Author(s): Tony Rutigliano

Sales & Marketting

Sales experts Tony Rutigliano and Brian Brim, deliver a compelling new perspective on building better sales forces by using the strengths of each sales person more effectively. It includes access to Gallup's StrengthsFinder. Sales people are constantly told that the key to high performance for every salesperson is to be found in following a programme of specific steps and techniques. The truth is that sales people are most successful when they use an approach that fits them best. Of course, specific selling techniques can help, but only by those salespeople who are able to successfully apply those techniques. Some are, some aren't - and the difference is talent. "Strengths Based Selling" explains talent and how to identify and maximise it, and then covers the basic steps of the selling process, including prospecting/cold calling, assessing opportunity, identifying solutions, building advocacy, negotiating, closing, and servicing/retaining/growing. Thus, the reader can take the Clifton StrengthsFinder Assessment, discover his or her own unique strengths, learn to apply them to sales, and formulate strategies to triangulate individual talent and job role. The reader will see how leveraging strengths not only improves job performance but it also improves personal engagement at work. Building a successful sales career requires tapping into the best aspects of who you are and using those elements to your advantage.