The Green Sheet Online Edition
August 11, 2014 • Issue 14:08:01
Discipline, engagement, action
GS Book Notes
We periodically receive books from authors whose experience and insights could be of value to payment professionals. Three such books are on our bookshelf now. One is geared for sales professionals; another targets sales managers; the third speaks primarily to business owners. As an ISO or merchant level salesperson, you might wear all three hats.
Velocity Selling: How to Attract, Engage & Empower Buyers to Buy, written by Bob Urichuck and published by Morgan James Publishing, promises to teach you how to get buyers to chase you, not vice versa, by employing Urichuck's Velocity Selling System. By focusing on buyers' needs; eliminating manipulative sales techniques; and systematically addressing their own attitudes, behaviors, competencies and disciplines, sales professionals can "experience stronger buyer relationships, faster sales cycles, higher margins and profits, and improved closing ratios," Urichuck stated. A coach to Fortune 500 companies, he also offers complementary video-based sales training at VelocitySelling.com.
A premise behind Engage Me: Strategies from the Sales Effectiveness Source, by Kevin Higgins, is that "salespeople don’t leave companies; they leave managers." Higgins' solution to this costly churn: a how-to guide for creating an engaged team that is cohesive because it is part of a "great" sales culture. The book’s three sections are devoted to developing the attitude, skills and sales management disciplines that, according to Higgins, enable managers to coach, develop and motivate an engaged team that will stay put. Higgins is the Chief Executive Officer of Fusion! Learning Inc., a sales training organization that also published this book.
The Way You Do Anything Is the Way You Do Everything: The Why of Why Your Business Isn’t Making More Money, by Suzanne Evans and published by John Wiley & Sons Inc., is designed to help business owners identify what they are doing to inhibit their own success, take responsibility and act in ways that help them realize their dreams. Based on her experience of going from being a dissatisfied secretary to the owner of a seven-figure business in less than four years, she offers advice, anecdotes and tactics, as well as exercises to help readers apply what they learn.
Each of these books is available in print and e-book formats.
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