{"product_id":"how-to-sell-to-an-idiot-12-steps-to-selling-anything-to-anyone-paperback-softback-9780471718543","title":"How to Sell to an Idiot; 12 Steps to Selling Anything to Anyone (Paperback \/ softback) 9780471718543","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eHow to Sell to an Idiot\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003e12 Steps to Selling Anything to Anyone\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eJohn Hoover (Author), Bill Sparkman (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9780471718543, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003ePaperback \/ softback, published 31 January 2006\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e224 pages\u003cbr\u003e23 x 15.2 x 1.6 cm, 0.272 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cb\u003eHOW TO SELL TO AN IDIOT\u003c\/b\u003e  \u003cp\u003eSelling to customers looking to get the most bang for their buck is a difficult feat. The only customers tougher than hagglers are the ones so uninformed about what they are buying, they don't even realize when they are getting the deal of a lifetime.\u003c\/p\u003e \u003cp\u003eIn \u003cb\u003e\u003ci\u003eHow to Sell to an Idiot\u003c\/i\u003e\u003c\/b\u003e, authors John Hoover and Bill Sparkman show you how to ignore your own inner idiot and start selling more by doing less of what doesn't work and more of what does. Along with a wealth of proven sales guidance and effective techniques, you'll learn how to:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eUse idiot-proof planning and preparation to make prospecting far more effective\u003c\/li\u003e \u003cli\u003eUse idiot-speak to connect with prospects and gather vital information that makes selling easy\u003c\/li\u003e \u003cli\u003eSpice up your sales pitch for faster closings and larger sales\u003c\/li\u003e \u003cli\u003eWring referrals out of clients like water from a sponge\u003c\/li\u003e \u003cli\u003eAnd much more!\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\"Selling is an act of compassion. Sales professionals must believe that their products and services will improve the quality of their customers' lives. Hoover and Sparkman get that. Selling must also be fun-for the salesperson and the customer. How to Sell to an Idiot makes it clear that the first laugh of the day must be at ourselves.\"\u003cbr\u003e —Roger P. DiSilvestro, former Chairman and CEO, Athlon Sports Publishing and coauthor of \u003ci\u003eThe Art of Constructive Confrontation\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"How to Sell to an Idiot hits the bull's-eye. Great practical steps that will help anyone in sales reach the goal line. Truly a creative approach with fresh new ideas delivered with humor.\"\u003cbr\u003e —Charles S. Dreyer, Director of Sales-Southern California Coastal Region, K. Hovnanian Homes, a Fortune 500 company\u003c\/p\u003e \u003cp\u003e\"How to Sell to an Idiot provides an entertaining and creative look at the formula for sales success. Insightful and fun, you'd have to be an idiot not to add this book to your resource library!\"\u003cbr\u003e —Chip Cummings, international speaker, marketing expert, and author of \u003ci\u003eStop Selling and Start Listening\u003c\/i\u003e\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eAbout the Authors ix\u003c\/p\u003e \u003cp\u003ePreface xiii\u003c\/p\u003e \u003cp\u003eIntroduction xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 Step One: Be Prepared or Be the Idiot 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNeed and Intent 2\u003c\/p\u003e \u003cp\u003eMental Preparation Made Simple (or Mental Prep for the Simple) 3\u003c\/p\u003e \u003cp\u003eChoosing In: The Cure for Cluelessness 4\u003c\/p\u003e \u003cp\u003eSimple versus Easy: The Inner Idiot Rears Its Ugly Head 5\u003c\/p\u003e \u003cp\u003ePreparation and Passion 7\u003c\/p\u003e \u003cp\u003ePreparation and Product Knowledge 8\u003c\/p\u003e \u003cp\u003ePreparation and the Written Plan 9\u003c\/p\u003e \u003cp\u003ePlanning Is Not Procrastination 10\u003c\/p\u003e \u003cp\u003ePreparation and Motivation 11\u003c\/p\u003e \u003cp\u003ePreparation and Personality 12\u003c\/p\u003e \u003cp\u003eChapter One Summary 16\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 Step Two: Connect with the Clueless 19\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdiotspeak 20\u003c\/p\u003e \u003cp\u003eYour Story 21\u003c\/p\u003e \u003cp\u003eYour \u003ci\u003ei\u003c\/i\u003e-Customer’s Story 23\u003c\/p\u003e \u003cp\u003eWho versus What 23\u003c\/p\u003e \u003cp\u003ePersonality is Job One 24\u003c\/p\u003e \u003cp\u003eComponents of Connection 29\u003c\/p\u003e \u003cp\u003eA New Skill Called Connecting 30\u003c\/p\u003e \u003cp\u003eThe Great Balancing Act 31\u003c\/p\u003e \u003cp\u003eTakers versus Exchangers 32\u003c\/p\u003e \u003cp\u003eChapter Two Summary 33\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 Step Three: Confuse to Clarify 35\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eConfusion as a Tool 36\u003c\/p\u003e \u003cp\u003eSurgical Questions 37\u003c\/p\u003e \u003cp\u003eThe Right Questions Trump the Right Answers 38\u003c\/p\u003e \u003cp\u003eSet the Stage and Play the Part 40\u003c\/p\u003e \u003cp\u003eFrom the Mouths of Babes 41\u003c\/p\u003e \u003cp\u003ePersonality-Based Questions 42\u003c\/p\u003e \u003cp\u003eBig Success Comes from Small Steps 45\u003c\/p\u003e \u003cp\u003eChapter Three Summary 48\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Step Four: Play the Match Game 51\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePut it in Reverse 52\u003c\/p\u003e \u003cp\u003eBring it Home 54\u003c\/p\u003e \u003cp\u003eMatching Means More Selling, Less Talking 57\u003c\/p\u003e \u003cp\u003eThe Next Step 57\u003c\/p\u003e \u003cp\u003eMore Lessons from Children 58\u003c\/p\u003e \u003cp\u003eThe Match Game and Personalities 59\u003c\/p\u003e \u003cp\u003eChapter Four Summary 63\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Step Five: Showtime 65\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEntertainment versus Boredom 67\u003c\/p\u003e \u003cp\u003eEntertainment versus Filling Needs 68\u003c\/p\u003e \u003cp\u003eBe Energized 71\u003c\/p\u003e \u003cp\u003eRazzle-Dazzle Them 73\u003c\/p\u003e \u003cp\u003ePresenting in Style 75\u003c\/p\u003e \u003cp\u003ePresenting with Structure 75\u003c\/p\u003e \u003cp\u003ePresenting with Technology 76\u003c\/p\u003e \u003cp\u003eRehearsals 76\u003c\/p\u003e \u003cp\u003eMore Lessons from Children 77\u003c\/p\u003e \u003cp\u003ePersonality-Based Entertainment 78\u003c\/p\u003e \u003cp\u003eChapter Five Summary 82\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Step Six: Ask for the Business 85\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCECO 86\u003c\/p\u003e \u003cp\u003eAsking is Action 88\u003c\/p\u003e \u003cp\u003eAsk with Confidence 89\u003c\/p\u003e \u003cp\u003eLet Go of the Outcome 92\u003c\/p\u003e \u003cp\u003eThe Secret to Closing 93\u003c\/p\u003e \u003cp\u003eThe ABCs of Listening 94\u003c\/p\u003e \u003cp\u003eMore Lessons from Children 96\u003c\/p\u003e \u003cp\u003ePersonality-Based Asking 98\u003c\/p\u003e \u003cp\u003eChapter Six Summary 101\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Step Seven: Circle Around and Make Another Pass 105\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGet Out There and Fail 106\u003c\/p\u003e \u003cp\u003eLearn to Love the Lessons 107\u003c\/p\u003e \u003cp\u003eTurnaround Questions 108\u003c\/p\u003e \u003cp\u003eObjections 111\u003c\/p\u003e \u003cp\u003eDon’t Be the Monkey 115\u003c\/p\u003e \u003cp\u003eMore Lessons from Children 116\u003c\/p\u003e \u003cp\u003ePersonality-Based Objections 117\u003c\/p\u003e \u003cp\u003eChapter Seven Summary 119\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Step Eight: Annoy Them a Little and Ask for the Business, Again 123\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTeaching the Customer How to Buy 124\u003c\/p\u003e \u003cp\u003eFailure Is Your Friend 126\u003c\/p\u003e \u003cp\u003ePesky Persistence 127\u003c\/p\u003e \u003cp\u003eStalling 128\u003c\/p\u003e \u003cp\u003eIt’s in the Cards 134\u003c\/p\u003e \u003cp\u003eMore Lessons from “Never, Never, Never”-land 135\u003c\/p\u003e \u003cp\u003ePersonality-Based Annoyance 135\u003c\/p\u003e \u003cp\u003eChapter Eight Summary 138\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Step Nine: Appreciate 141\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Selling Cycle 142\u003c\/p\u003e \u003cp\u003eMake it Memorable 145\u003c\/p\u003e \u003cp\u003eThe Battle for Mind Share 145\u003c\/p\u003e \u003cp\u003eThe Present 147\u003c\/p\u003e \u003cp\u003eMore Lessons from Children 147\u003c\/p\u003e \u003cp\u003ePersonality-Based Appreciation 148\u003c\/p\u003e \u003cp\u003eChapter Nine Summary 151\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 Step Ten: Get a Referral 153\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFear Not 154\u003c\/p\u003e \u003cp\u003eBuild Champions 155\u003c\/p\u003e \u003cp\u003eGet Some Help 155\u003c\/p\u003e \u003cp\u003eGet Them Talking 156\u003c\/p\u003e \u003cp\u003eGet an “A” for Asking 157\u003c\/p\u003e \u003cp\u003eMore Lessons from Children 159\u003c\/p\u003e \u003cp\u003ePersonality-Based Referrals 160\u003c\/p\u003e \u003cp\u003eChapter Ten Summary 163\u003c\/p\u003e \u003cp\u003e\u003cb\u003e11 Step Eleven: Follow-Up 165\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNo Competition 166\u003c\/p\u003e \u003cp\u003eWe Have Seen the Competition and It Is Us 167\u003c\/p\u003e \u003cp\u003ePut Follow Up into Your mix 167\u003c\/p\u003e \u003cp\u003eTime Has Nothing to Do with It 168\u003c\/p\u003e \u003cp\u003ePre-Sale, Pre-Delivery, Post-Delivery Follow-Up 169\u003c\/p\u003e \u003cp\u003eIt’s Research 169\u003c\/p\u003e \u003cp\u003eWhen? 170\u003c\/p\u003e \u003cp\u003eMore Lessons from Children 171\u003c\/p\u003e \u003cp\u003ePersonality-Based Follow-Up 171\u003c\/p\u003e \u003cp\u003eChapter Eleven Summary 175\u003c\/p\u003e \u003cp\u003e\u003cb\u003e12 Step Twelve: Practice 177\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDon’t Succeed at Being Average 178\u003c\/p\u003e \u003cp\u003eBe Impatient 179\u003c\/p\u003e \u003cp\u003ePerfect Practice 180\u003c\/p\u003e \u003cp\u003eDangers of Perfection 181\u003c\/p\u003e \u003cp\u003eCaring Equals Change 182\u003c\/p\u003e \u003cp\u003eFlat Tires Need Changing 183\u003c\/p\u003e \u003cp\u003eWhat are Friends For? 184\u003c\/p\u003e \u003cp\u003eFinal Lessons from Children 185\u003c\/p\u003e \u003cp\u003ePersonality-Based Practice 186\u003c\/p\u003e \u003cp\u003eChapter Twelve Summary 189\u003c\/p\u003e \u003cp\u003eIndex 193\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52298042671384,"sku":"9780471718543","price":13.39,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9780471718543.jpg?v=1781732210","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/how-to-sell-to-an-idiot-12-steps-to-selling-anything-to-anyone-paperback-softback-9780471718543","provider":"Freshly Printed Books","version":"1.0","type":"link"}