Discover Your Sales Strengths : How the World's Greatest Salespeople Develop Winning Careers
A Powerful Approach Based on The Gallup Organization's Study of 250,000 Sales Representatives and 25,000 Sales Managers
In the ever-changing world of sales, there is no single, surefire, tried-and-true method that can be readily imitated by anyone to miraculously improve performance. In fact, the world's best salespeople are not characterized at all by their technique. But they do share one common trait: Successful sales reps use their individual aptitudes to succeed in their work environment. Discover Your Sales Strengths is an extraordinary program built upon the concept that every person already possesses the tools necessary to become an amazing salesperson. Grounded in extensive Gallup research conducted over 40 years and based on hundreds of thousands of interviews with sales managers, salespeople, and consumers, it teaches individuals to focus on personal strengths and talents, and them guides them to transform those assets into solid sales skills--and successful careers.
Debunking the most-repeated myths about sales-from the myth that anyone can sell to the myth that a good salesperson can sell anything-DISCOVER YOUR SALES STRENGTHS shows you:
- How to understand your top five talents in sales-and focus on the ones that will help you most effectively plan your career
- How to use your strengths to have an impact on other people-and gain a competitive advantage
- How to find the right field, the right company, and the right boss for your talents
- Why different approaches to the same sale can both succeed. (There is no one right way to sell!)
A book that only The Gallup Organization could create, DISCOVER YOUR SALES STRENGTHS offers you a powerful new knowledge of who you are, what you're good at, and how you work best. And in today's world of sales, that is the most powerful tool of all.
Unlike many how-to-sell books written by motivational gurus and successful salespeople, Smith and Rutiglianos work is backed up by facts and figures gleaned from 40 years of Gallup research. The authors, both Gallup consultants, dissect stereotypes and debunk popular myths about selling to determine that there is no one formula for success, and that training, knowledge and experience cannot make a great salesperson. Instead, they find, great salesmanship stems from exploiting individual talents. Top salespeople succeed by figuring out what they do best and then finding a way and a place to do it. With that argument established, Smith and Rutigliano take an interactive approach to help readers find their own Signature Themes, directing readers to www.strengthsfinder.com (for which theyll need an ID code from a Gallup publication) to gauge whether they fit their current situation by taking a quiz based on a 12-step hierarchy of employee engagement. Since the authors contend that good managers help sales stars shine, they analyze what makes a good sales manager and relay advice from those they deem the worlds best. This inventive book should help people with a knack for sales achieve better results. (Feb. 26) Copyright 2003 Reed Business Information. -- PUBLISHERS WEEKLY.
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March 01, 2003
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Excerpt from Discover Your Sales Strengths by Tony Rutigliano
The Wizard's Instructions
There are no jobs with a future, only people with a future.
A few years ago we were making our way down Bourbon Street in the New Orleans French Quarter. We had finished our meetings for the day and were in search of a cold beverage. It was late afternoon, and the street was already filling up with visitors. As we stopped at a corner, two boys about ten years of age came up and began studying our shoes intently. Just as we started to move along, one of the boys held out his hand and said, "Wait--I bet you a dollar I can tell you where you got them shoes."
We thought there was no real chance he could do this since we were from out of town. It would be a million-to- one shot for him to guess where we had bought our shoes, and even greater odds to guess for both of us because we were from different cities. "Are you going to tell us just the city or the store name?" we asked. He stared a bit more at our shoes and held out his own bet.to his friend (more like his accomplice), who had some-how become the official money holder for this wager. He said, "I will tell you exactly, and I mean exactly, where you got them." With that, we both handed over our dollars.
After a few seconds the boy looked up at us and said, "Now, remember, I didn't say I was gonna tell you where you bought those shoes. I said I was gonna tell you exactly where you got 'em. Right now, you got your shoes on your feet on Bourbon Street."
With that, they both turned and ran down the street with our money. It wasn't until that moment--as our eyes were following them through the crowd--that we saw the wizard. He was heading our way down Bourbon Street. He was easy to spot. Dressed in a flowing purple costume with a peaked, purple wizard hat, he pulled a wishing well behind him. Even in the French Quarter, he looked a little bizarre. As he drew closer, we could see a sign on his well that read WISHES OF ALL KINDS GRANTED.
Perhaps we had our own signs painted on our foreheads that said TOURISTS: EASY MARKS, because he stopped right next to us. Intrigued by his appearance, we asked what the going rate for a wish was these days. He eyed us up and down and, taking in our suits, asked, "Is this a business wish or a personal wish?" "Business," we replied. "Well," he said, "those are a bit more complicated. Personal wishes are only a dollar, but business wishes are three dollars. Of course, with a business wish, you get a lot more for your money!"
Sure you do, we thought, but what the heck, this still had to be a better deal than spending a dollar each just to be told our shoes were on our feet, so we handed over three dollars. At that point he looked at us and said, "That's three dollars apiece." So, we coughed up another three dollars, and the wizard went to work.
He began waving his hands slowly in the air and speaking in a raspy wizard's voice. He instructed us to imagine clearly the wishes we had in mind. Then he asked us to visualize what would happen when our wishes were fulfilled. As we concentrated on this, he continued his incantation.
When he was satisfied we had clearly visualized our wishes, he said, "Now, think of all the gifts you have. Think about your physical gifts, your mental gifts, and your spiritual gifts. Think about all the different abilities and capabilities you have." He let us think for a moment as he continued his spell. Then, after a moment, he asked if we had those gifts clearly in mind. We both answered yes. He continued, "Think especially of those gifts and capabilities that would be useful in making your wish come true." And so we thought about which of our strengths might help us, and exactly how we would use them.
By this time a small crowd had gathered. This inspired the wizard to become even more dramatic. His demeanor became more mystical, his arm-waving more pronounced, and his voice even raspier. For six bucks we had our own Harry Potter Wizard on Bourbon Street. Then he said, "Now, I want you to think of all the people who might be able to help you make your wish come true. Not only people you know, but people you might meet who could help you. Think about what you would ask them to do and why they might want to help you." So, we thought of all the people who might help us to make our wishes come true.
While we were thinking about this, he threw flash paper into the air, which burst into flames. (Flambe of all kinds is popular in New Orleans.) The crowd was spellbound. Then, he asked us to close our eyes and think of the very first thing we could do to make our wishes come true. As we did this, he handed each of us a small card. "When you have the first step clearly in mind," he said, "open your eyes and read the card." In a few minutes we opened our eyes.