. They know that many of the things they do and the procedures they follow are habitual and are probably no longer effective, perhaps unnecessary, and possibly even harmful. This is why "self-analysis" is so important.
  Any company that is going to be successful in the long term is going to ask you to keep accurate records of your sales activity. I urge you to keep a chart for just two weeks that shows your activity. It will dramatically affect your life. You will discover (as I did) that little more than two hours per day are spent in actual revenue-producing activity. Most of the time is spent "getting ready" to participate in revenue-producing activity.
  A time log is not a limiting factor but a freeing factor. It will help you target the activities you need to add or delete. It also will indicate poor performance habits of which you are unaware.
  Everyone needs a method, technique, or system for accountability. True professionals (in any and all activities) have the peace of mind that comes from knowing that they did the best they could with what they had at any given point in time. They feel confidence in knowing that they are being true to their personal values. This can be accomplished only with a system that allows the people seeking success to hold themselves accountable for tasks and objectives.
conversations.from: human
conversations.value: Swap the first and the last sentence.
conversations.from: assistant
conversations.value: This can be accomplished only with a system that allows the people seeking success to hold themselves accountable for tasks and objectives. In short, higher income salespeople work smarter, not necessarily harder, and they utilize other people more efficiently and effectively so that everybody wins!
  Many salespeople I've talked with are dissatisfied with their productivity. They know that many of the things they do and the procedures they follow are habitual and are probably no longer effective, perhaps unnecessary, and possibly even harmful. This is why "self-analysis" is so important.
  Any company that is going to be successful in the long term is going to ask you to keep accurate records of your sales activity. I urge you to keep a chart for just two weeks that shows your activity. It will dramatically affect your life. You will discover (as I did) that little more than two hours per day are spent in actual revenue-producing activity. Most of the time is spent "getting ready" to participate in revenue-producing activity.
  A time log is not a limiting factor but a freeing factor. It will help you target the activities you need to add or delete. It also will indicate poor performance habits of which you are unaware.
  Everyone needs a method, technique, or system for accountability. True professionals (in any and all activities) have the peace of mind that comes from knowing that they did the best they could with what they had at any given point in time. They feel confidence in knowing that they are being true to their personal values.The conclusion is clear: The better you utilize your time, the more income you will generate; and the more income you generate, the more free time you will have for your family and for taking those really nice trips.