PDF Download No Bull Selling: 3rd Edition, by Hank Trisler
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No Bull Selling: 3rd Edition, by Hank Trisler
PDF Download No Bull Selling: 3rd Edition, by Hank Trisler
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The canned pitch is dead! It requires much more than the completion of a sales course to be a successful salesperson in today's volatile business environment.
Hank Trisler, founder and chief executive author of The Trisler Company, brings to bear his rich experience and common sense tactics in this newly revised 3rd edition of his classic, bestselling book. Sprinkled with humorous anecdotes and hypothetical situations, No Bull Selling tells you what you need to make that sale. You will learn how to:
- Create rapport with the buyer
- Determine the customer's needs and ability to buy
- Cold call effectively
- Get an appointment
- Improve your communication and appearance
- Build relationships and much more . . .
With Hank Trisler's down-to-earth and effective advice, you will acquire the success you've always dreamed of. No Bull Selling will teach you exactly what you need to know to become a super salesperson, no matter what you are selling. Learn the secret, and you too will be able to sell it like it is!
No Bull Selling is my all time favorite sales book. I've made more than a million dollars in commissions using the techniques I learned in this book and you can too. Hank Trisler is, and always will be, my hero. - Jeb Blount, CEO of SalesGravy.com and Author of�Power Principles and Sales Guy's 7 Rules for Outselling The Recession
No Bull Selling is a true sales classic that still offers great advice for people who sell to consumers. It's filled with numerous strategies to turn prospects into buyers, build strong relationships and close more sales. - Jill Konrath Author of Selling to Big Companies
No Bull Selling is one of those must read sales books because it gives sales reps what they need most: the basic, common sense approach to sales.� Any one of the gems contained in this book will make you a top producer. If you're looking for a book on sales that is filled with substance, not fluff, then pick up and read this book today.� You'll be happy you did! - Mike Brooks, Author of The Real Secrets of the Top 20%: How To Double Your Income Selling Over The Phone
Hank Trisler is one of the true sales thought leaders. No Bull Selling passes the test of time with real-world, practical teachings that can take any sales person's game to the next level. Don't just read it...follow it! - Lee B. Salz, CEO of Business Expert Webinars and award-winning Author of Soar Despite Your Dodo Sales Manager
Hank Trisler gets it right, No Bull Selling is an invaluable tool for anyone that needs to drive top line sales revenue, I highly recommend it. - David Steel, Author of The Care and Feeding of Highly Aggressive Salespeople
- Sales Rank: #1155612 in Books
- Published on: 2009-10-05
- Original language: English
- Number of items: 1
- Dimensions: 8.50" h x .52" w x 5.51" l, .65 pounds
- Binding: Paperback
- 230 pages
- ISBN13: 9780981800493
- Condition: New
- Notes: BRAND NEW FROM PUBLISHER! 100% Satisfaction Guarantee. Tracking provided on most orders. Buy with Confidence! Millions of books sold!
About the Author
Throughout his life Hank Trisler motivated and inspired people around the world. His "No Bull Selling" book series has thousands of devoted followers and he went on to become a top producer in real estate and write sales programs and teaching others in real estate with GRI & RNMI throughout the country.
Most helpful customer reviews
8 of 8 people found the following review helpful.
Throw away every other sales book you've ever read.
By Dan Bammes
"People don't buy things for your reasons. They buy things for their reasons, and if you want to sell them something, you have to find out what their reasons are and work with them." That's a paraphrase, but it's what I remember from reading No Bull Selling at least 15 years ago. What Hank Trisler wrote then is still universally true. It's a simple toolbox full of useful ideas. He ignores the hocus-pocus and quasi-spirituality that makes so much sales literature nauseating. An extraordinary book that makes only modest claims, but lives up to all of them.
6 of 6 people found the following review helpful.
People buy for their reasons, not ours
By Andrew Everett
No Bull Selling offers practical sales advice with a sense of humor. Hank Trisler writes, "I've been going to sales seminars all my adult life. That's how I got so misinformed."
Listening
"People buy for their reasons, not ours, so we have to diagnose before we can prescribe... Feedback lets us be a heat-seeking missile. Wherever the target goes, we can follow."
"Selling is communicating. In the process of effective communication, it is far more important to understand than to be understood." Trisler says that one of the biggest mistakes a salesperson can make is "talking about things that don't interest the customer."
"I'm going to propose to you the 80-20 rule of selling... the customer talks 80 percent of the time and we talk 20 percent. When we talk, we ask questions to cause the customer to talk more... In selling, the pay is far greater for asking the right questions than for knowing the right answers. People don't care how much you know until they know how much you care about them... One of the finest, and shortest, nondirective probes I have ever heard is 'Oh?'"
Objections
"Objections don't get in the way of the sales process; they are a part of the sales process... An objection merely means that the customer is sharing with us a problem, as he sees it." If you argue, you will put the prospect in a defensive position. "The way to deal with objections is to flow with them." To illustrate, Trisler recalls a visit to a Mercedes dealership. "I've been trying to justify the price of a 450SL. They sure cost a lot of money." The dealer replied, "Yeah, they do cost a lot of money, don't they?"
Prospecting
"Prospecting, in my opinion, is well over half the game in selling."
"I believe that the easiest, fastest, most pleasant, and most profitable method of prospecting is getting referrals from our spheres of influence." Trisler categorized his customers as A, B, or C. "An A will send you business, if he remembers you. So never forget an A, and never let an A forget you."
The book includes a Sales Activity Calculator worksheet. This not only determines how many contacts are needed per day in order to meet the sales objective, it puts a dollar value on those contacts. Start with your average earnings per sale. Divide by the average number of presentations per sale. Then divide by the average number of contacts needed to make a presentation. "'You mean I make $9 every time I hand out a card, whether or not they buy?' You got it. Could this realization make prospecting more fun? Every time we contact another warm body, we make money. The amount of money depends on our personal averages... Manage activity, not results."
"I'm going to suggest you sit down before every sales call and make a list of objectives, in descending order of importance." For example: Make a sale; Make another appointment; Get more information about the customer and his problem; Get referrals; Leave an atmosphere conducive to future dialogue. "Now, honestly... can't we get at least one of them? This means that we'll never again 'lose' on a sale; just some days we'll win bigger than others.... It shields our fragile egos from the reality of failure."
Nonverbal Communication
Trisler cites research by Dr. Albert Mehrabian who found that people form opinions based on the following factors:
* 7% verbal (the words we use)
* 38% vocal (how we sound when we say what we say)
* 55% nonverbal (how we look when we say what we say)
"Fifty-five percent of your impact on people is visual... A fine rule is to dress like the people your customers go to for advice... This may make word selection seem unimportant. But let's look at selling today. The competition is tough, so I don't want to be at even a 7 percent disadvantage."
Hank Trisler died in July of 2012 at the age of 75.
4 of 4 people found the following review helpful.
Quick, Informing and Enjoyable Read
By ITALIAN
Hank Trisler shares basic and not-so-basic wisdom in a book that you will enjoy and gain from. Here are timeless selling truths told in a way that only Trisler can pull off. How often have you laughed your way through a serious subject? You will here, and you will emerge smarter, more skilled and street-smart. I re-look NO BULL SELLING about every 18 months, and every time I gain a new insight or tip that helps me sell more, earn more and feel good about it. If you think you know all there is to know about selling and the human condition, this book is for you!
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