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    Sell More and Better, Eternal Sales Techniques beyond Internet
    Sell More and Better, Eternal Sales Techniques beyond Internet
    Sell More and Better, Eternal Sales Techniques beyond Internet
    Ebook187 pages2 hours

    Sell More and Better, Eternal Sales Techniques beyond Internet

    By Raúl Sánchez Gilo

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    About this ebook

    SECOND EDITION! (Extended) It will change the way you think about selling. You don’t need fancy persuasion tactics, a perfect sales pitch or be the greatest salesman in the world. You need to know the Eternal Sales Techniques that will always work. From the universal sale principles, to the final formula to get customer loyalty and exceed their expectations.

    When the fiction meets the art of selling the result is an entertaining and original sales book. An ancient book, a sword with a soul, a Samurai with a mission, a tiger and a dragon... Discover what they have in common in this unique literary experience, full of principles, ideas, a lot of humor and amazing concepts to sell more and better. The extended Second Edition includes the additional chapter: ‘The Mystery of the Cover’

    Anyone in sales will find inspiration and motivation in this sales book that provides the keys to excellent sales results. After the success of the original edition, it is finally available the English version.  A must-read for all type of salespeople, entrepreneurs, businessmen, marketing and sales professionals, sales managers, sales trainers, exporters, start-ups and students.
    • For beginners in sales: If you are new in sales or have small experience, it will help you to discover the real concept and basics of sales. Learn the main principles prior to developing any bad habits. No any trick techniques can replace the focused understanding of the sales fundamental and the eternal sales techniques. The very first sales book to buy, easy to read, powerful, and especially entertaining.
    • For anyone looking to increase their sales knowledge: if you are interested in sales, it will give you a better understanding of the main elements. Regardless of what you're selling, this book will help you to sell more.
    • Recommended even to experienced salesmen: especially to those who have taken vices along the years, and need a refresher, or reinforce their skills.
    • Recommended for sales trainers: a much better way to explain the concepts to your sales team, it will save you time and effort, providing excellent coverage of key principles, a most enjoyable way to build the solid base and reference for your sales training.
    Whether you're new in sales or an expert, it's a quick read that will change the way you think about selling.
    • Mixing fiction and commercial science with an effective narrative that reveals the real sales formula and the main fundamentals.
    • A ideal book for sales training, inspiring, fun, powerful and motivator.
    • With the keys to understanding the balance between products, salespersons and customers.
    • The best way to master the art of selling and stand out from your competitor.
    Selling is an old knowledge that today we have complicated a bit more, with new technologies, neuromarketing, internet, and a thousand other things. This sales book teaches to sell beyond all that, helping to learn in a short time what it takes years to discover.

    Readers opinion (original edition):
    “A must read. The way of telling the sales tips is very original.”
    “Very interesting for both salespeople and any kind of reader.”
    “Very pleased to see so many wise advices exposed in entertaining way.”
    “There is a lot of experience behind the advices.”
    “2 in 1: educational and fun.”

    If you sell, or want to sell more and better, this sales book is for you. Do you want to stand out from your competitors? Attract more and better customers? Get customer loyalty? This book answers your questions.
    Download the book now and get results today!
    LanguageEnglish
    PublisherRaúl Sánchez Gilo
    Release dateJun 21, 2017
    ISBN9788826457765
    Sell More and Better, Eternal Sales Techniques beyond Internet
    Author

    Raúl Sánchez Gilo

    Sobre el autor: Ingeniero, viajero, vendedor y escritor español. Y no necesariamente en ese orden. Gracias a su larga experiencia exportando a más de 60 países, a lo largo de Asia, Oriente Medio, África, Europa y Europa del Este, el autor comparte los secretos para vender más y mejor en su primer libro. Una lectura imprescindible para los millones de vendedores, comerciantes, empresarios, profesionales del marketing y ventas, gerentes, directores de ventas, asesores, expertos en coaching, responsables comerciales, start-ups y estudiantes.

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      Book preview

      Sell More and Better, Eternal Sales Techniques beyond Internet - Raúl Sánchez Gilo

      Note

      Notes to the Second Edition.

      The great support and warm reception of this book by all the readers of the first edition have encouraged me to publish this extended Second Edition, both digital and printed.

      In this edition, an extra chapter has been added at the end which somehow completes the book at explaining what represent all the elements of the original cover. Some of them appear throughout the book, as is the case of the tiger, the book and the egg. Others, such as the mysterious blue box, have a large relationship with all the concepts and sales topics that are described throughout the book and in this edition their meaning are revealed.

      Thus, the title of the new chapter is ‘The Mystery of the Cover.’ Although, from now on, as a challenge, the reader is invited to try to discover the mystery for himself and to think about what these elements represent during the reading and conclusion of the book.

      In any case, and before you read the last chapter, I will be happy to receive your interpretations, as I have done with the readers of the first edition. The surprise for me was that it had more interpretations than the one I gave at first, many of them very interesting and original, so it will be a pleasure to hear your opinion in this email: raulvendermasymejor@gmail.com

      I want to take advantage of this opportunity to thank all the opinions, reviews and comments of the many readers, both in the Spanish and English edition. It would be impossible to name them all, but I want to highlight the great unanimity of positive reviews received from great sales masters, from well-known professionals with a lot of experience and expertise as salespeople, sales team managers, business owners, both B2B and B2C, from sellers of all sectors, sales coaches, as well as other authors and experts in the art of selling. Your opinions are very important to me, I keep them all in my heart, and they encourage me to keep writing. I dedicate this Second Edition to all of them with a big Thank You!!

      To you, new reader, I hope you like it, that it motivates and inspires you in your daily work and mainly that you have fun, since that’s what it’s all about at the end. Meanwhile, I am sure that this wonderful phrase of a classic will inspire you to discover the Eternal Sales Techniques:

      ‘If you want to persuade me, you must think my thoughts, feel my feelings and speak my words.’ (Cicero)

      See you inside.

      PROLOGUE

      If you sell, or want to sell, this book is for you. Do not leave your destiny to chance; discover with this book what is really to sell. You will not regret. The eternal knowledge of how to sell more and better has always been there, and will be there beyond the latest technological changes, fashions, beyond the internet and beyond when it be overtaken by other media, call it virtual reality or artificial intelligence, or whatever the future holds for us, but always, always, the concepts explained here will be valid, since we are human beings, and that is what makes the difference.

      Addressed to:

      You don’t know why you’re not able to sell more? You don’t know how to build customer loyalty in your business? How to sell better? Do you want to get more and better customers, more profits, and succeed selling? This book answers your questions. Discover what is really Sell, with capital letters:

      Eternal and universal concepts, applicable to any field, any industry and at any level, to get what we want most. This book can help anyone —involved or not in selling products or services— to improve their commercial and human nature understanding, to learn or relearn the basics of selling, and to move on from here. But anyway, do not think that this is only the beginning, or the end, but a way, in this case the best of the ways, because it is lighted by the spirit, and by the heart, which we all have.

      A book for beginners and professionals

      Whether novices or experts who have taken vices over many years, this book is especially dedicated to:

      Sellers, salespersons, businessmen, technicians, entrepreneurs, exporters, dealers, traders, storekeepers, sales managers, suppliers, distributors, travelers, exhibitors, merchants, general managers, account executives, business owners, negotiators, advisers, agents, representatives, executives, intermediaries, middlemen, consultants, developers, opinion leaders, trainers, marketing experts, coaching experts, motivators, networking experts, e-commerce experts, bloggers, experts in tourism, in human resources, personal shoppers, insurance agents, sponsors, entrepreneurs, start-ups, students of economics and business, marketing, sales or many other careers, and thus a long etcetera.

      In fact, the concepts explained here should be studied in any career, since everyone, somehow, have a client-facing facet: engineers, doctors, lawyers, teachers, architects, veterinarians, economists, entrepreneurs, computer experts, pharmacists, telco experts, communicators, designers, politicians, hoteliers, journalists, advertisers, musicians, artists, photographers, translators, public relations, social works, business management, and many others.

      In short, this book is aimed at all those who, in one way or another, have a business relationship. The long list, almost comic, is just another way of saying that ultimately affects everyone in the industry and in life, at all levels.

      It is also dedicated to all those who are looking for an entertaining book, with no magic solutions, which helps to think and is full of concepts and principles to negotiate and sell more and better.

      It works, in fact it has always worked, and it will always work:

      Selling and trading in an intelligent way is an ancient knowledge, just that today we have complicated it a bit more, with the new technologies, the marketing, the new era, with new ways of working and interacting with customers, with internet, the big data and with a thousand more complications. At the end, to a greater or lesser extent, it will always be essential to know what we already knew, and that we are forgetting with the routine. This book teaches to sell, beyond all these complications, but it is not a bible on sales, because there is no such thing as to answer everything, neither about this nor about any other matter, but you will already discover that by yourself...

      We will start telling a story of mystery and ancient secrets.

      And finally we will unveil the easy and valuable formula to be successful selling.

      Accompanied by our guides, we will make an amazing trip that will catch us, full of principles, ideas, metaphors, double meanings, a lot of humor, and surprising relationships between concepts which will discover us the authentic way to sell more and better.

      Among many other things:

      We will analyze the human needs and what means to sell and be a salesman.

      We will enter inside the seller/salesperson to check what the seller of the future will be like.

      We will discover our main weaknesses and strengths, and how to use them in our favor, a trip to ourselves.

      We will immerse ourselves in the secrets of the product, how to get the best out of it, and how to sell ideas.

      From an old grain of rice to the internet, we will find out how to benefit from added values such as the brand.

      We will ‘bull-fight’ the price; we will expose the formula of product value and how to define our value proposition.

      The soul of the sword will catch us, as we reveal the mystery of the egg and how to use the quality to achieve the customer satisfaction.

      We will try to kill the product while going through its life cycle and we will learn how to direct our efforts at each stage.

      We will know better our customer and will discover the best classification.

      We will get drunk, literally, to discover the desires and motivations of customers, how to understand them and influence them.

      We will explore how to manage customer relationship and their follow-up.

      We will visit the old market to understand where customers are, how to identify potential customers and our ideal customer.

      We will be surprised at how to better manage our time and effort, and our results, with Pareto’s rule or without it.

      We will learn to optimize customer satisfaction, so that we do not have to play cards, and we will learn to sell ideas and manage expectations.

      We will arrive at the endless knot to convert each sale in the beginning of the next, with the final formula to get customer loyalty and amply meet their needs.

      We will know the heart of the tiger, and the wheel of life; and we will have fun on the trip.

      Go ahead; discover the eternal and exclusive knowledge that is waiting for you ... Success and many sales!

      (Note: from now on, as a more general, broader concept, we will use ‘seller’ to refer also to ‘salesman/salesperson’, including not only those whose job it is specifically to sell but also to any person, company or organization that also sells, to which all concepts and advices are also applicable)

      CHAPTER 1: MY COMMITMENT TO JIN

      This is not a tale, nor an invented story, since it happened as it was, and condemned me since that time, forcing me to tell it, share it and even he talks to me.

      I met him a night of heavy rain and cold, the doors of hell, or of heaven, had opened, and the air whistled to stun. There were few lights, I was walking through streets that I did not recognize and did not know where to take refuge. I looked everywhere and glimpsed an open shop, the only one that could be at these hours; a good option to hang out until it stops raining; to get lost in its aisles and shelves filled with thousands of unnecessary items, as I had done many other times, until most probably finding something that I didn’t know I needed until then, and that inevitably would buy, and it is that these Chinese stores have about everything.

      I walked in without thinking, literally in another world, where I felt at ease, and that was what it was all about, about the experience; somehow, the famous Swedish furniture manufacturer and Chinese bazaars do the same, although at different levels: provide everything, at less price, and above all, to manage the customer experience for increasing your happiness when buying, even if you do not need so many things, but you always take the bait ... Why will it be?

      I do not know how much time passed, I think it was still raining but I was not sure. As usual, my eyes ran through all that was there, the cave of Ali Baba, everything was a bargain, affordable, usable and desirable; I went through halls and corridors, it was fun. Without knowing how, I stepped into a darker corridor, slightly gloomy, full of items that looked broken and some nonsense, but I was already at that point where my mind was stunned after seeing hundreds of products, and didn’t know what I was looking for either —and if you asked, it was always down the hall— so I kept going without fear, sure that at the end I would find something extraordinary, and so it was...

      Suddenly, after a corner, more light, more space, and someone in the background, behind a counter ... Would I’ve come back to the beginning of the store? ... It was all quite different from the entry, and here there was no entrance or exit, just a clerk waiting and smiling at me: a young guy who looked Asian, not Chinese, maybe Japanese, but not from the nowadays, but from another age by his dress; he was wearing a short and open kimono that seemed black silk, and which let see a pant with many folds —later I would know that they were seven folds, representing the seven virtues according to the bushido tradition (translated in the Japanese usage as ‘the way of the warrior’), or that they also represented the five elements plus the ying/yang duality according to Zen tradition, and that such wearing, the hakama, was formerly an status symbol that allowed to distinguish the samurai (‘the one who serves’ according to its original meaning), but I would learn later all that— now I had arrived at the counter and I nodded, I think I said ‘good nite’ or so, I do not remember well, I was astonished, and he corresponded me with another greeting, but more formal, respectful and sincere; in fact, it was the classic reverence, with his hands at his sides, studied and precise —I was nearly at the point to measure the angle with the smartphone, sure he bowed exactly 30 degrees— and although he seemed wishing to tell me something after the salute, he just looked at me for a while, I think he was waiting that I would talk to him, until I broke the ice:

      This part of the store seems different from the beginning, is there something special here?

      Yes, there is, he replied softly, My name is Jin, and I’m here to help you choose it.

      But I see nothing here that interests me, and even if it were so, I was not going to say it, I thought.

      "It’s true, you have been hanging around the store for a long time and did not decide on anything, so I’m glad you came here, since I’ve been in this shop longer than anyone else, and I’m the one who can best help you. Would you like to see something special? Somehow I nodded, "I warn you it is not suitable

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