June 4, 2008

12 Critical Strategies For Improving Sales

I love selling. I love everything about selling. This might sound strange to some people but I love helping people to solve their problems. That is the true nature of sales. When people have difficulties in business or in their personal life, and someone has the ability to help them, it is only one's ability to sell the solution that enables the problem to be solved. I love reading about selling, I love learning about selling and I love getting better at the art that I respect so much.

A brand new book has just been published by my colleague Chet Holmes. His office sent me a copy to review in hopes that I would write a favorable review on this blog because it is read by thousands of people each week. I receive several books to review each month — but if you are a regular reader, you know that only a few ever make my recommended list.

As I flipped through the pages of this book before I even read it, I could tell that it was organized in a way that would be interesting and useful. It was broken into 12 different sections, each one an important strategy for a winning seller to master. But as I cruised through the book at a more leisurely pace, absorbing the content on each of its pages, I realized that this book held treasures that most other selling books do not.

Chet's concept is based on mastering a small number of tasks and doing them over and over rather than spreading yourself thin and doing many different tasks all the time. That is part of the reason why he has broken the book into 12 Critical Strategies for Improving Sales.

The most important part of this book is the level of focus that Chet tells his readers is necessary to be successful. Who could disagree with such an important premise? The theme of this book, which is stated repeatedly, is that you must have "pig-headed discipline and determination."

Using my words to restate Chet's thesis, if you don't have the highest level of stubbornness, focus, and single-mindedness — and if you can't act in a machine-like way and be extremely disciplined about the few things that you need to do in your life to be either a successful seller or successful at anything — then you won't achieve what you want.

As an aside, this reminds me that I need to apply pig-headed discipline and determination to more aspects of my business so that I can get more of what matters to me.

Chet has produced a practical volume that is easy to read and fun to read. The book demonstrates immediately that you absolutely must focus with pig-headed discipline and determination on a small number of important areas in your business. Chet also suggests the areas of focus that will return the most in exchange for your efforts.

If you bring this high level of focus to the areas that matter most, you will be successful.

I really enjoyed the book and recommend that you take a look at it. It is worth the few dollars that you will pay for it. And there is no doubt that of the hundreds of pieces of wisdom shared in this volume, just one tiny morsel can help you to add more value to your clients and add more dollars to your bank account.

Click here to find out more about Chet's book.

About Joel G. Block

Well known in the business community, Joel Block is a best selling author, speaker, and business strategist. Frequently a principal in his transactions, Joel has raised tens of millions of equity dollars for his ventures, which have included real estate syndications and privately held businesses.

Joel’s career is highlighted by the launch of a financial publishing company which he grew nationwide and later sold to the Los Angeles Times. More recently, Joel works with scientists, engineers, technologists and others to help them optimize their entrepreneurial opportunities. Would you like to get a private phone consultation with Joel? Visit www.joelblock.com/capital for details.

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