This former best-selling paperback is about making complex sales in difficult economic times. Author Peter McCloy, a former head of IBM's Executive Education Group, developed a unique sales approach that now forms the basis of sales training at many major companies, and Smart Selling will show you the secrets of McCloy's success. It will teach you skills that will save you time and will increase your sales. It will show you how to sell profitably in a highly competitive market. It will show you how people make decisions and how to use this knowledge effectively. It will introduce you to the four areas of sales activity and to the three phases of the buying cycle.
McCloy's Smart Selling will equip you with the 'New Rules' of selling. Salespeople trained in these 'New Rules' have proven their effectiveness. By following these rules, you will easily establish long-term relationships with your customers. People will want to buy from you. You will not encounter objections. You will have no trouble closing. You will sell successfully even when your products are more expensive than those of your competition. Clients will recognise your professionalism and seek your advice.
Peter McCloy's career spans more than thirty years of successful selling and sales training. Beginning in 1965 selling agricultural machinery and irrigation pumps, he tripled sales in his territory in his first year, and the next year he doubled them again. After joining IBM in 1970 as a computer salesman, McCloy qualified for four successive 100% Clubs, in two of which he gained special awards as 'Top Performer'. In 1972, McCloy set a 'New Name Account' sales record, which stood for 9 years. He was appointed to lead IBM's Executive Education Group, working with major IBM customers nationally and internationally. Since 1980, McCloy has worked as an independent consultant, designing and leading workshop programs in all aspects of sales and management.