In the ever-changing world of sales, there is no magic bullet no single sure fire, tried-and-true method that can be readily imitated by anyone and everyone to suddenly and miraculously improve performance. In fact, the world's best salespeople are not characterized at all by their technique.
Unlike many how-to-sell books written by motivational gurus and successful salespeople, Smith and Rutigliano s work is backed up by facts and figures gleaned from 40 years of Gallup research. The authors, both Gallup consultants, dissect stereotypes and debunk popular myths about selling to determine that there is no one formula for success, and that training, knowledge and experience cannot make a great salesperson. Instead, they find, great salesmanship stems from exploiting individual talents. Top salespeople succeed by figuring out what they do best and then finding a way and a place to do it. With that argument established, Smith and Rutigliano take an interactive approach to help readers find their own Signature Themes, directing readers to www.strengthsfinder.com (for which they ll need an ID code from a Gallup publication) to gauge whether they fit their current situation by taking a quiz based on a 12-step hierarchy of employee engagement. Since the authors contend that good managers help sales stars shine, they analyze what makes a good sales manager and relay advice from those they deem the world s best. This inventive book should help people with a knack for sales achieve better results. (Feb. 26) Copyright 2003 Reed Business Information.