Professional Selling in the 21st Century: 7 Ways, 7 Times...
Edition: 2
Copyright: 2020
Edition: 2
Copyright: 2020
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Selling principles permeate throughout our daily lives….
Every job interview, relationship, team, or club one tries out for requires putting best sales skills and behavior forward.
Professional Selling in the 21st Century: 7 Ways, 7 Times by John Dietrich and Cary Nichols not only demonstrates how readers can put concepts into practice, but examines how sales applies to ALL of our personal and professional lives as well.
Based on the authors’ 40+ years of sales and education experience, Professional Selling in the 21st Century: 7 Ways, 7 Times:
- Is Practical! The publication not only discusses the concepts, but presents a variety of ways to practice the behaviors right now – today!
- Is Logical! To meet the structure of a typical undergraduate course, the text is divided into three categories: 1) Fundamentals of Building Relationships; 2) Targeting Your Audience and Positioning; and 3) Closing the Deal.
- Challenges Readers! Each chapter includes a case study or homework assignment to spark classroom discussion and encourage readers to take and defend a position with specific reasoning, intellect, and problem-solving skills.
Foreword
Preface
About the Authors
Part One: Fundamentals of Building Relationships
CHAPTER 1 Trust and Relatability
Chapter Objectives
Trust
Ethical Dilemma
Levels of Trust
Introduction on Relatability
Ways to Become Relatable and Likeable
Case Discussion
How to Prepare
Chapter Summary
Reference
Homework
CHAPTER 2 Listening
Chapter Objectives
Listening
Ethical Dilemma
Five Ways to Improve Listening Skills
Chapter Summary
References
Homework
CHAPTER 3 Sales Etiquette
Chapter Objectives
Sales Etiquette
Five Ways to Improve Your Sales Etiquette
Ethical Dilemma
Chapter Summary
References
Homework
Part Two: Targeting Your Audience and Positioning
CHAPTER 4 Networking and Prospecting
Chapter Objectives
Networking and Prospecting
Two Suggestions to Factor into Networking and Prospecting
Five Ways to Network or Prospect
Value Proposition
Ethical Dilemma
The Referral: Be “The Connector”
Chapter Summary
References
Homework
CHAPTER 5 Effective Communications
Chapter Objectives
Five Ways to Communicate More Effectively
Five Tips for Communicating UP
Five Tips for Communicating DOWN
Ethical Dilemma
Non-Verbal Communication
Chapter Summary
References
Homework
CHAPTER 6 Knowing Your Customers
Chapter Objectives
Knowing Your Customers
Five Ways to Get to Know Your Customers
Five Ways You Can Research the Industry
Ethical Dilemma
Chapter Summary
References
Homework
Part Three: Closing the Deal
CHAPTER 7 Overcoming Objection
Chapter Objectives
Why Prospects and Customers Object
Four Common Reasons People Object to Purchasing a Product or a Service
Two Suggested Methods of Addressing a Timing Objection
Ethical Dilemma
Chapter Summary
References
Homework
CHAPTER 8 Positioning
Chapter Objectives
Positioning
Five Specific Techniques to Improve Your Position with Prospects and Clients
Ethical Dilemma
Chapter Summary
References
Homework
CHAPTER 9 Closing the Deal
Chapter Objectives
Closing the Deal
Six Ways to Improve Your Ability to Close the Deal
Ethical Dilemma
Negotiations
Chapter Summary
References
Homework
CHAPTER 10 Clients for Life
Chapter Objectives
Client Retention
Five Ways to Retain Customers
Ethical Dilemma
Chapter Summary
References
Homework
CHAPTER 11 What’s Next . . . for the Sales Professional
Chapter Objectives
Four Ways You Can Work on Your Leadership Skills and Rise up through Maxwell’s 5 Levels of Leadership
Three Ways You Can Seek Leadership Development Opportunities
Suggested Reading
Chapter Summary
References
Homework
APPENDIX Bonus—Expert Advice on Regional and National Sales Tournaments
Index
John Dietrich is a Lecturer of Marketing and Sales at Arizona State University (ASU) in Tempe, Arizona. In this capacity, Dietrich helps oversee the WP Carey School of Business’ Sales Program, and currently teaches Sales Management, Sales Essentials, and Business to Business Marketing. He is also the head coach for ASU’s traveling sales team, which ranked # 4 out of 65 major universities at the 2015 International Collegiate Sales Competition hosted by Florida State. ASU also ranked # 1 at the 2016 Liberty Mutual Sales Competition hosted at the University of Houston. Dietrich holds Masters degrees in Business Administration and Business Management.
Cary is a Strategic National Account Manager for ConvergeOne, an independent integrator of business communication, collaboration, and custom application solutions. Prior to joining ConvergeOne, Cary served as a Strategic National Sales Consultant in which he designed, managed, and deployed solutions for the global market. He managed a national territory with international presence serving Fortune 500 clients while maintaining 200% of quota year over year. Cary has been the recipient of the President’s and Leadership Council from 2006 – 2016, and earned company-wide recognition for “Largest Single Deal in Company History over $38 million.”
The authors know marketing and sales front, back, and sideways. They understand it’s like playing 3-dimensional chess in the dark – and it takes practice, know-how, and smarts. If you read one book on how to achieve success in professional selling and how to communicate in a professional environment – grab this one and come along on the ride to learn more.
Mark Pfeifle, Former Deputy Assistant to the President and Deputy National Security Advisor for Strategic Communications and Global Outreach at the White House
As the president of an engineering firm, I am very focused on our marketing team. The authors had me hooked from the first chapter and I will be recommending this to my team as a must read!
Lee Granquist, President of Larson Engineering, Inc.
The 21st Century Professional Selling book is excellent. It is a blueprint for anyone who wants to be successful as a sales professional. This book teaches you the ‘what’ and ‘how’ of proper salesmanship. It’s written in a way that is easy to follow and learn from. It’s filled with realistic examples of how today’s sales person succeeds year after year. I really liked that the sales process is outlined for the reader. The chapters are connected, therefore, creating a fluid and transparent beginning, middle and end of what sales truly is today. If you’re ready to learn how to be a consistently successful sales professional, this book is a must read.
Mark David, President, The Mark David Corporation
This is a must read for anyone considering a successful career in sales. The concepts are foundational to establishing effective habits that will continue to contribute throughout their career. I would encourage everyone to consider applying the principles early and often in their journey towards a successful career in sales.
David A Swedler, Senior Director- Waste Management Corporate Sales
As a student sales coach and instructor, I recommend this book to develop student confidence and success. The easy-to-apply techniques Dietrich and Nichols use, along with concise industry examples, help students visualize possible outcomes of their actions and deeply understand their application in any sales situation.
Jennifer Mitchell, Senior Marketing Lecturer, Northern Arizona University
Selling principles permeate throughout our daily lives….
Every job interview, relationship, team, or club one tries out for requires putting best sales skills and behavior forward.
Professional Selling in the 21st Century: 7 Ways, 7 Times by John Dietrich and Cary Nichols not only demonstrates how readers can put concepts into practice, but examines how sales applies to ALL of our personal and professional lives as well.
Based on the authors’ 40+ years of sales and education experience, Professional Selling in the 21st Century: 7 Ways, 7 Times:
- Is Practical! The publication not only discusses the concepts, but presents a variety of ways to practice the behaviors right now – today!
- Is Logical! To meet the structure of a typical undergraduate course, the text is divided into three categories: 1) Fundamentals of Building Relationships; 2) Targeting Your Audience and Positioning; and 3) Closing the Deal.
- Challenges Readers! Each chapter includes a case study or homework assignment to spark classroom discussion and encourage readers to take and defend a position with specific reasoning, intellect, and problem-solving skills.
Foreword
Preface
About the Authors
Part One: Fundamentals of Building Relationships
CHAPTER 1 Trust and Relatability
Chapter Objectives
Trust
Ethical Dilemma
Levels of Trust
Introduction on Relatability
Ways to Become Relatable and Likeable
Case Discussion
How to Prepare
Chapter Summary
Reference
Homework
CHAPTER 2 Listening
Chapter Objectives
Listening
Ethical Dilemma
Five Ways to Improve Listening Skills
Chapter Summary
References
Homework
CHAPTER 3 Sales Etiquette
Chapter Objectives
Sales Etiquette
Five Ways to Improve Your Sales Etiquette
Ethical Dilemma
Chapter Summary
References
Homework
Part Two: Targeting Your Audience and Positioning
CHAPTER 4 Networking and Prospecting
Chapter Objectives
Networking and Prospecting
Two Suggestions to Factor into Networking and Prospecting
Five Ways to Network or Prospect
Value Proposition
Ethical Dilemma
The Referral: Be “The Connector”
Chapter Summary
References
Homework
CHAPTER 5 Effective Communications
Chapter Objectives
Five Ways to Communicate More Effectively
Five Tips for Communicating UP
Five Tips for Communicating DOWN
Ethical Dilemma
Non-Verbal Communication
Chapter Summary
References
Homework
CHAPTER 6 Knowing Your Customers
Chapter Objectives
Knowing Your Customers
Five Ways to Get to Know Your Customers
Five Ways You Can Research the Industry
Ethical Dilemma
Chapter Summary
References
Homework
Part Three: Closing the Deal
CHAPTER 7 Overcoming Objection
Chapter Objectives
Why Prospects and Customers Object
Four Common Reasons People Object to Purchasing a Product or a Service
Two Suggested Methods of Addressing a Timing Objection
Ethical Dilemma
Chapter Summary
References
Homework
CHAPTER 8 Positioning
Chapter Objectives
Positioning
Five Specific Techniques to Improve Your Position with Prospects and Clients
Ethical Dilemma
Chapter Summary
References
Homework
CHAPTER 9 Closing the Deal
Chapter Objectives
Closing the Deal
Six Ways to Improve Your Ability to Close the Deal
Ethical Dilemma
Negotiations
Chapter Summary
References
Homework
CHAPTER 10 Clients for Life
Chapter Objectives
Client Retention
Five Ways to Retain Customers
Ethical Dilemma
Chapter Summary
References
Homework
CHAPTER 11 What’s Next . . . for the Sales Professional
Chapter Objectives
Four Ways You Can Work on Your Leadership Skills and Rise up through Maxwell’s 5 Levels of Leadership
Three Ways You Can Seek Leadership Development Opportunities
Suggested Reading
Chapter Summary
References
Homework
APPENDIX Bonus—Expert Advice on Regional and National Sales Tournaments
Index
John Dietrich is a Lecturer of Marketing and Sales at Arizona State University (ASU) in Tempe, Arizona. In this capacity, Dietrich helps oversee the WP Carey School of Business’ Sales Program, and currently teaches Sales Management, Sales Essentials, and Business to Business Marketing. He is also the head coach for ASU’s traveling sales team, which ranked # 4 out of 65 major universities at the 2015 International Collegiate Sales Competition hosted by Florida State. ASU also ranked # 1 at the 2016 Liberty Mutual Sales Competition hosted at the University of Houston. Dietrich holds Masters degrees in Business Administration and Business Management.
Cary is a Strategic National Account Manager for ConvergeOne, an independent integrator of business communication, collaboration, and custom application solutions. Prior to joining ConvergeOne, Cary served as a Strategic National Sales Consultant in which he designed, managed, and deployed solutions for the global market. He managed a national territory with international presence serving Fortune 500 clients while maintaining 200% of quota year over year. Cary has been the recipient of the President’s and Leadership Council from 2006 – 2016, and earned company-wide recognition for “Largest Single Deal in Company History over $38 million.”
The authors know marketing and sales front, back, and sideways. They understand it’s like playing 3-dimensional chess in the dark – and it takes practice, know-how, and smarts. If you read one book on how to achieve success in professional selling and how to communicate in a professional environment – grab this one and come along on the ride to learn more.
Mark Pfeifle, Former Deputy Assistant to the President and Deputy National Security Advisor for Strategic Communications and Global Outreach at the White House
As the president of an engineering firm, I am very focused on our marketing team. The authors had me hooked from the first chapter and I will be recommending this to my team as a must read!
Lee Granquist, President of Larson Engineering, Inc.
The 21st Century Professional Selling book is excellent. It is a blueprint for anyone who wants to be successful as a sales professional. This book teaches you the ‘what’ and ‘how’ of proper salesmanship. It’s written in a way that is easy to follow and learn from. It’s filled with realistic examples of how today’s sales person succeeds year after year. I really liked that the sales process is outlined for the reader. The chapters are connected, therefore, creating a fluid and transparent beginning, middle and end of what sales truly is today. If you’re ready to learn how to be a consistently successful sales professional, this book is a must read.
Mark David, President, The Mark David Corporation
This is a must read for anyone considering a successful career in sales. The concepts are foundational to establishing effective habits that will continue to contribute throughout their career. I would encourage everyone to consider applying the principles early and often in their journey towards a successful career in sales.
David A Swedler, Senior Director- Waste Management Corporate Sales
As a student sales coach and instructor, I recommend this book to develop student confidence and success. The easy-to-apply techniques Dietrich and Nichols use, along with concise industry examples, help students visualize possible outcomes of their actions and deeply understand their application in any sales situation.
Jennifer Mitchell, Senior Marketing Lecturer, Northern Arizona University