Unleash the inner salesperson you never knew you had. From financial advice to hairstyling, fitness training to auto parts,no matter what your product or service, you've got to sell tostay in business. A multimillionaire by age twenty-six, Brad Sugarsdelivers techniques for infusing your business with a powerfulsales ethic and creating super sales success. Learn how to: Deliver sales quotes that instil prospects with trust - Provide the kind of service that keeps customerscoming back - Master the first crucial minute of any sales call - Set up a point-of-sale system they can't ignore Get real results right now when you discover all that Instant Success has to offer! Instant Advertising * Instant Cashflow * Instant Leads Instant Profit * Instant Promotions *Instant Referrals * Instant Repeat Business * Instant Systems * Instant Team Building *The Business Coach * The Real Estate Coach * Successful Franchising * Billionaire in Training Bradley J. Sugars is a world-renowned entrepreneur, author, and business coach who has helped nearly a million clients around the world find business success. Brad is the founder of Action International , a global network of business coaches with nearly 1000 offices worldwide. Brad and the Action International team have refined over 500 business strategies and systems that are used by Action business coaches on six continents. Unleash the inner salesperson you never knew you had. From financial advice to hairstyling, fitness training to auto parts,no matter what your product or service, you've got to sell tostay in business. A multimillionaire by age twenty-six, Brad Sugarsdelivers techniques for infusing your business with a powerfulsales ethic and creating super sales success. Learn how to: Deliver sales quotes that instil prospects with trust - Provide the kind of service that keeps customerscoming back - Master the first crucial minute of any sales call - Set up a point-of-sale system they can't ignore Get real results right now when you discover all that Instant Success has to offer! Instant Advertising * Instant Cashflow * Instant Leads Instant Profit * Instant Promotions *Instant Referrals * Instant Repeat Business * Instant Systems * Instant Team Building *The Business Coach * The Real Estate Coach * Successful Franchising * Billionaire in Training McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide Bradley J. Sugars is a world-renowned entrepreneur, author, and businesscoach who has helped nearly a million clients around the world findbusiness success. Brad is the founder of Action International , a globalnetwork of business coaches with nearly 1000 offices worldwide. Brad andthe Action International team have refined over 500 business strategiesand systems that are used by Action business coaches on six continents. INSTANT SALES By BRADLEY J. SUGARS The McGraw-Hill Companies, Inc. Copyright © 2006 Bradley J. Sugars All rights reserved. ISBN: 978-0-07-146664-6 Contents IntroductionHow to Use This BookCharlie Concentrates on Conversion RatePART 1—Sales Made SimplePART 2—QuotesPART 3—ScriptsPART 4—Customer ServicePART 5—Phone PowerPART 6—Point of SaleGetting into ActionAbout the AuthorRecommended Reading ListThe 18 Most Asked Questions about Working with an ActionCOACH Business CoachActionCOACH Contact Details Excerpt CHAPTER 1 Part 1Sales Made Simple What Is Selling? "To really get to understand how you can dramatically improve your sellingskills, Charlie, it's necessary to first understand what selling is. Well, Iknow you already know that, but let me tell you the way I see it. Let me giveyou my definition of selling." "OK, Brad, I'm curious. I'll bet it's not what I expect. I'll bet it's notsomething along the lines of being able to convince someone to buy what it isyou're selling." "You're nearly there, Charlie. Listen to what I say it is, and note where theemphasis falls. Selling is nothing more than professionally helping other peopleto buy. Get it?" I could see he was a little surprised. "The key word here is 'professionally.' Yet how many professional salespeopleknow how to sell? They may think they know, but do they really? How good arethey? To answer this question, we really need to know a little bit more aboutthe individual salesperson." "But that's ridiculous, Brad. How can we know anything about a salesperson? Howcould we possibly know about every single salesperson out there?" "The answer to that, Charlie, is to analyze the different types of salespeople.That's a lot easier because they all, in some way or another, fall into one ofthe following four basic groups: • The Order Taker. This person waits for people to ask if they can buy. • The Product Pusher. This person talks about nothing more than the product. • The Problem Solver. This person helps the customers find what they need. • The Over Seller This per