Hal Becker's Ultimate Sales Book: A Revolutionary Training Manual Guaranteed to Improve Your Skills and Inflate Your Net Worth (Hal Becker and Nancy Traum, 2012)

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  • Empathy and ego drive is the characteristic for top salesperson.
    • Top salesperson also focused on the customer instead of the sale.
  • Rules of selling
    1. Know your product.
    2. Know your competition.
    3. Work harder.
    4. Be organised.
    5. Be assertive and consistent.
    6. Be honest.
  • A salesperson is fearless and ask probing questions
  • Why a salesperson fail
    1. He do not enjoy what he does.
    2. He is not finding the right decision-maker.
    3. Failure to ask questions and be curious.
    4. Not making enough calls.
  • Sell benefits and not features.
  • Forget about scripts, they will never work.
  • Don't just learn how to handle objection but understand what the customer really meant.
  • Setting goals helps the entire sales process.
  • CRAP
    • Caring
    • Relationships
    • Attitude
    • Passion

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