Elite Sales Strategies

The Modern Sales Approach

Elite Sales Strategies is the fourth book devoted to the exploration and documentation of the modern sales approach. Like the prior three books, Elite Sales Strategies provides a structure and actionable frameworks to enable a sales conversation that differentiates the salesperson by arming them to create greater value for their clients and prospects and increases their ability to create and win opportunities.

The Only Sales Guide You'll Ever Need (2016) focuses on the need to develop the character traits and competencies necessary to succeed in sales using a modern sales approach, and how to improve your mindset and your skill sets, including the new competencies of business acumen (insight), change management (consensus), and leadership (leading the client to better results).

The Lost Art of Closing: Winning the 10 Commitments That Drive Sales (2017) explains how to gain the commitments that move deals forward, the Trading Value rule that allows contacts to commit to the right conversation at the right time, how to facilitate the client's buyer's journey, and the decision to fear the real danger instead of discomfort, and offers a blueprint for winning deals.

Eat Their Lunch: Winning Customers Away from Your Competition (2018) explores how to become the value proposition, value creation, and the varying levels, how to command a meeting with your dream client, the strategy necessary to capture mindshare and a preference to buy from you, a more complete ...