Sales experts Tony Rutigliano and Brian Brim, deliver a
compelling new perspective on building better sales forces by using
the strengths of each sales person more effectively. It includes
access to Gallup''s StrengthsFinder. Sales people are constantly
told that the key to high performance for every salesperson is to
be found in following a programme of specific steps and techniques.
The truth is that sales people are most successful when they use an
approach that fits them best. Of course, specific selling
techniques can help, but only by those salespeople who are able to
successfully apply those techniques. Some are, some aren''t - and
the difference is talent. "Strengths Based Selling" explains talent
and how to identify and maximise it, and then covers the basic
steps of the selling process, including prospectingcold calling,
assessing opportunity, identifying solutions, building advocacy,
negotiating, closing, and servicingretaininggrowing. Thus, the
reader can take the Clifton StrengthsFinder Assessment, discover
his or her own unique strengths, learn to apply them to sales, and
formulate strategies to triangulate individual talent and job role.
The reader will see how leveraging strengths not only improves job
performance but it also improves personal engagement at work.
Building a successful sales career requires tapping into the best
aspects of who you are and using those elements to your
advantage.
關於作者：
Tony Rutigliano is the coauthor of Discover Your Sales
Strengths. Rutigliano consults on ways that organisations can
improve their effectiveness in assessing, developing, and retaining
talented contributors. A founder and leader of Gallup''s sales force
effectiveness practice, he has expertise in measuring the capacity
for success within individuals and teams and helping organizations
deploy effective systems to recruit and manage their human capital.
Brian J. Brim has worked as a consultant and advisor to some of the
world''s leading organisations. His insights have supported many
organisations to increase performance by maximising their talent
and human capital systems.
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