Why do some salespeople out-sell, out-earn and outlast everyone else? It is because they think, work and approach selling differently than everyone else! A "must read" for every sales professional serious about making more money, Green Zone Selling is a collection of more than 50 best practices and winning approaches used by top salespeople in business today. Unlike other books on selling that are either far too elementary or full of manipulative sales tactics, Green Zone Selling takes you "beyond the basics" and presents intelligent, ethical, authentic and to-the-point advice anyone can easily understand and immediately apply. Imagine having an experienced and proven sales coach working alongside you, putting you on the fast-track to finding more leads, more clients and more sales...now! Written in a fast-paced and factual style, the book wastes no time getting right to the point-and pointing you toward how to get where you want to go. Green Zone Selling explores the four critical "zones" for how you can achieve greater success: The Mind Zone How your belief system dictates what you do (and don't do) every day Why 20 percent of all salespeople make 80 percent of the money Moving your mindset to a more positive way of thinking...today! The Time Zone Time is money; what that really means to commissioned salespeople How to identify and concentrate on "high yield" sales activities Five easy steps for managing your day and taking control of your time The Contact Zone Discovering and practicing the art of "sales speak" How to overcome sales call reluctance and a fear of prospecting The five most critical selling skills every salesperson needs to master The Future Zone Success is pivotal, not progressive; where do you go from here? Moving from simply making money to building real wealth How to run your business-and your career-from a plan
About the Author: Douglas Smith is president of Douglas Smith & Associates and a nationally known expert on sales and sales leadership. For more than twenty-five years, he has worked in sales, sales management, sales training, marketing, advertising, and strategic business development. Today, Doug delivers more than one hundred seminars, presentations, and sales workshops across the country every year. He invests more than three hundred hours each year studying and researching both company and individual best practices. He has published over two hundred feature articles in national magazines on the art and science of selling. He has personally coached more than 150 sales professionals sharing ideas and approaches to help them achieve greater success. Doug Smith teaches the skill of activation. His style is straightforward, no nonsense, and real world. Doug delivers tangible methods that move people into the green zone of taking immediate action to create immediate results.