SalesBURST!!

"SalesBURST!! is an entertaining, clever, and out-of-the-box approach to selling. I recommend reading this book to anyone involved in selling today."
—Peter Handal, CEO, Dale Carnegie & Associates, Inc.

"Every salesperson wants to get up to speed as fast as they can-but not as fast as their manager wants them to. SalesBURST!! helps every salesperson shift into fifth gear without skipping first, second, third, or fourth. This makes three people happy:the manager, the salesperson, and the salesperson's banker."
—Jeffrey Gitomer, author of Little Red Book of Selling

"This is a great book that shows you how to make more sales, faster and easier than you ever thought possible."
—Brian Tracy, author of The Psychology of Selling

"Learn from Evans and SalesBURST!! how passion, determination, and an intelligence-based sales effort can make you successful."
—John Calamos, CEO, Calamos Investments

"I have utilized Evans's sales methods to successfully manage my sales accounts, my sales team, and my career for seventeen years. I look forward to using SalesBURST!! to train my salespeople firsthand."
—Joel Leetzow, Executive Vice President, North America and board member, Scancode

"SalesBURST!! is filled with Evans's success stories that will both inspire you and provide helpful hints to help you meet your own quota."
—Susan Bulkeley Butler, CEO, SBB Institute for the Development of Women Leaders and first woman partner at Accenture

"Evans completely exceeded my expectations. Not only did his presentation provide tremendous insights on sales but even greater life lessons."
—Rick E. Ridnour, PhD, Department of Marketing, Northern Illinois University

"SalesBURST!! teaches you to set goals and train for those goals so you win."
—Buddy Melges, America's Cup-winning skipper and Gold and Bronze Olympic Medalist

Acknowledgments xii

About the Author xiii

Preface xv

Late Show with David Letterman: FAST Close xviii

What is the Object of Entrepreneurial Sales Training? xix

Definitions xxi

Part I Secrets

Chapter 1 Secret #1: Ask a Question When You Are Lost 3

Chapter 2 Secret #2: Prime the Pump 7

Chapter 3 Secret #3: Role-Play the 10 Perfect Closing

Questions 9

Chapter 4 Secret #4: Call Back the Same Day 19

Chapter 5 Secret #5: Intercept 23

Chapter 6 Secret #6: Land Where You Planned 27

Chapter 7 Secret #7: Water, No Ice 29

Chapter 8 Secret #8: The Blame Game 31

Chapter 9 Secret #9: Give and Take 33

Chapter 10 Secret #10: Be a Contrarian 37

Chapter 11 Secret #11: Bet on Yourself 41

Chapter 12 Secret #12: Is Sales Art or Science? 45

Chapter 13 Secret #13: Immediate Action After Strategy 49

Chapter 14 Secret #14: Program Your Mind 53

Part II Questioning

Chapter 15 Answer a Direct Question with a Question 59

Chapter 16 The Checklist Close 63

Chapter 17 Land Mines 67

Chapter 18 Cats, Dogs, or Fish? 71

Chapter 19 Alternative Ways to Cold Call 75

Chapter 20 Selling an Intangible 79

Part III Listening

Chapter 21 Self-Monitoring 87

Chapter 22 How to Calm an Irate Customer 91

Part IV Hiring

Chapter 23 The Most Effi cient Interview 97

Chapter 24 Rejection and Impression 103

Chapter 25 Initial Reaction versus Fact 107

Part V Organizing

Chapter 26 21-Day Challenge 113

Chapter 27 Sell Like You Are a Business 119

Chapter 28 Start Up Capital? 127

Chapter 29 Six Degrees from Kevin Bacon 131

Part VI Showing

Chapter 30 Trade Shows: A Successful Way to Sell

From a Booth 137

Chapter 31 More Booth Marketing Ideas 141

Part VII Marketing

Chapter 32 FREe-commerce 147

Chapter 33 Lease and Refi nance 153

Chapter 34 Your Presentations 157

Chapter 35 Good Medicine 163

Chapter 36 Better Than New 169

Chapter 37 You versus Goliath 173

Chapter 38 Digitize Your Competition and Reposition 177

Index 183

PATRICK EVANS is an Inc. 500 winner and the founder of EVCOR, a software integration firm that facilitated the shipping for GE, Intel, Dell, Abbott Labs, and 3,000 other firms. He started EVCOR in his house and eventually sold it for $60 million. He has trained thousands of sales representatives using his SalesBURST!! methodology.

For more information, visit www.salesburst.com.

If you or your sales team are having trouble closing the big sales, maybe it’s time to change the way you think about sales entirely. SalesBURST!! presents a fast and effective training program that teaches salespeople how to think—and sell—like an entrepreneur. This rapid sales training course turns sales candidates into top producers and arms experienced sales professionals with new tactics for continued success.

The world’s only entrepreneurial sales system, SalesBURST!! frees you from the traditional sales model and introduces fresh strategies for better selling. Plus, it not only teaches you how to close more and bigger sales, it teaches you how to train your sales candidates and teams to excel at the same, successful entrepreneurial sales model you’ll master.

SalesBURST!! starts with basic sales secrets that can’t be beat—how to save a sale you’re losing; how to get into the proper mindset for consistent success; how to master the dialogue of closing; and how to close more sales by listening better. In addition, you’ll learn how to interview and hire great prospects to grow your sales force and how to market yourself, your salespeople, and your business to bring in a steady stream of new prospects.

But there’s much more to the SalesBURST!! system than just nuts-and-bolts selling guidance. Even the most effective tactics and strategies can only improve your game so much. The real secret is in changing your sales mindset, as well as the mindset of your sales team. Once you start thinking like an entrepreneur—not like a robotic sales machine—you’ll be able to ditch your typical pitch and connect with customers and prospects on a higher, more effective level.

Organized into short, quick-hitting chapters that cover one tip, topic, or technique, SalesBURST!! is perfect as a resource for quick sales advice. But taken together, these short bursts of guidance make up an entire sales training program certain to take your sales performance to a higher level. If you sell anything to anyone—from consumer products to business-to-business megadeals—SalesBURST!! offers explosive real-world advice.