Selling The Wheel
I just finished reading this book " Selling The Wheel" by Jeff Cox and Howard Stevens. It was an interesting read and it open my eyes to the different ways of selling. Basically in this book, there are 4 different kinds of sales approach represented by 4 different persons.
a. Cassius the Closer - new wave, high margin products, sells dreams and opportubities, close fast, passionate about selling and notion of 'can't have too much money'. Work alone.
b. Toby the Wizard - technical expert, consciencious, offer total solutions to customers.
c. Ben the builder - relationship builder, know both customers and customers' business well, bend over backwards for big clients, keep pace with technical change.
d. Caleb the Captain of Sales - leader with customer satisfaction constantly on his mind, good motivator to staff, incentives and upgrading for staff.
They have their own strengths and weaknesses. But stages of product growth, the business enviroment all play a part. In a way, there is no fix or right way to sell. You have to read the market cycles and match the correct sales approach.
a. Cassius the Closer - new wave, high margin products, sells dreams and opportubities, close fast, passionate about selling and notion of 'can't have too much money'. Work alone.
b. Toby the Wizard - technical expert, consciencious, offer total solutions to customers.
c. Ben the builder - relationship builder, know both customers and customers' business well, bend over backwards for big clients, keep pace with technical change.
d. Caleb the Captain of Sales - leader with customer satisfaction constantly on his mind, good motivator to staff, incentives and upgrading for staff.
They have their own strengths and weaknesses. But stages of product growth, the business enviroment all play a part. In a way, there is no fix or right way to sell. You have to read the market cycles and match the correct sales approach.
posted by Wise Wife at 7:42 AM
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