SALES REPORT MAGAZINE by ELIAS DIAMANTOPOULOS

SEPTEMBER-OCTOBER 2012

SALES REPORT magazine

-Four steps to success -ConямБdence -Communication -Faces

SEPTEMBER-OCTOMBER 2012

SALES REPORT MAGAZINE

Aim of the magazine

Who I am I have been working in sales for ten years and especially in three universal companies. I have started from the bottom and every day I work hard for my development.

This magazine refers to people who are ambitious and want to increase their progress in their sales. If you have the attitude and the desire, this magazine is sure that, it will impact your performance immediately and help you to achieve your aims. I mean for sure because in this magazine you will learn powerful sales strategies, methods and specific attitudes which were executed in the market with huge results. Socrates said: Use your time to improve yourself through written work from others, so you can easily obtain these

SALES REORT

that others obtained with difficulty. This magazine is based on academic theories and major on our experience. This is a different kind of sales magazine for different kinds of people-from those who have never been concerned with sales to those who have a successful career in sales.

I have never worked in a company which was the lowest price provider but I have only worked in a company which was the highest valuable provider. This is a huge challenge for me and especially when your country is in the middle of an economical crisis. Nevertheless, I achieved my targets during this period. I love this profession and I want to share my experience and knowledge that helped me with other ambitious people who want to achieve their aims and be far more efficient. E.D

Editorial... Before you start to read this magazine I want to mention that the biggest result that I achieved was the

Contents Contents

period where my country was in the middle of an economical crisis (and still is). I strongly believe that in the difficult situation they survive or separate the people who have aims and are experts in their fields. Success is not luck and success leaves a marking. Broadly in order to succeed you must have aims, specific attitude and follow specific techniques. If you can combine these and do this every day you will have the results you

Four stepsto tosuccess success Four steps Page Page 4-5 4-5 Confidence Confidence Page Page 6-8 Stories Stories for formotivation motivation Page 8 Page Communication Communication Page 10-11 10-11 Page Guru article Guru article Page 12-13 Page 12-13 Glossary

Glossary Page 13 Page 13 Faces

Faces Page 14 Page 14 Coursebook

want quickly and easily. Remember the high mountain has a beautiful

Coursebook Page 15 Page 15

view. Every two months you will find articles, tips and more that will help you to achieve your goals.

WELCOME

First of all we must have a program. by E.D

Four steps to success

1.Programming

When we said programming we mean aims. Maybe you have heard many times that success is aims. This phrase is so powerful that you cannot imagine. The bad thing is that many people: • don’t have aims,

In this issue I am going to describe the easiest steps which helped me to achieve my aims. These steps are so simple that if you do them you will have positive results and it will help you to evolve yourself to increase your percentage with good results.

•

don’t know how to define the aims, they believe that they have aims but in reality they have only dreams

• Or they have aims but only for the most trivial and not for important things.

But it is important if you want to So simple to succeed: ensure the good result to use these steps every day.  We must have aims ‹‹ It isn’t strength nor intelligence, but the sustained effort that will highlight your skills›› Sir Winston Churchill.

 We define aims very easily: the aim must be specific, measurable, attainable, relevant and time-bound.

 We have aim when the aim is written unless we have a wish.  It is important to have aim for our vacation but it is more important to have aims for our life Success and happiness requires targets. To remain successful in sales you must have aims every day. You must have everyday a specific program which you have prepared the previous day. Many salesmen don’t have targets for each day and many start the day with no plan. Recommend to write your goals on a paper and somewhere you can read easily and a reminder to you every day. One time I had written one of my targets on a key chain, because it was very important for me to achieve. I had the possibility to see my target everyday and the result was achieved. Star your day with a plan which you have prepared the previous day.

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2.Organization The second step after programming is organization. It is obvious that if you have an aim but you haven’t organized how to achieve the result it wouldn’t be possible. The easiest way to programming is organization. To organize your action is to answer a simple question: How should it be done? When you ask this question to yourself you must write the actions that will help you.

4.Monitoring and evaluation Summarize Steps to success: of results 1. Programming The last step is monitor and evaluate the result that you have earned. We can never accomplish good results every time, so it is important to review at the end of the effort what went well and what didn’t.

‹‹It is sure that you will make mistakes. What counts is what you do after›› Brandi Chastain

The target of this step is to keep the actions that you did well and use it in the future in the similar It is necessary to have planned situations and you recognize two action plans in case the first what went wrong so the next fails. time don’t make the same If you organize yourself properly mistake or better to find new it is very easy to accomplish your techniques that will help you to achieve your aims. aim. ‹‹ Everything is difficult before it becomes easy›› Thomas Fuller.

3.Internal motivation. The third step is internal motivation. You must motivate yourself throughout the duration to achieve the target. If you have defined your targets or your supervisor has defined a target, you must motivate yourself.

"When something succeeds, you know what worked-and you can do it again. And the next time, you’ll probably do it even better’’. To summarize I want to say that these four simple steps are very significant and helped me from the first steps of my career. All these years I have deduced that sometimes it is very easy to succeed because you can simply follow some techniques that have helped someone else.

Of course, if the target has been defined by your supervisor it is It is important that everything and his responsibility to motivate you learned theoretically to you, but if this doesn’t happen do practice in reality after previous not forget to motivate yourself. exercise.

You are responsible and decide for It doesn’t matter what you know your life. but what you do with what you know.

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2. Organization 3. Internal motivation 4. Monitoring and evaluating of result

minor & MAJOR MOTIVATION Motivation is one of the most critical drivers in business success. Without motivation it is very difficult to achieve any target. It is obvious that if you have set and define your targets but you don’t have motivation nothing will get done. Of course in business environment it is important for the supervisor is motivation towards inferiors in his team but in my opinion motivation is a personal action and feeling. VISION Everyone must create their own vision. It is important to have vision that you have in your mind every day and will give you the power to try hard until you manage. Vision must be based on fundamental values. If you haven’t created your vision based on fundamental values you maybe will achieve temporary success. 5

One of the most important attitudes that every sales person must evolve and form is confidence.

Love yourself, love yourself, love yourself you are unique and it is in your hands to enhance

Most supervisors made the mistake to destroy the confidence of their employees. But in reality companies want supervisors who build and enhance the confidence of their employees , this is the most common mistake of supervisors. I can’t understand why they do that…..maybe they don’t have trust in themselves?

It is important to sell out (in the market) but you must sell and in the company too. Go out and take action.

The next step is to develop your skills, in a few words you must be an expert in your field. If you manage to be an expert in your field you will have more appreciation from the others and that means more confidence

And don’t worry if you don’t achieve big results. Firstly we must learn the process and then it

Second, you must develop your

Third, it is important to be and look sure about yourself. I had a colleague who was an expert in his fields but he didn’t look like an expert, especially when he sold himself to the company. The result was he wasn’t appreciated by his colleagues.

What was the problem…he The bad thing is that you can build confidence in a difficult way didn’t have confidence. but you can lose it very easily. How to obtain self confidence

Firstly you must appreciate yourself. If you don’t appreciate yourself or simply if you don’t like yourself you will never obtain self confidence. If you appreciate yourself a little, that the others will appreciate you even less.

confidence.

yourself.

skills, in a few words you must be an expert in your field. If you It is very important to cultivate our confidence but it is important manage to be an expert in your to cultivate and the confidence of field you will have more appreciation from the others and our colleague or generally the other people. that means more confidence.

Nobody is perfect, perfection does not bring success.

by E.D

confidence

Fourth, one more easy way to develop yourself is action. If you try hard and you try many times, experience creates skills (not always) you will develop your

is sure that then you will bring the huge results. Many salespeople try to achieve big results and they start the action from the biggest customer of their clientele….a big mistake. Sure, you must face all the customers as major customers but please start the approach from small customers. you manage to be an expert to Learn the process as well as possible , learn to handle the objections and later go to ‘’the big fish’’. Many people believe in luck and as a result they don’t take action but they are waiting for luck to achieve their goals. Luck is a result from our choices. The most important thing is to take action and luck maybe will help you. Luck helps only the people who take action. Success is found where preparation meets the opportunity. Remember confidence will help you to achieve your aim so it is very important to gain our confidence but parallel we must develop our skills.

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It is very dangerous to have confidence but no skills….be careful this combination is a disaster. ‹‹The combination of skills and confidence is one invincible army.››

It isn’t wrong to dream big things. The bad thing is not dreaming. Dare and live your dream and will you accomplish. The dream is faith, trust, confidence and action. Generally speaking we choose the life that we want to live. Our choices determine our future

It is very important learning to take decisions. Remember when you don’t take decisions you have to take decisions to do what you haven’t decided. Most things in our life are easy when we decide to take action.

Use your knowledge and when I say Knowledge I don’t mean only books, magazines and Finally, remember don’t compare Of course, sometimes the bad seminars but real knowledge. yourself continually with other facts affect and cause us Real knowledge is from daily people. There will always be difficulty but nevertheless we practice. You could do worse someone better than you. It is are responsible about the way than you practicing knowledge most important what we do every we want to live (there are always from books, magazines and day about ourselves. exceptions). seminars in real conditions. Books, I am going to tell you one magazines and seminars story full of confidence: are very beneficial but Once there was a teacher what happens in action. If that asked from the you don’t practice the children to write an essay theories in real conditions relatively with the dream you will never understand they had for their life. One the true results. of the children wrote that In conclusion, confidence he wanted to acquire a is like fire. Confidence is huge house and a very communicable, drift and expensive car. When the necessary. We must have teacher read the composition the teacher told the The most common mistake that confidence at whatever we are children that it is impossible to do people do is to blame others and doing. the bad situations if they can’t this in reality because he is very Exercise: Take a paper and write on poor. Then he asked the children achieve their goals. Of course, this is easier to do in comparison the first page the success that you to write the essay again with a have achieved until now and on the to confront in the situation and dream close to reality. second page write your failure. For find the way to achieve your the next month start filling in the The child wrote the same, goals. two columns. In a few days you will because this was the only dream Everyone can find the options in have completed the two columns. he had. The teacher put zero on When you don’t feel very well start the essay.Then the children wrote themselves. We can see the waves on the surface but we to read the success that you have a note to the teacher: forget that under the waves we achieved and at the same time you Keep the mark and I’’ ll keep my can find serenity. Unless we will feel well. dream. know and we dawn on that the In addition, when you read your This is a true story and today this storm is surface we stop in the success analyze child is a millionaire. He has a big first difficulty encountered George Herbert

house and an expensive car. SALES REPORT

It is very important to know that. Frequently, read and look at your failure. It is crucial to remember your failure and analyze what didn’t go well. We must remember our failure not to repeat it again. Tips: When you failed start to find new ways to confront the same problem.

story for motivation

briefly what you did well in order to achieve your goals.

Don’t be disappointed - don’t stop the effort.

-People want to know what they say is important for those who listen. -If you want to present products and services that are of value to the prospect and that meet their needs, you have to ASK questions. Ask the right questions and the prospect will tell you what they want and how they need to be sold. -Don’t say things you don’t believe. -Not to stop selling, to seek new customers and maintain your customers. -Follow-up and follow-through are keys to prospecting success. Just like gardening, if you don’t water the seeds, the garden will languish. And so it is with prospecting… if you don’t remain in contact, you will never break through. -The most important issues must be attacked first.

Once there were three brothers. They lived in a village and when they grew up they decided to go to the town because there were many opportunities to find a well paying job. One month later the three brothers found jobs in the same company with the same salary.

Nick, please go to the airport and bring me the statements of the books. One hour later Nick came back and told his supervisor that the books are 1000 pieces. Then the supervisor called George and said to them the same thing. One hour later George came back and told his supervisor that the books are 1000 pieces, 200 are political books, 300 are historical books, 350 are literature books and 150 are comics. At the end the supervisor called John too and he told him the same think. Five hours later John came back and told his supervisor that the books are 1000 pieces, 200 are political books, 300 are historical books, 350 are literature books and 150 are comics.

Two years later Nick earned 1000 euro George 1400 euro and John 2500 euro.

In addition, they said that the comics it weren’t in good condition so they returned them. Their father decided to visit the Some of the historical books also supervisor where his children were not in good condition but were working because he wanted better than comics. John talked to to know how John managed to the supplier and agreed to a earn more money than the other reduction of 30% to keep the siblings. books.And yet he had already sold 300 books before he returned When he met the supervisor and to the office. he asked why John earned more money than the other siblings the When John mentioned the results supervisor told the father. to his supervisor he was very happy. I will mention a specific example. The supervisor telling the story I had called Nick and I told them told the father, that we received the order of the books. So , I told them:

SALES REPORT

S R A E

It is obvious that •

Nick didn’t do what I asked

•

George did only what I asked

•

John did what I asked but also did what I didn’t ask.

Quotes ‘’I always wanted to be somebody. I should have been more specific.’’ -Lily Tomlin

His father understood exactly why this had happened.

‘’Organizing is what you do before you do something, so when you do it, it is not all mixed up. ‘’

In the end the supervisor said:

-A.A. Milne ‘’A goal is a dream with a deadline.’’

The future belongs to those who take initiatives.

The future belongs to those who give more than what you have applied.

-Napoleon Hill ‘’Whenever you see a successful business, someone once made a courageous decision.’’ -Peter Drucker ‘’None of us is as smart as all of us.’’ -Ken Blanchard ‘’Quality begins on the inside... and then works its way out.’’ -Bob Moawad ‘’Simple, clear purpose and principles give rise to complex and intelligent behavior. Complex rules and regulations give rise to simple and stupid behavior. ‘’ -Dee Hock ‘’Imagination is more important than knowledge.’’ -Albert Einstein

SALES REPORT

•! Who communicated the message • by E.D

communication

One of the most important skill for sales success is communication . When I was starting my career in sales I thought that the result in sales determined mostly by who communicated the message. So I believed that when I was going to the market with my supervisor I would have many opportunities to close the sales because my supervisor was with me. So, when I didn’t manage to close the sales alone but I managed with my supervisor I was SURE that happened because my supervisor was with me. It is sure that when my supervisor is with me it will affect the result of the sales but the result doesn’t affect only the attendance from my supervisor. In addition, many times I observed that my clients changed their behavior when I was going with my supervisor.

Or what you said

But HOW YOU SAID IT. The most important element of communication is to understand the receiver of the message what you said and this determines how you will express the message. When I realized that it doesn’t matter if I was alone or what I had to communicate but how I am going to pass on the message will affect the sales, every day I thought of new techniques and ways. I practiced every day and every day I realized that I had more success in sales. In a short time I had increased the success rate in sales. Here are some examples to understand how to approach a customer with different but more successful way. 1.Example:

didn’t visit again, I still waited for him to call me. So I decided to find another way to approach new customers: Hi my name is X, I am from x company and I want to see together if the company that I represent can help you to achieve your goals! WOW!!! the results were extremely positive. The aim is the same but the way you approach your customer and you communicate your message is different. This different way can help your customer to understand and believe that you are here to help them. Such simple words with such a big influence. Practice before the action. 2.Example: Hi my name is X, I am from x company and I want to introduced to you some new products and ideas (I didn’t have new products but I have new ideas )!!!. None of your customers know all your products but they like to spend time to be informed about new products and new ideas.

The most common way to approach a new customer when I started to ask questions to you are selling door to door is to get in and say: Hi, my name is X, recognize the needs of the I am from X company and I want customer and I gave them the right solutions (products and to present you our products. ideas). At the end because I gave Do you have any spare time? them the right solution and was very happy about that nobody The most common answer is, asked if my product was new and give us a prospectus from your they liked that they heard new Over time, I realized that what company and your business card ideas. most affects the closing of the sale and I will call you…….. If I isn’t: It is important to mention that it 10

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is the right tone and not quickly. In addition, we must speak expressively and not with debility. It is important to give examples in which you support. Many people understand exactly what you mean when you give to them an example. Be careful how you express yourself. The words are a grenade. Of course, in order to improve how we communicate is determined how we listen to our speaker. Here are some suggestions for careful listening: •

"any words are poor. You must give time to the customer to speak. Only then will you understand the needs of your customer. Telling is not selling.

•

Focus all of your energy on understanding the customer’s needs

We deduced that it is very important to enhance our communication skills. If we want to amplify ourself aiming to achieve sales is recommended in this skill. And remember if you want to be a manager it is required to have excellent communication skills. Many people believed that if you have only excellent technical skills you can be a manager. Soon we will publish what skills a salesman must have to be a manager.

minor & MAJOR PRODUCTIVITY You increase your productivity and creativity exponentially when you think about the right thing at the right time and have the tools to capture your value-added thinking.

•

Asking questions. Ask questions carefully and listen intend.

It is easier to act yourself into a better way of feeling than to feel yourself into a better way of action.

•

Have patience. You must listen and not interrupt.

O.H. Mower

•

You must have empathy skills. Put yourself in your partner's position

•

Avoid bad criticism. This is a big mistake and I don’t understand why some salesmen do it.

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DON’T FORGET One of the quickest ways of destroying your brand image is to give your product an unattactive name of that, though attracrive in your language, does not translate well Weirdly many times more companies had made these mistakes. Ford for example, has repeatedly got it wrong in Central and South America with its Ford Pinto and Ford Fiera truck. Pinto means small male organ in Brazilian Portugese, and fiera can mean a fierce dragon lady in Spanish. Latin american customers were understandably reluctant to test-drive these particular models until the names were changed to something more acceptable. In Germany even the refind Rools-Royce motor company blundered with the exoticsounding Silver Mist. Mist literally means excrement in German or more idiomatically rubbish-either way not a winner in marketing terms.

guru article

We live in an age of unprecedented opportunity: If you’ve got ambition and smarts, you can rise to the top of your chosen profession, regardless of where you started out. But with opportunity comes responsibility. Companies today aren’t managing their employees’ careers; knowledge workers must, effectively, be their own chief executive officers. It’s up to you to carve out your place, to know when to change course, and to keep yourself engaged and productive during a work life that may span some 50 years. To do those things well, you’ll need to cultivate a deep understanding of yourself—not only what your strengths and weaknesses are but also how you learn, how you work with others, what your values are, and where you can make the greatest contribution. Because only when you operate from strengths can you achieve true excellence. History’s great achievers—a Napoléon, a da Vinci, a Mozart— have always managed themselves. That, in large measure, is what makes them great achievers. But they are rare exceptions, so unusual both in their talents and their accomplishments as to be 12

considered outside the boundaries of ordinary human existence. Now, most of us, even those of us with modest endowments, will have to learn to manage ourselves. We will have to learn to develop ourselves. We will have to place ourselves where we can make the greatest contribution. And we will have to stay mentally alert and engaged during a 50-year working life, which means knowing how and when to change the work we do. What Are My Strengths?

key decision or take a key action, write down what you expect will happen. Nine or 12 months later, compare the actual results with your expectations. I have been practicing this method for 15 to 20 years now, and every time I do it, I am surprised. The feedback analysis showed me, for instance —and to my great surprise—that I have an intuitive understanding of technical people, whether they are engineers or accountants or market researchers. It also showed me that I don’t really resonate with generalists.

Feedback analysis is by no means new. It was invented sometime in the fourteenth century by an otherwise totally obscure German Most people think they know theologian and picked up quite what they are good at. They are independently, some 150 years usually wrong. More often, later, by John Calvin and Ignatius people know what they are not of Loyola, each of whom good at—and even then more incorporated it into the practice of people are wrong than right. And his followers. In fact, the steadfast yet, a person can perform only focus on performance and results from strength. One cannot build that this habit produces explains performance on weaknesses, let why the institutions these two alone on something one cannot men founded, the Calvinist do at all. church and the Jesuit order, came to dominate Europe within 30 Throughout history, people had years. little need to know their strengths. A person was born into Practiced consistently, this simple a position and a line of work: The method will show you within a peasant’s son would also be a fairly short period of time, maybe peasant; the artisan’s daughter, an two or three years, where your artisan’s wife; and so on. But now strengths lie—and this is the most people have choices. We need to important thing to know. The know our strengths in order to method will show you what you know where we belong. are doing or failing to do that The only way to discover your strengths is through feedback analysis. Whenever you make a

deprives you of the full benefits of your strengths. It will show you where you are not particularly competent. SALES REPORT

And finally, it will show you where you have no strengths and cannot perform.Second, work on improving your strengths. Analysis will rapidly show where you need to improve skills or acquire new ones. It will also show the gaps in your knowledge â&#x20AC;&#x201D;and those can usually be filled. Mathematicians are born, but everyone can learn trigonometry. Several implications for action follow from feedback analysis. First and foremost, concentrate on your strengths. Put yourself where your strengths can produce results. skills or acquire new ones. It will also show the gaps in your knowledgeâ&#x20AC;&#x201D;and those can usually be filled. Mathematicians are born, but everyone can learn trigonometry.

GLOSSARY

business plan - the initial plan of how one intends to start and run business business unit - one individual operation, often part of large organization go out of business - when a business fails run a business - to operate a company

BRAND

This article is an excerpt from his book Management Challenges for the 21st Century (HarperCollins, 1999).

minimise costs - to make costs as low as possible cut costs - to try and reduce costs cost of living - how much it costs to live in a given area, including the cost of housing, trasportation and food

BUSINESS

go into a business - to start a business

Peter F. Drucker is the Marie Rankin Clarke Professor of Social Science and Management (Emeritus) at Claremont Graduate University in Claremont, California.

bear the costs - to assume costs

glossa ry

brand loyalty - when a person or consumer group always buys the same brand brand managment - the task of keeping a brand fresh in consumerâ&#x20AC;&#x2122;s minds and with a positive image

PRICE asking price - when selling a product, where one expects to set the selling price? the price point bargain price - an unusually low price for a particular product price control - being careful to keep prices attractive to consumers price war - when two or more companies offering the same product reduce prices in order to gain or retain market share price range - the minimum to maximum price at which a product can be sold price sensitive - when a market will suffer if a product is priced too high or too low

brand name - a brand that is well cut prices - to make prices lower, often during a sales promotion known off-brand - a brand that is not well known and so is usually a cheaper option

mark up prices - to increase the profit margin

brand identity - a brand that has a strong image COSTS cost control - trying to keep costs down

SALES REPORT

FACES

FIRST NAME : Justyna LAST NAME: Kiraga COUNTRY: Polland COMPANY: H&M POSITION: Department Manager

1.What is the major factor for professional success?

mistakes again, when it happens it means that I didn’t learn anything the first time. 3. Many people say that crisis creates opportunities. What is your opinion?

It might be true. People don’t feel The most important thing is to comfortable and have to try really know what you really love to do. It hard to achieve something. Before is so much easier when you enjoy it was easier and more likely to be what you do, it doesn't seem like successful in life, now you have to such hard work then. The best try harder, it means that you have thing to do is to take a moment and to create opportunities for yourself think what it is that you love or and others if you want to survive. hate in your current role, and keep it up or change it if it's such a big FIRST NAME : Helen problem. LAST NAME: Mihali 2.We all make mistakes.What have COUNTRY: Greece COMPANY: Owner you done to confront your POSITION: English Teacher mistakes? Yes we all do, but unfortunately some of us don't realise that they have made some. Its not a shame when we do something wrong, it is a new opportunity for us to learn something. Whenever I make a mistake, I say 'ok I've made a mistake, what can I get out of it?' I always try not to make the same 14

1.What is the major factor for professional success? My major factor for professional success is to try on a daily bases to do your best, achieve a daily target and be as productive as possible.I try to devote all my

effort and energy in my job. 2.We all make mistakes.What have you done to confront your mistakes? The most important aspect is to confront your mistakes and better yourself through them. By doing this your will make less mistakes in the future. 3. Many people say that crisis creates opportunities. What is your opinion? In a crisis surely things are more difficult and stressful. This is where you put more time, more energy and prove that you must help yourself. Of course demands are higher and sometimes less beneficial, but have hope that in this situation it is temporary and we are not a minority but the majority. Don’t give up!Let’s hope for a better tomorrow.We must face reality and focus on that.

SALES REPORT

BOOKCASE

five essential steps to successful selling. Guaranteed to give you the edge you need to excel in today’s competitive business environment.

The Psychology of Selling: How Little Red Book of Selling

to Sell More, Easier, and Faster Than You Ever Thought Possible

by Jeffrey Gitomer

by Brian Tracy

Jeffrey Gitomer has created a real-world, practical, and fun book that salespeople will love and profit from. In the Little Red Book of Selling salespeople will learn why sales happen and a philosophy of success – long term, relationship driven, and referral oriented – nothing to do with manipulation or other oldworld sales tactics. It has everything to do with understanding buying motives and taking ethical, relationshipbuilding actions.

those that have always been used for small sales. The Greatest Salesman in the World by Og mandino

That serves as a guide to a philosophy of salesmanship, and success, telling the story of Hafid, a poor camel boy who achieves a life of abundance.

FUEL – The Energy You Need to Brian Tracy is one of the top Succeed professional speakers and sales by Wes Beavis trainers in the world today, found breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling. Tracy's classic audio program, A lack of energy keeps more The Psychology of Selling, is the people from success than an best-selling sales training abundance of challenges. When it program. was decided to put man on the Spin Selling moon, rocket scientists did not stand around waiting for a break by Neil Rackham How to Master the Art of Selling in the Earth's gravitational force. . .they loaded up the rocket by Tom Hopkins with enough fuel to burst right through it! You can do the same. Fill up on fuel so that you can push right through anything that holds you back. In FUEL, you will discover where to find the Whether you’re a seasoned sales Based on the largest research energy you need to succeed. pro or just starting out, How to project ever undertaken in the Master the Art of Selling is a field--over 35,000 sales calls over classic – an indispensable source 12 years--S.P.I.N. Selling shows of information that includes the why major sales require a new and different set of skills from SALES REPORT

SALES REPORT magazine This first issue has an aim to meet me and mainly to know the structure and content of the magazine. The second issue of the magazine will be equally important .In addition we will have articles for other people who still work in sales. If you work in sales and you want to present us with an article some good practice that you have done would be appreciated. We are going to publish your article. It is important for us working in sales because we want to learn the perception of the market environment, the selling strategies and the sales approaches to getting and keeping the most profitable customers of the people who work in sales. In addition in our e-mail we would like to express your opinion (improvements, ideas etc). Our e-mail is info@salesclubreport.com. In all e-mail we will respond. We would like to thank you for the time that you spent to read this magazine and your money, we hope that you find our magazine helpful and motivating.

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