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.
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.
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.
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
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