Chasing Quota

Walter Brown is one of the top sales authors you never heard of. You won't find him on Twitter, Facebook, or YouTube. He has a simple website that promotes his only book, Chasing Quota.

Chasing Quota is one of the best sales books I have ever read. It is clear, precise, and simply genius. Walter recently posted an updated version of his book in a .pdf version I uploaded here: Chasing Quota 2. Read it. It's only 25 pages.

Here are a few of my favorite lines from the book:

WHO SHOULD BE IN SALES:
Maybe you, if you:

• Love to win
• Hate to lose
• Like money a lot
• Like people, and vice versa
• Believe strongly in your product and service
• Truly help prospects find solutions
• Can persuade
• Can tolerate income risk
• Can tolerate rejection

Sales Success Can Be Summarized in Eight Words:

BUILD A GOOD PROSPECT PIPELINE, THEN HARVEST THAT PIPELINE

Every Prospect's Three Basic Questions Are:

WHY DO IT? WHY NOW? WHY WITH YOU?

Keep it simple - sell to those questions 

Problems are normal:

SO DON'T WASTE ENERGY ON WHY THE PROBLEM CROSSED YOUR PATH. INVEST THAT ENERGY IN SOLVING IT.

I'm looking forward to hearing your thoughts.

- Bob