Sell Without Selling | Lessons from the Jungle for Sales Success
Lingua: inglese
Editore: Morgan James Publishing, 2000
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Sell Without Selling | Lessons from the Jungle for Sales Success | Terri Levine | Taschenbuch | Kartoniert / Broschiert | Englisch | 2000 | Morgan James Publishing | EAN 9781600374647 | Verantwortliche Person für die EU: Libri GmbH, Europaallee 1, 36244 Bad Hersfeld, gpsr[at]libri[dot]de | Anbieter: preigu Print on Demand.
Codice articolo 108287041
- Titolo
- Sell Without Selling | Lessons from the Jungle for Sales Success
- Autore
- Terri Levine
- Editore
- Morgan James Publishing
- Anno di pubblicazione
- 2000
- Condizione
- Neu
- Rilegatura
- Taschenbuch
- Lingua
- inglese
- ISBN 10
- 1600374646
- ISBN 13
- 9781600374647
- Peso dell'articolo
- 147 grammi
- Dimensioni
- 203 x 127 x 8 mm
- Cataloghi dei venditori
- Bücher
Entrepreneurs, solo-preneurs, small-business owners, sales executives, managers, and sales people need this highly effective yet simple story to show them how to create more sales while giving up the sales ""tricks"" that won't work with today's savvy buyers. Times have changed and to generate sales, you must, too! What you're about to read might buck the trend, but it sure works!! Find out for yourself. Buy and read Sell without Selling today!
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Sell Without Selling
Lessons from the Jungle for Sales Success
By Terri LevineMorgan James Publishing
All rights reserved.
Contents
1: Arrival at School,
2: Professor Krenker,
3: The Ruler,
4: Losing the Big Picture,
5: Christina Meets Snake,
6: Selling Yourself,
7: Selling is Serving,
8: High Pressure Means No Sales,
9: Dreaming of Snake,
10: Farewell to the Hard Sell,
11: Believe in the Product,
12: Magic Water,
13: Repeat Customers,
14: Try It and You'll Like It,
15: Cloud Powder,
16: Doing Right by the Customer,
17: Trying out the Face Créme,
18: Catching up to Snake,
19: Making the Customer Happy,
20: Uncle Vinnie has yet Another Product,
21: Learning from the Past,
22: The Importance of a Gift,
23: Thinking Outside the Box,
24: The Three Types of Confidence,
25: Uncle Vinnie has an Offer,
26: The Challenge,
27: The Competition,
WHAT YOU NEED TO LEARN IN ORDER TO BE SUCCESSFUL IN YOUR BUSINESS,
Tips and tactics used by successful salespersons throughout the business world that have been shown to be virtually "bulletproof",
The Importance of Selling Yourself,
How to Sell Yourself,
Listen to Your Customer,
Sell Quality Products,
Contact Information,
The Power of a Positive Attitude,
Conclusion,
About the Author,
CHAPTER 1
ARRIVAL AT SCHOOL
Standing outside the Krenker Business School of Practical Sales Advice, Christina Richards stood there, taking in the building. It was strong and solid, made of old-fashioned red brick that looked like it had weathered many a storm.
She couldn't believe she was here. Christina was excited to be accepted. She knew she was going to be a success in business. Ever since the first grade she dreamed of having her own business selling art.
Professor Krenker was known as one of the foremost authorities on business, and he was very selective in the kinds of students that he accepted. When she'd spoken to him on the phone, his gruff voice had come through the line loud and clear: "I'm looking for students who want to learn, Miss Richards. I'm looking for students who are going to listen to what I have to say and aren't going to argue with me. I'm looking for students who want to be taught, Miss Richards. Am I making myself clear?"
"Yes, sir," she said emphatically to which the professor responded, "Christina, I hear passion in your voice and a willingness to learn new things." And with that, the old professor accepted her into his school.
Naturally, there were other sales schools that didn't approve of Professor Krenker. Some said that he was too modern because he didn't believe in using tricks, even dirty ones, to get the job done. Some called him hopelessly old-fashioned because he believed too strongly in the customer and insisted that people sell from the heart as opposed to doing whatever it took to make the sale. Christina just wanted to learn whatever there was to learn about sales so she could begin an art business and sell art done by local artists, and that was all there was to it. She didn't care who she learned from, just as long as she learned what she needed to know. She was passionate about selling art not only because she wanted to help artists get their work known, but she also wanted people to have beautiful paintings in their homes.
More than anything, she was determined to be a success.
CHAPTER 2PROFESSOR KRENKER
Professor Krenker stood in front of the class and Christina had to smile. He was a little gnome of a man, with white hair going off into several directions, and there was a kind of manic energy about him. As he paced back and forth, there was a sharpness to his gaze as he looked out at the students. Christina sensed there was more to him than met the eye.
"First of all," he said, "I know some of you have probably heard that I'm one of the 'old school' teachers out there. You'll notice that I'm not handing out CDs or DVDs to you or showing you a PowerPoint presentation. What I'm going to do is talk to you. You're going to listen to what I have to say, and you're going to take notes. Then, you'll go home and think about what I've said, and we'll talk about it the following day."
A young man with thick glasses sitting in the front row raised his hand. "Professor Krenker?"
"Yes?"
"Are we going to be tested on what you're teaching us?"
Krenker stared at the student for a moment, then went over and leaned over the student's desk. The student drew back slightly and seemed to shrink into his seat.
"What's your name?" Professor Krenker asked.
"Jonathan Weston."
"Well, Jonathan Weston, you're not here to get a good grade. You're here to get a good understanding of business. Therefore, I'm not going to test you. Either you're going to understand what I'm teaching you or you're not. It doesn't matter to me, either way. I've already been paid to have you here."
Professor Krenker stood up, then, and looked directly at Christina. There was an odd intensity in his gaze. "Now, something that's very important to understand is when it comes to learning about business, I can teach you what knowledge I have, but the wise student will realize I don't have all the answers — but by keeping their eyes open, they'll gain an education in business such as few others have."
Seeing the way that he looked at her, watching his eyes hold hers, Christina had the feeling that Professor Krenker was telling her something important. She didn't know what it was, though.
CHAPTER 3THE RULER
Christina went home that night and thought about what Professor Krenker had said. Again, she couldn't help but feel that she had been seeing something in him that the other students hadn't.
"Don't get carried away with yourself, Christina," she muttered, washing her face before she went to bed. "He was just talking."
She crawled into bed, wrapped the covers around herself, and began thinking about her day. She remembered her parents and friends telling her that sales was "a jungle," and her high school business teacher often said, "it's a jungle out there." She wondered what they meant. Did that mean people were tough or the work of selling anything, even something you were passionate about, would be hard? She finally drifted off to sleep after pondering the jungle concept for a while.
Before long, Christina started to dream. All of sudden she found herself standing in the middle of a huge jungle. The sun was shining, the air was warm and pleasant, and the fragrance of tropical flowers tickled her nose.
"Eighteen thousand fifteen ... eighteen thousand sixteen ... eighteen thousand seventeen ..."
Startled by the voice, Christina looked around and noticed an orangutan looking up into a tree and counting. He had a golden crown upon his head and the sight of him was definitely unusual.
"Hello," Christina said.
The orangutan looked at her and frowned. After a moment, he shook his head and approached her.
"You made me lose my place."
"I'm sorry," she said, sincerely. "I was just being polite."
"Do you know how long I've been counting the leaves on that tree?" the orangutan demanded. "Do you have any idea?"
"I'm afraid that I don't."
"I've been doing this for over sixteen hours, and now I've lost count. I'm going to have to start all over."
"But why are you counting leaves?"
He stared at her, surprised. "Because I'm the ruler, of course. This is my jungle."
"Oh. You must have very good eyesight."
"I have the best eyesight in the jungle. I can spot the broken antennae on a butterfly from ten miles away."
"That's very impressive."
"Yes, it is. After all, I am the ruler, and as the ruler, I need to know exactly how much of everything I have. Rulers keep track of everything that they rule over. Now, if you'll excuse me, I have to get back to work."
The orangutan went back to the tree and began to count. Suddenly, a large tree began to rock back and forth, and before Christina could say anything, the tree toppled to the ground, landing less than three feet behind the ruler. Looking up into the tree, he continued to count the leaves there.
"Silly, isn't it?"
Startled once again, Christina turned around and saw a beautiful rainbow-colored bird rising from the branches of the fallen tree.
"Hello," Christina said.
"Hello. Welcome to The Jungle. I'm Bird."
"Hello, Bird. I'm Christina."
"Poor old Ruler," Bird said, shaking her head. "He spends all his times counting the leaves on the trees and never notices when the trees fall down around him. That's the problem with having such good eyesight. Sometimes you can see the littlest things and not see the biggest ones."
CHAPTER 4LOSING THE BIG PICTURE
The following day, when Christina went to class, Professor Krenker had written on the large whiteboard four words: YOU MUST KNOW EVERYTHING.
The class settled in and Christina found herself remembering the dream from the previous night. It was definitely an odd occurrence, and she couldn't help but feel there was some significance to the dream she wasn't understanding.
Professor Krenker cleared his throat, waited for silence, and pointed to the whiteboard. "Now, then — let's begin with one of the most important rules of selling. If you remember nothing else, you need to remember this, because it's one of the secrets of success that a great many people have failed to take heed of. When it comes to your business, you must know everything about selling your product or service.
"You have to be aware of every facet of your sales as well as any sales force you train and hire, and you need to make sure that it's all running smoothly. You have to have the ability to engage in overseeing everything happening with sales, and you can't ever let up. The moment you let up, you'll find that you're losing ground to your competition."
Christina listened and she frowned. She didn't think Professor Krenker was right.
As if reading her thoughts, the old man's gaze fell upon her, and he slowly approached her. "You have something that you want to say, Miss Richards?"
"I'm not quite sure if I understand what you're saying, Professor Krenker."
"What's confusing you?"
"Are you saying that you need to know everything that's going on with sales?" He nodded. "Of course."
"And you think you should be doing it personally?"
"No doubt. This isn't something that can be delegated, after all. A good business owner is checking everything there is to check out regarding sales in his or her organization."
She shook her head. "I'm not sure I agree with you."
Several students turned around to look at her, but Christina didn't backtrack. Instead, she took a deep breath and said, "I'm wondering if it's not a better idea to let others help you keep track of sales and other things you can't deal with."
The old man studied her. "And what would be your reasoning for that?"
"Well, I was thinking if you spent all of your time checking on the little things regarding sales, you might find yourself not able to see if some of the bigger things are going wrong."
Professor Krenker stared at her for a long moment, and then he smiled. "You are absolutely correct, Miss Richards. There was a time when many business owners thought they needed to micromanage every little detail of sales in their companies and that led to resentment among the sales force workers as well as a loss of productivity. In the end, by involving themselves with working on the smallest sales details, they lost sight of their overall mission — with serious consequences."
And with that, the old man went to the whiteboard, erased the words and put up new words: DO NOT BE AFRAID TO DELEGATE.
"This is one of the most important lessons you can learn," he announced to the class. "A successful salesperson will know how to delegate tasks and assignments to those working around them. That way, they can concentrate on making sure their business is always on the right track. Remember without selling your product or service, you won't be in business. To be successful you must create sales."
Professor Krenker nodded at her. "Well done, Miss Richards. I have a feeling you're going to do quite well in this class."
She found herself smiling with delight.
CHAPTER 5CHRISTINA MEETS SNAKE
That night, Christina dreamt of The Jungle once again. This time, she was standing at the bottom of a beautiful waterfall. A gentle mist washed over her, refreshing her, making her feel cool and wonderful. Bird flew over to her, landing on her shoulder. Christina laughed with delight. "I don't know why I'm dreaming about this place again, but I'm glad that I am," she said. "It's wonderful."
Bird trilled with delight. "I'm glad you think so. Would you like to come with me and explore some more?"
"Definitely."
Bird flew a short distance ahead and Christina followed. There was a small path she took that moved between magnificent palm trees and short bushes that had red flowers giving off the most delightful fragrance. The path took them to a small clearing where she was surprised to find a crowd of sheep standing in front of a large black snake. Next to the snake was a cardboard box. Christina turned to Bird. "What's going on?"
Bird sighed. "Snake is trying to sell the sheep something. He does this all the time."
They approached Snake. His green-slitted eyes flicked over to them and then went back to looking at the sheep. "You're wondering how I can sell you what's in this box for nothing more than five goldens," Snake said, his voice soft and seductive. "Aren't you?"
A couple of the sheep nodded.
"It's simple. I like you. I like you so much that I'm going to take a loss on this and that's the truth. I know I shouldn't be doing this, but what can I say? Snake is a good judge of character, and I can tell you're going to be good customers."
"What's in the box?" Christina suddenly asked.
Snake turned to her. His eyes narrowed to even smaller slits than they had been. "Who are you?"
"I'm Christina," she said, "and I was wondering what's in the box."
"Hey, yeah," one of the sheep responded. "You haven't told us what's in the box."
Snake looked indignant. "What are you saying? Are you saying I'm trying to sell something that isn't of the highest quality? Snake has never been so insulted!" And with that, Snake slithered away, pushing the box ahead of him with his snout.
The sheep walked away, obviously happy that they hadn't fallen for a trick, but Christina was surprised to find a raccoon left behind. He watched her with merry green eyes and then hopped towards her.
"Name's Raccoon," he said, extending a paw. "How are you?"
"I'm fine," Christina responded.
"I didn't catch your name, I'm afraid."
"Christina."
"Well, Christina, how do you like our little slice of paradise?" he asked.
"I like it very much."
Raccoon nodded. "Yes, it's a rather pleasant place. Well, I don't want to keep you. Enjoy your stay here, and if you need anything, you just let Raccoon know."
And with that he moved off, and Christina turned to Bird. "I like him," she announced.
Bird nodded. "Yes, Raccoon is very likeable. He and Snake are the only two sales animals in the jungle."
Christina was surprised. "Raccoon is in sales?"
"Oh, yes."
"But, he didn't try to sell me anything."
Bird gave her a curious look. "First, he sold you on himself. The rest will come later."
CHAPTER 6SELLING YOURSELF
When Christina went to class the next day, Professor Krenker stood next to the whiteboard and wrote down in big, bold letters: WHAT IS THE MOST IMPORTANT THING THAT YOU CAN SELL?
One of the students, a young man with thick glasses, raised his hand and the professor nodded at him. "Yes, Mister Peterson. Can I help you?" "I'd like to answer the question you wrote on the board."
The old man had a slight smile on his face. "You would."
"Yes, sir."
"Well, by all means, let's hear it. What do you think is the most important thing that you can sell?"
Peterson drew himself up and said, in a very self-satisfied tone of voice, "The most important thing that you can sell is a quality product."
Professor Krenker shook his head. "Wrong."
Peterson's eyes widened in disbelief. "What are you talking about, sir? If you don't sell a quality product, people are not going to buy it."
"Oh, really? Are you telling me every product that sells well is quality? I can think of at least a dozen late-night infomercials I know that are not producing quality items."
The student opened his mouth as if to protest and then shut it, shaking his head.
"What is important, Peterson, is having a quality product along with being a person who can sell himself or herself. I don't care how great your product is; if the customer does not feel comfortable with you, they are not going to want to do business with you. It is the blend of the quality of the product and you as a salesperson that creates trust which in turn promotes credibility and boosts sales."
Professor Krenker looked around the class and his gaze settled on Christina. Once again, she had the unmistakable feeling that something was going on in her dreams that she didn't know about.
"Miss Richards."
"Yes, sir."
"Do you think you can tell the class what might be the most important thing that you can sell?"
She thought back to her dream, thought back to Raccoon, and she said, "I think the most important thing that you can sell is yourself, sir."
Peterson snorted, but Krenker shot him a dark look. "That's absolutely correct, Miss Richards," he announced to the class, looking at each student in turn. "All of you would do well to remember that."
His gaze settled on Christina and he smiled warmly. "To be a good student of sales you must be open to understanding what I'm trying to teach you."
CHAPTER 7SELLING IS SERVING
Christina was exhausted after class. She kept thinking about having a quality product and knew the art she would have in her store would be beautiful. She felt comfortable with that, but she wondered about how to create relationships so people liked her and trusted her. She decided to eat a quick dinner and to relax on the sofa and put her mind to rest.
That night, she quickly drifted off to sleep and found herself back in The Jungle and welcomed by Raccoon. "Hi!" she said.
Raccoon instantly smiled at Christina and asked, "How can I serve you today? Surely you've come back to our jungle for something, and I'd really like to be of help to you!" This confused Christina a bit. She wasn't sure why she returned to The Jungle, and she definitely wasn't sure what Raccoon could do for her. "I really don't know," she said. "I am just confused about a few things and somehow when I am here I seem to get clarity."
(Continues...)
Excerpted from Sell Without Selling by Terri Levine. Copyright © 2008 Terri Levine. Excerpted by permission of Morgan James Publishing.
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on which you or a third party nominated by you, which is not the carrier, had taken possession of the last part delivery or the last unit, provided you had ordered a product, which is delivered in several part deliveries or units;
To exercise your right of withdrawal, you must inform us (preigu GmbH & Co. KG, Lengericher Landstr. 19, 49078 Osnabrück, Telephone number: +49 (0) 541 / 580 72 84, E-Mail address: mail@preigu.de) by means of a clear declaration (e.g. a letter sent by post, or an e-mail) of your decision to withdraw from this contract. You can use the attached model withdrawal form for this purpose, which is, however, not mandatory.
You can also exercise your right of withdrawal online by clicking on a button labelled accordingly (such as ‘Withdraw from contract' or similar) on the AbeBooks/ZVAB website. If you use this online function, you will immediately receive a confirmation of receipt on a durable medium (e.g. via email) containing information on the content of the withdrawal notice, as well as the date and time of its receipt.
In order to safeguard the revocation period, it is sufficient that you send the notification about the exercise of the revocation right before the expiry of the revocation period.
Consequences of the revocation
If you revoke this contract, we shall repay all the payments, which we received from you, including the delivery costs (with the exception of additional costs, which arise from that fact that you selected a form of delivery other than the most reasonable standard delivery offered by us), immediately and at the latest within 14 days from the day on which we received the notification about the revocation of this contract from you. We use the same means of payment, which you had originally used during the original transaction, for this repayment unless expressly agreed otherwise with you; you will not be charged any fees owing to this repayment.
We can refuse the repayment until the products are returned to us or until you have furnished evidence that you have sent the products back to us, depending on whichever is earlier.
You must return or transfer the products to us immediately and, in any case, at the latest within 14 days with effect from the day on which you inform us of the revocation of this contract. The deadline is maintained if you send the products before the expiry of the 14 day deadline.
You bear the direct costs for returning the products.
You must pay for any depreciation of the products only if this depreciation can be attributed to any handling with you that was not necessary for checking the condition, features and functionality of the products.
Criteria for exclusion or expiry
The revocation right is not available for contracts
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for delivery of products, which are not prefabricated and for whose manufacturing an individual selection or stipulation by the consumer is important or which are clearly tailored to the personal requirements of the consumer;
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for delivery of products, which can spoil quickly or whose use-by date would be exceeded quickly;
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for delivery of alcoholic drinks, whose price was agreed at the time of concluding the contract, which however can be delivered 30 days after the conclusion of the contract at the earliest and whose current value depends on the fluctuations in the market, on which the entrepreneur has no influence;
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for delivery of newspapers, periodicals or magazines with the exception of subscription contracts. The revocation right expires prematurely in case of contracts
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for delivery of sealed products, which are not suitable for return for reasons of health protection or hygiene if their seal has been removed after the delivery;
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for delivery of products if they have been mixed inseparably with other goods after the delivery, owing to their condition;
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for delivery of sound or video recording or computer software in a sealed package if the seal has been removed after the delivery.
Specimen - revocation form
(If you wish to revoke the contract, please fill up this form and send it back to us.)
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To preigu GmbH & Co. KG, Lengericher Landstr. 19, 49078 Osnabrück, Email address: mail@preigu.de :
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I/we () herewith revoke the contract concluded by me/ us () regarding the purchase of the following products ()/
the provision of the following service () -
Ordered on ()/ received on ()
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Name of the consumer(s)
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Address of the consumer(s)
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Signature of the consumer(s) (only in case of a notification on paper)
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Date
(*) Cross out the incorrect option.
Privacy e sicurezza
Data protection declaration
Unless stated otherwise below, the provision of your personal data is neither legally nor contractually obligatory, nor required for conclusion of a contract. You are not obliged to provide your data. Not providing it will have no consequences. This only applies as long as the processing procedures below do not state otherwise.
"Personal data" is any information relating to an identified or identifiable natural person.
Responsible person
Contact us at any time. The person responsible for data processing is: Ansas Meyer, Lengericher Landstr. 19, 49078 Osnabrück Deutschland, +49 (0) 541 / 580 72 84, mail@preigu.de
Collection and processing when using the cancellation button
If you have entered into a contract via this platform for which a statutory right of cancellation applies, the platform provides you with a cancellation function (cancellation button) through which you can submit your notice of cancellation immediately.
When using the cancellation function, your personal data (name, email address, details identifying the contract or part of the contract you wish to withdraw from, and the time (date and time) of sending the notice of withdrawal) will only be collected to the extent that you have provided it.
The purpose of data processing is to provide you with the statutory option to withdraw from your contract and to ensure the proper processing of your withdrawal.
The platform operator collects your data on the basis of Article 6(1)(f) of the GDPR, namely the legitimate interest in ensuring the general accessibility of the statutory withdrawal function on the platform. You will receive a confirmation email from the platform operator acknowledging receipt of your notice of withdrawal.
The data is then transmitted to us by the platform operator.
If the contact relates to a contract already concluded between you and us, this data processing is carried out on the basis of Article 6(1)(b) of the GDPR. Otherwise, data processing is carried out on the basis of Article 6(1)(c) of the GDPR, to fulfil a legal obligation to provide an electronic withdrawal function.
We use your email address solely to process your notice of withdrawal. Your data will subsequently be deleted in accordance with statutory retention periods, provided you have not consented to further processing and use.
Collection, processing, and transfer of personal data in orders
When you submit an order we only collect and use your personal data insofar as this is necessary for the fulfilment and handling of your order as well as processing of your queries. The provision of data is necessary for conclusion of a contract. Failure to provide it will prevent the conclusion of any contract. The processing will occur on the basis of Article 6(1) b) GDPR and is required for the fulfilment of a contract with you.
Your data will be shared, for example, with shipping companies, dropshipping or fulfillment providers, payment service providers, service providers for order processing, and IT service providers. We will comply strictly with legal requirements in every case. The scope of data transmission is restricted to a minimum.
Duration of storage
After contractual processing has been completed, the data is initially stored for the duration of the warranty period, then in accordance with the retention periods prescribed by law, especially tax and commercial law, and then deleted after the period has elapsed, unless you have agreed to further processing and use.
Rights of the affected person
If the legal requirements are fulfilled, you have the following rights according to art. 15 to 20 GDPR: Right to information, correction, deletion, restriction of processing, data portability. You also have a right of objection against processing based on art. 6 (1) GDPR, and to processing for the purposes of direct marketing, according to art. 21 (1) GDPR.
Right to complain to the regulatory authority
You have the right to complain to the regulatory authority according to art. 77 GDPR if you believe that your data is not being processed legally.
You can lodge a complaint with, among others, the supervisory authority responsible for us, which you may reach at the following contact details:
Landesbeauftragte für den Datenschutz Niedersachsen Prinzenstraße 5 30159 Hannover Tel.: +49 511 1204500 Fax: +49 511 1204599 E-Mail: poststelle@lfd.niedersachsen.de
Right to object
If the data processing outlined here is based on our legitimate interests in accordance with Article 6(1)f) GDPR, you have the right for reasons arising from your particular situation to object at any time to the processing of your data with future effect.
If the objection is successful, we will no longer process the personal data, unless we can demonstrate compelling legitimate grounds for the processing that outweigh your interests or rights and freedoms, or the processing is intended for the assertion, exercise or defence of legal claims.