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    Simple Selling: Common Sense That Guarantees Your Success
    Simple Selling: Common Sense That Guarantees Your Success
    Simple Selling: Common Sense That Guarantees Your Success
    Ebook124 pages1 hour

    Simple Selling: Common Sense That Guarantees Your Success

    By Thomas Ray Crowel

    ()

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    About this ebook

    People have bartered for goods and services since the beginning of human history. Much of the information in this book is not new, however, it is presented in a simple manner, one that will be a new perspective on a very old profession.

    Information that can increase your knowledge and sharpen your selling skill is well worth the effort it takes to find. The selling process consists of many things, some of which can be taught, and some which can't. If you genuinely like talking (and listening) to people and believe your product fulfills a need in the marketplace, you are more than halfway down the road to success. Another important characteristic goes by many names. Some people call it common sense, or horse sense, or even mother wit.

    In life, as well as sales, your common sense guides you to make the right decisions. But common sense makes sense only if you have the right information to guide you. In today's information world, knowledge is no longer optional; it is necessary.

    "Simple Selling" is about you, the salesperson, and the many roles we play in today's marketplace. On any given day, we are both buyer and seller. In sales, the buyer and the seller change roles many times. You must be the judge of how the examples apply to your career.

    This book was kept simple for two reasons. First, many times we overlook the important things in life. We remember a name, but forget what the person is about. Second, we all need to refresh our knowledge so we can stay on track.

    For the already successful, seasoned salesperson, this book does not intend to show you a different approach to selling. Rather, it should remind you of what you already know. Reflect on your road to success. Refresh yourself.

    For those of you who are just beginning, or need a helping hand at selling, the book advises that you treat your customer as you would like to be treated. Be fair with your customers. Your reward will be both personal and profitable.

    This book is a primer for the rookie and a diary for the pro. Simples selling uses common sense. Enjoy reading and using this book. Good luck!

    LanguageEnglish
    PublisherThomas Ray Crowel
    Release dateJan 26, 2012
    ISBN9780985106614
    Simple Selling: Common Sense That Guarantees Your Success
    Author

    Thomas Ray Crowel

    A lifelong Hoosier, Thomas Ray Crowel is the author of two commercial books and three novels: "Scattered Harvest," "The Passerby," and "Cry Uncle, Sumbody." Based on a cold case murder, "The Passerby" drew the attention of media and citizens who, in turn, brought the case to the forefront resulting in the case being turned over to the Indiana State Police. Thomas earned his B.A. from Purdue and his master's from Valparaiso University. You may view the author's complete CV on his website at: www.simpleselling.net

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      Book preview

      Simple Selling - Thomas Ray Crowel

      Simple Selling:

      Common Sense That Guarantees

      Your Success

      by

      Thomas Ray Crowel

      Thomas’s Caricatures

      by John Kascht

      Smashwords Edition, License Notes

      Simple Selling: Common Sense That Guarantees Your Success

      Copyright © 2012 by Thomas Ray Crowel

      This book is available in print at most online retailers.

      This eBook is licensed for your personal enjoyment only. This eBook may not be resold or given away to other people. If you would like to share this book with another person, please purchase an additional copy for each recipient. If you’re reading this book and did not purchase it, or it was not purchased for your use only, then please return to Smashwords.com and purchase your own copy. Thank you for respecting the hard work of this author.

      ****

      For Patty

      People think, machines don’t

      ****

      INTRODUCTION

      People have bartered for goods and services since the beginning of human history. Much of the information I share in this book is not new. I hope, however, that I have presented it in a simple manner, one that will be a new perspective on a very old profession.

      Information that can increase your knowledge and sharpen your selling skill is well worth the effort it takes to find. The selling process consists of many things, some of which can be taught, and some which can’t. If you genuinely like talking (and listening) to people and believe your product fulfills a need in the marketplace, you are more than halfway down the road to success. Another important characteristic goes by many names. Some people call it common sense, or horse sense, or even mother wit.

      In life, as well as sales, your common sense guides you to make the right decisions. But common sense makes sense only if you have the right information to guide you. In today’s information world, knowledge is no longer optional; it is necessary.

      My book is about you, the salesperson, and the many roles we play in today’s marketplace. On any given day, we are both buyer and seller. In sales, the buyer and the seller change roles many times. You must be the judge of how my examples apply to your career.

      I have kept this book simple for two reasons. First, many times we overlook the important things in life. We remember a name, but forget what the person is about. Second, we all need to refresh our knowledge so we can stay on track.

      For the already successful, seasoned salesperson, I do not intend to show you a different approach to selling. I do hope to remind you of what you already know. Reflect on your road to success. Refresh yourself.

      For those of you who are just beginning, or need a helping hand at selling, my advice is to treat your customer as you would like to be treated. Be fair with your customers. Your reward will be both personal and profitable.

      This book is a primer for the rookie and a diary for the pro. Simple selling uses common sense. I hope you enjoy reading and using this book. Good Luck!

      SECTION 1

      Choosing A Sales Career

      The chief business of the American people is business.

      — Calvin Coolidge, Jan. 17, 1924

      Why Sales?

      So, you need a job, or were just offered one, and you want to find out if a career in sales is right for you. People choose a sales career for a variety of reasons. Whatever the reason, the most basic requirement, which can’t be taught, is that you should be a people person. Because a salesperson interacts with many people, you must like people to succeed. A good sale offers the thrill of a challenge, financial rewards, and, of course, pride in a job well done.

      Salespeople interact with their customers. Although there are many similarities in people, there are also differences. This makes meeting new customers exciting. Your conversations vary daily. Selling is also a continual learning experience. I like that and so do most salespeople. Selling affords the opportunity to exchange ideas and knowledge. A sales career has an abundance of customers as well as colleagues.

      A career in sales offers a challenge. The customers are a challenge. They demand the best quality for the least amount of money. Colleagues, on the other hand, offer competition. This is another type of challenge, and of course, good salespeople are always challenging and competing with each other. Setting new sales records, establishing goals, gaining accomplishments, and earning money are all a part of career selling.

      Since everything is bought or sold, a sales career is financially rewarding. The only limits are those set by the salesperson. In many instances, the sky is the limit. Selling, therefore, is a high income career.

      I saved one of the best reasons for last: when done honestly, the buyer, as well as the seller, profit. Both benefit. Both enhance their lifestyle. Both profit from the sale. There is always a sense of pride that a customer has after a purchase—for example: buying a car, a home, or any item that fulfills a need or provides comfort. Salespeople also share that sense with them, because both were part of the selling process.

      Who Sells?

      Everyone sells. Everything you can imagine is sold—even politics, religion, and relationships.

      Effective political campaigns are always in need of finances. Candidates and their supporters must sell the voters on the fact that their programs meet the public’s needs. The candidate also has to convince the electorate that they can lead and serve. So, as you can see, winning an election and serving the public require the ability to sell yourself.

      Religious leaders must also convince their congregations of their ability. The church needs money to exist and to operate their programs. In addition, the leaders of all religious groups sell their spiritual messages to their members.

      Both business and personal relationships need salesmanship to be successful. Both need to find common ground. First, the individuals need to become familiar with each other and get to know one another’s interests and preferences. Next, the ability to negotiate and compromise are required.

      Whatever the relationship, negotiation and compromise are valuable tools. When you think about it, there’s a little salesmanship in everyone.

      Summary

      Section 1: Choosing a Sales Career

      A sales career offers:

      • The challenge of selling your product and competing with your colleagues.

      • Financial reward: in sales, the amount of money you make is based on your ability to sell your product.

      • Pride in a job well done: Buyer and seller both benefit from the sale.

      Everything is bought and sold. Proven sales techniques are used to sell everything—not only goods and services; but also ideas, concepts and ability. A good salesperson must like to talk, listen and learn from customers to be successful.

      Self Help Quiz # 1

      1. Make yourself a list of the pluses and the minuses, as you see them, for choosing a career in selling. Are the minuses things that you can turn into pluses with the proper training?

      2. For most of us, our twenty-four hours are divided into thirds – one third for sleeping, a third for working, and the remaining third for leisure. By the time you reach sixty years of age, twenty of those years were spent working. Do the math, then decide: Are you truly happy in your choice of employment?

      3. Are you an important part of your work, or do you just show up? Be honest with yourself.

      4. Pick two areas in which the most money is

      made?

      A. Law

      B. Medicine

      C. Sales

      D. The United States Mint

      SECTION 2

      Preparing For A Sales Career

      The people may be made to follow a path of action, but they may not be made to understand it.

      — Confucius

      Appearance

      Look your best. People do judge a book by its cover. The major reason that you want to have a great image is two-fold: first, it will enhance your sales; second, if you look good, you feel good. A good attitude will also increase your sales.

      People like to purchase products that appeal to them, and before salespeople attempt to sell their

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