Recently I wrote a blog post saying that I had been asked to write a review of a new book called Topgrading for Sales by Bradford.D.Smart and Greg Alexander.
Here is my very first video book review. I hope you enjoy it. For the traditionalists the typed word review follows after:
The authors do a great job of setting the tone of the book with real life examples of sales people who have experienced massive increases in performance by controlling their ability to prospect by overcoming sales call reluctance either face to face or on the telephone.
They also make a great point of extending the scope of the book to get the reader to consider self promotion, or rather the lack of it as a type of call reluctance. In today’s business climate, they argue, it is the self promoters that will get the recognition and reward in sales and any other profession.
Self Promoters share three main common behaviours:
