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.
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
