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Selling ASAP

Art, Science, Agility, Performance

by Eli Jones by Larry Chonko by Carl Stevens by Fern Jones

216 pages / 6.12 x 9.25 inches / 9 figures

ebook available

Business Sales & Selling

  Hardcover / 9780807144275 / March 2012

Selling ASAP combines both timely and timeless components of selling to help professionals achieve their sales objectives in today’s fast-paced business world. As the authors demonstrate, rapidly changing customer expectations have led to a dramatic shift in the business of selling. Customers no longer want product experts—they want trusted advisors. This invaluable guide stresses the importance of viewing a sale not as a one-time encounter but as an opportunity to build a long-lasting, mutually beneficial relationship. 

Utilizing sound academic research and solid business practices, the authors provide strategies for better anticipating client needs and prescribing solutions that build value over time. The professional edition of Selling ASAP includes numerous practical tips, such as how to behave during a sales call, what language to use or avoid, and how to complete a transaction and begin a profitable business relationship. In addition to covering the fundamentals, Selling ASAP offers innovative sales techniques—backed by extensive research—for the modern salesperson.

Eli Jones is Dean of Louisiana State University’s E. J. Ourso College of Business and the E. J. Ourso Distinguished Professor of Business. Before becoming a professor, he worked in sales and sales management for three Fortune 100 companies. Dr. Jones has designed and taught corporate sales and sales management training courses around the world.

Larry Chonko is the Thomas McMahon Professor of Business Ethics at the University of Texas at Arlington. Dr. Chonko is the author or coauthor of fifteen books.

Carl Stevens has managed sales education and consulting projects across six continents and fifty-one countries for companies including Caterpillar, Dresser, DuPont, Ford Motors, IBM, Xerox, and many more.

Fern Jones manages Eli Jones & Associates, Inc., a sales and marketing, executive education, and research firm; and Novewave, LLC, an innovative multimedia business solutions provider.

Advance Praise for Selling ASAP

“One thing is certain in the world of selling—change. Selling ASAP is a dynamic book that not only gives you the essential keys to being successful over a long sales career, but also the specific components of mastering sales success in a rapidly changing sales environment. When you devour this book, get out your highlighter and pay special attention to the section on Agility. If you do this, and apply what you learn, your bank account will thank you! Sales managers, if your team is stuck and struggling, understanding Agility can be the difference maker in your performance this year. Read it now!”—Tom Ziglar, CEO of Zig Ziglar

Selling ASAP should be recommended reading for every salesperson who aspires to become a true professional. Sales managers should share this book with every salesperson in the company. Why? Because Selling ASAP clearly focuses on the most critical skills, strategies, and tactics salespeople need to win in today’s tough business environment. Eli Jones and his colleagues will help you get a seat at the table where the decisions are made that will positively impact the destiny of your company.”—Gerhard Gschwandtner, founder and publisher of Selling Power magazine  

“There are plenty of people who have written practical books on how to sell. And there’s an increasing number of professors and researchers who are writing good books about the theory of selling. But there are only a handful of writers worldwide who can combine theory and practice into a useful whole. Dr. Eli Jones is one of those people. On the one hand, he is a distinguished professor and a well-respected academic. This makes for sound insights and a balanced perspective. On the other hand, he’s had an equally distinguished career in sales, working for a number of leading companies. This makes his advice street-smart and credible. The combination is a thoroughly useful book that will help those people who are looking to improve their selling.”—Neil Rackham, author of Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value

“Eli Jones has been a pioneer in the dramatic passage of a sales career from peddler to promoter to professional. He has the credentials, having carried the bag for great companies like Quaker Oats, Nabisco, and Frito-Lay. But that was just the start. He continued well past serving a particular customer to developing the salespeople who will serve the more demanding customers of the future. As a professor, then as a center and institute director, he was a visionary with both the foresight and courage to develop one of the original university sales curricula. It’s possible that he may be responsible for developing more professional salespeople than any other. His success has led to achieving the status of a ‘dean’ in his profession. His perspective is invaluable; his insights will be game changing. If you aspire to sales leadership, you should aspire to Selling ASAP.”—Howard P. Stevens, CEO and chairman of Chally Group Worldwide

“This book belongs in the briefcase of every sales professional, manager, and parent who wants to harness the powers of persuasion and do so in an ethical manner.”—Robert L. Jolles, author of Customer Centered Selling and Mental Agility: The Path to Persuasion

“We at Insperity have adopted the philosophy and truths that are found in Selling ASAP. We have learned from our clients that a ‘trusted advisor’ sounds more permanent to them than a sales rep or consultant. Dr. Jones presents a clear road map for the serious professional to become a ‘trusted advisor,’ helping their customers attain even greater success because of their involvement in their business. It is what the ‘best’ customers now expect.”—Jay Mincks, executive vice president of sales and marketing at Insperity
 
“I am excited to recommend Selling ASAP: Art, Science, Agility, Performance. This book is unique in that it covers best practices and is backed by solid research. I am certain it will positively impact the skills of professional salespeople who want to reach the next level of sales productivity.”—Bryan Flanagan, Flanagan Training Group
 
“If the debate about whether selling is art or science hasn’t been settled, Eli Jones has taken care of that with his important new work, Selling ASAP: Art, Science, Agility, Performance. We’re not in Kansas anymore, Toto; it’s the second decade of the 21st century and the urgency of this marketplace is unforgiving of the unprepared. The proven techniques you will acquire in this book will prepare you for 21st century sales success. The question is, are you prepared to risk what you know for what you might learn?”—Jim Blasingame, host of The Small Business Advocate Show
 
“Dr. Jones and his colleagues do a masterful job of outlining the technical aspects of selling the ‘Science’ but equally as impressive they clearly articulate the value and importance of the ‘Art’, noting the importance of ‘creativity and spontaneity’. In today’s fast paced world, buyers and prospects are constantly bombarded with people who suggest that they have break through solutions but who often fall short. Selling ASAP prescribes the ‘secret sauce,’ empathy and service, which are critical components for a successful career in sales. This book is a must read for any serious sales person.”—Dennis R. Maple, president of ARAMARK Education
 
“I travel the world stressing the need to invest in creating a culture of preparedness. Selling ASAP likewise emphasizes preparation as the key to success in sales. The techniques in this book will better prepare you for building solid business relationships that will improve your chances of becoming a trusted advisor. This is a must-read!”—Lieutenant General Russel Honoré, U.S. Army (Ret)

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