Two Books for the price of one just Rs.1049 Rs.450/- for both including delivery charges
“Are You Ready To Learn The Art & Science
of SALES”?
&
“The Hidden Pathway to Sales Success”
A two book series on the Science and Art of Sales
All About Sales That You Only Learn in the Field!
40 Years of my Sales Experience Condensed in these 2 books
Whether you’re a seasoned sales veteran or just starting your journey in sales, “Mastering the Hidden Pathway to Sales Success” is a must-read that will equip you with the knowledge and skills needed to excel in the competitive world of sales.
The Art & Science of Sales
151 Pages & 10 Chapters in “The Art & Science of Sales- Part 1: Science
The Author Differentiates Between The Science And Art Components. This Particular Book Is Focused On The Science Of Sales And The Author Elaborates In Detail In Each Chapter The Various Components Of Science Of Sales , INCLUDES:
The Art & Science of Sales is an effort to simplify the complexities associated with B2B sales by clearly defining various technical terms and processes. It lays down a basic foundation for new sales professionals trying to make a mark in the field. Simultaneously, book in an attempt to familiarize sales teams with latest trends and methods for success in B2B sales.
The author begins the book by clearly explaining what sales actually is and brings out very clearly the Art and Science factors of Sales. The author differentiates between the Science and Art components. This particular book is focused on the science of sales and the author elaborates in detail in each chapter the various components of science of sales. This includes Sales Models, Sales Process, Prospecting and the role of Social Media, Cold Calling, Preparation for first meeting, Qualifying Leads, Sales Methodologies, Sales Objections and finally Sales Closures. then jumps right into explaining different sales models. There is a section of what constitutes a sales model and different types of models that exist. The book also summarizes the correct way that a business must choose a sales model.
The Hidden Pathway to Sales Success
282 Pages & 8 Chapters in this Book just for you!
This book goes beyond surface-level sales tactics, as Dr. Sharma explores the hidden pathways that lead to sales success. He emphasizes the importance of mindset, motivation, and self-belief, and provides practical exercises and tools to cultivate these qualities.
Unlock the Secrets of Sales Success
“Mastering the Hidden Pathway to Sales Success” by Dr. Raj Kumar Sharma is a captivating guide that unveils the secret strategies and techniques essential for achieving unparalleled success in the world of sales. The book covers a wide range of topics, Personality development, Presentation Skills, Body Language, Listening Skills, Empathy, Emotional Intelligence, and Continuous Development. Dr. Sharma’s unique perspective challenges conventional sales wisdom, offering fresh insights and innovative approaches to selling.
This book is not just about closing deals; it’s about building meaningful connections and creating win-win situations for both the salesperson and the customer. Dr. Sharma’s holistic approach focuses on long-term success rather than short-term gains.
Whether you’re a seasoned sales veteran or just starting your journey in sales, “Mastering the Hidden Pathway to Sales Success” is a must-read that will equip you with the knowledge and skills needed to excel in the competitive world of sales.
Order Both Books Combo at discounted Price of Rs.1049/- Rs.450/-
OR
Order “Mastering The Hidden Pathway to Sales Success” Price Rs. 499/-
OR
Order “The art & Science of Sales” Price Rs. 550/-
OR
This Book Will Be Delivered To Your Address
You’ll Get To Know WHAT SALES ACTUALLY IS And Things That No One Has EVER TOLD YOU!
“The Art & Science of Sales
(Part 1-Science)”
The Author Differentiates Between The Science And Art Components. This Particular Book Is Focused On The Science Of Sales And The Author Elaborates In Detail In Each Chapter The Various Components Of Science Of Sales , INCLUDES:
The Art & Science of Sales is an effort to simplify the complexities associated with B2B sales by clearly defining various technical terms and processes. It lays down a basic foundation for new sales professionals trying to make a mark in the field. Simultaneously, book in an attempt to familiarize sales teams with latest trends and methods for success in B2B sales.
Chapter 1: The author begins the book by clearly explaining what sales actually is and brings out very clearly the Art and Science factors of Sales. The author differentiates between the Science and Art components. This particular book is focused on the science of sales and the author elaborates in detail in each chapter the various components of science of sales. This includes Sales Models, Sales Process, Prospecting and the role of Social Media, Cold Calling, Preparation for first meeting, Qualifying Leads, Sales Methodologies, Sales Objections and finally Sales Closures. then jumps right into explaining different sales models. There is a section of what constitutes a sales model and different types of models that exist. The book also summarizes the correct way that a business must choose a sales model.
Third chapter sheds light on the sales process and its importance for B2B businesses. The book further elucidates various stages of a sales process and how every B2B business can map out one for themselves. Sales reps also benefit from the ways to optimize the sales process, as discussed in the book. There is a section on best prospecting methods for B2B businesses and on ways to improve B2B sales prospecting. Keeping up with the spirits of the time, the book also discussed the vivid role that social media plays in the process of prospecting.
In addition, Chapter 5 is dedicated to the topic of cold calling solely. Sales reps can learn how to prepare for a cold call with a B2B lead, and how to be successful. There is a section that enlists all the things a rep must do after the cold call.
The chapter 6 prepares B2B sales reps for first meetings of the B2B sales process and also educates about the etiquette to be followed soon after. It begins with discussion on the importance of preparation before the first meeting with a prospect and educates reps about its importance. Further ahead, it presents a guide on how to plan for the first meeting. The detailed chapter also discusses how a rep should conduct himself during the first meeting and beyond.
Moving ahead, Chapter 7 is all about qualifying opportunities that improve B2B sales. The author discusses what the term ‘qualified lead’ means here in this chapter and also focuses on its importance. Soon after, it discusses the process of lean qualification in detail and also sheds light on the ways to do it.
Chapter 8 showcases different sales methodologies that can be leveraged by sales organizations to achieve a repeatable, scalable, and predictable way of operating the business. To clarify the concept of sales methodologies, the author differentiates between them and the sales process. The chapter reasons out as to why a B2B business must adopt a sales methodology and further elucidated how to implement one. The chapter unfolds to discuss various B2B sales methodologies that can strengthen a sales rep’s B2B network.
Chapter 9 of the book teaches reps all about ways to handle objections during the sales process. It offers a simple guide to objection handling that helps create a positive influence on the buyer’s decision. The book also features a section on vivid importance objection handling and attempts to educate reps about the types of objections they may face. It helps sales teams with strategies to meet sales objections.
The last and final chapter discusses sales closing techniques and explains which ones to implement in what scenarios. The closing stage ensues when a prospect or customer decides to make the purchase. It is a conclusive stage of the sales process and its outcome collectively reflects how well a salesperson has performed throughout the sales process. The chapter discusses in great detail all the difficulties and challenges that a sales rep faces during B2B closing. Further, the author discusses various tried and tested tricks to overcome challenges related to closing that are active to the B2B world. A thorough study of the chapter can help salespeople decide which technique would work best for their own business.
Overall, “The Art & Science of Sales” provides a comprehensive overview of various aspects of successful sales, including Definition of sales, Sales Process, Sales Model, Sales Methodologies, Cold Calling, Lead Qualification, Objection Handling, Role of Social Media, Preparation for fist meeting, Sales Closure. The book offers practical advice and tips for sales professionals to improve their skills and succeed in their careers.
“Mastering The Hidden Pathway to Sales Success”
“The Art & Science of sales (Part 2-Art)”
Unlock the Secrets of Sales Success
“Mastering the Hidden Pathway to Sales Success” by Dr. Raj Kumar Sharma is a captivating guide that unveils the secret strategies and techniques essential for achieving unparalleled success in the world of sales. The book covers a wide range of topics, Personality development, Presentation Skills, Body Language, Listening Skills, Empathy, Emotional Intelligence, and Continuous Development. Dr. Sharma’s unique perspective challenges conventional sales wisdom, offering fresh insights and innovative approaches to selling.
This book is not just about closing deals; it’s about building meaningful connections and creating win-win situations for both the salesperson and the customer. Dr. Sharma’s holistic approach focuses on long-term success rather than short-term gains.
Whether you’re a seasoned sales veteran or just starting your journey in sales, “Mastering the Hidden Pathway to Sales Success” is a must-read that will equip you with the knowledge and skills needed to excel in the competitive world of sales.
Chapter 1: The chapter opens with the question, “Is sales an art or a science or is it a combination of both?” The author argues that successful sales are a combination of both science and art. The chapter then delves into the hidden pathway to sales success, which includes personal grooming, the role of body language, active listening, understanding human psychology, empathy, personalization, continuous learning, and emotional intelligence.
Chapter 2: This chapter focuses on personality and presentation. The author argues that a favourable personality is a key to success in sales, and outlines ten traits that are important for sales professionals to possess. These include being considerate, confident, resilient, extroverted, persistent, passionate, empathetic, well-prepared, positive, and inquisitive. The chapter also discusses the negative aspects of a weak personality, such as being unpassionate, talkative, unempathetic, pushy, temperamental, unorganized, incompetent, and a job hopper. The chapter concludes by stressing the importance of corporate dressing and grooming for sales professionals.
Chapter 3: This chapter is dedicated to understanding body language in sales. The author explains what body language is and its role in sales. The chapter then outlines how to understand body language and gestures, and how to reflect confidence through body language. The author stresses the importance of smiling, maintaining good posture, using appropriate hand gestures, making eye contact, using power poses, avoiding fidgeting, dressing well, and showing appreciation through physical contact.
Chapter 4: In this chapter, the author discusses the importance of listening in sales. Different types of listening are explored, including appreciative listening, empathic listening, comprehensive listening, and critical listening. The chapter also identifies common barriers to effective listening in sales, such as interruptions, clarification or paraphrasing, shift responses, emotional hindrances, mental fatigue, and overconfidence. The chapter concludes by outlining skills to improve listening, such as minimal interruptions, maintaining focus, avoiding questioning in between, genuine and attuned feedback, and slowing conversations down. The benefits of listening in sales are also discussed, including lead nurturing, addressing objections, avoiding miscommunication, recapping an exploratory call, mitigating resistance, building rapport, and adopting a less pushy approach.
Chapter 5: The final chapter focuses on empathy and personalization in sales. The author defines empathy and outlines its importance in sales, including building a loyal customer base, increasing productivity and innovation, gaining a competitive advantage, creating engagement and collaborations, and opening up hidden needs. The chapter then explores how to improve empathy, such as taking a step back, asking questions and listening, innovating, identifying personal behaviour patterns, chasing knowledge, and avoiding assumptions. The chapter concludes by discussing how to demonstrate empathy to clients, such as understanding their emotional state, customizing solutions, offering support, and following up.
Chapter 6: Understanding Human Psychology
In this chapter, the author explains the importance of understanding human psychology in the sales process. The chapter starts with an introduction to the topic, followed by an explanation of why people buy things. The author discusses whether purchase decisions are personal or not, and then goes on to explore three factors that affect purchase decisions: cognitive bias, personal needs, and unconscious needs. Finally, the author lists several psychological selling techniques that salespeople can use to leverage these factors and improve their sales performance.
Chapter 7: Emotional Intelligence in Sales
This chapter focuses on emotional intelligence and its importance in sales. The author defines emotional intelligence and explains the five components of emotional intelligence: self-awareness, self-regulation, self-motivation, empathy, and social skills. The author then discusses the significance of emotional intelligence in sales and how it can improve the sales process. Finally, the author explores the pros and cons of working with emotionally intelligent salespeople and the future prospects for this type of sales rep.
Chapter 8: Continuous Learning
The final chapter of the book explores the concept of continuous learning and its importance in sales. The author explains three types of continuous learning: curriculum learning, reinforcement learning, and just-in-time learning. The author then goes on to discuss the benefits of continuous learning, including maximizing the efficiency and effectiveness of the sales process, easy technological upgrades, optimizing revenue, and knowledge refresher. Finally, the author emphasizes the need for salespeople to adopt a continuous learning mindset to stay competitive in today’s marketplace.
Overall, “Mastering the Hidden Pathway to Sales Success” provides a comprehensive overview of various aspects of successful sales, including personal grooming, body language, listening skills, and empathy. The book offers practical advice and tips for sales professionals to improve their skills and succeed in their careers.
Get Art & Science Of Sales Book Delivered At Your Address Now
₹550
OR
Get Both Books Combo
“The Art & Science of Sales(Part 1- Science) & “Mastering the Hidden Pathway to Sales Success” (The Art & Science of Sales, Part 2- Art)
₹450/-
OR
Get “Mastering the Hidden Pathway to Sales Success” Book
Delivered At Your Address Now
₹499/-
OR
Testimonials
Sumita Vig
Vice President at QodeNext Pvt Ltd
Ramesh Bala
Senior Sales Professional & Consultant
Roni Mani
Account Manager – Telecom – Conferencing Services
Saurabh Leekha
Senior Sales Professional and Author