The defining characteristic in an idiot is cluelessness. The challenge for sales professionals is to surgically implant enough of a clue in their idiot customers to reach the correct buying decision. The problem comes when salespeople forget that they have inner idiots, too. True sales professionals work to ensure their own clues are intact. The critical path to selling to the clueless is a 12-stage process. Each step builds on the prior step, gaining strength and momentum along the way. Skipping steps or trying to shortcut the system diminishes the effectiveness of the ultimate results; maybe even spelling the difference between success and failure. Table of Contents Introduction Step One: Be Prepared or Be the Idiot Step Two: Connect with the Clueless Step Three: Confuse to Clarity Step Four: Play the Match Game Step Five: Showtime Step Six: Ask for the Business Step Seven: Circle Around/Make Another Pass Step Eight: Annoy Them a Little and Ask for the Business, Again Step Nine: Appreciate Step Ten: Get a Referral Step Eleven: The Fine Art of Following Up to Stay Off Your Laurels Step Twelve: Practice
Book Details:
- Author: John Hoover
- ISBN: 9780470243138
- Year Published: 2006
- Pages: 224
- BISAC: BUS058000, BUSINESS & ECONOMICS/Sales & Selling / General
About the Book and Topic:
The defining characteristic in an idiot is cluelessness. The challenge for sales professionals is to surgically implant enough of a clue in their idiot customers to reach the correct buying decision. The problem comes when salespeople forget that they have inner idiots, too. True sales professionals work to ensure their own clues are intact. The critical path to selling to the clueless is a 12-stage process. Each step builds on the prior step, gaining strength and momentum along the way. Skipping steps or trying to shortcut the system diminishes the effectiveness of the ultimate results; maybe even spelling the difference between success and failure. Table of Contents Introduction Step One: Be Prepared or Be the Idiot Step Two: Connect with the Clueless Step Three: Confuse to Clarity Step Four: Play the Match Game Step Five: Showtime Step Six: Ask for the Business Step Seven: Circle Around/Make Another Pass Step Eight: Annoy Them a Little and Ask for the Business, Again Step Nine: Appreciate Step Ten: Get a Referral Step Eleven: The Fine Art of Following Up to Stay Off Your Laurels Step Twelve: Practice
AUTHOR PLATFORM: Active Speaking Schedule: Both authors speak to corporate audiences frequently. Bill makes between 10 and 15 appearances each month, is a frequent radio guest and speaks on behalf of various corporate sponsors across the country who will continue to promote and underwrite Bills appearances. Bill also participates in 6 to 10 teleconferences per month, which gather between 25 to 50 participants on enormous conference calls. John speaks to corporate convention audiences, human resources professionals, training and development associations, and leadership seminars. He is booked through IMG Speakers and other bureaus and was most recently the Keynote Speaker at the Boeing Leadership Center in St. Louis. Online Promotions: Bill also has a website (www.billsparkmanthecoach.com) to promote the book and a database of potential book buyers exceeding 50,000 names. John’s promotional activities for How to Sell to an Idiot will go through his website (www.idiotworld.org). Media: John Hoover is being promoted heavily in national media through Newman Communications for How to Live with an Idiot (Fall 2004). Unleashing Leadership (January 2005) will also be promoted by Newman Communications, keeping him in front of national, regional, and local media. Both authors write articles for trade papers and magazines. Proven Track Record: John Hoover (How to Work for an Idiot, Career Press) has reached #10 on Amazon.com, #10 on the Business Week, and #10 on the Wall Street Journal lists of business bestsellers. He has been featured on over 100 radio interviews, appeared on Your World with Neil Cavuto, the TODAY SHOW, and FOX & Friends.
About the Author
John Hoover, Ph.D., is a popular speaker and seminar leader. He is a former executive with the Disneyland Entertainment Division and McGraw-Hill and has ten commercially published books to his credit. John’s book, The Art of Constructive Confrontation was published by John Wiley the Salescoach Sparkman is recognized as one of the most innovative and electrifying sales trainers in America today. Before founding Total Success Seminars, Bill was a senior vice president for a billion-dollar company in charge of over 150 salespeople. Since 1987 Bill has focused his energy as a writer, speaker, and seminar leader in the areas of relationship-based selling, balance, commitment, and total accountability. He lives in Palatine, Illinois.