http://worldsbestsalestrainer.comRSS feeds for World's Best Sales Trainer60http://worldsbestsalestrainer.com/Discussions/tabid/58/articleType/ArticleView/articleId/40/Predominate-Psychiatrist-Reviews-New-eBook-on-Sales-subculture.aspx#Comments0http://worldsbestsalestrainer.com/DesktopModules/DnnForge%20-%20NewsArticles/RssComments.aspx?TabID=58&ModuleID=388&ArticleID=40http://worldsbestsalestrainer.com/DesktopModules/DnnForge%20-%20NewsArticles/Tracking/Trackback.aspx?ArticleID=40&PortalID=0&TabID=58http://worldsbestsalestrainer.com/Discussions/tabid/58/articleType/ArticleView/articleId/40/Predominate-Psychiatrist-Reviews-New-eBook-on-Sales-subculture.aspx  As a psychiatrist, I have always been fascinated by salespeople and their insights into the human condition. Many have a keen ability to read people, to understand their motivations and to persuade them - the later being, of course, the main mission of a sales person. The proficient sales person has a non-academic ability to do what we in our profession strive to do - influence behavior. Several Months ago, one of these sales professionals walked into my office to sell me phone and internet service. He was persistent but never made me feel uncomfortable. I was captivated, while at the same time interested in his thought process. He later told me he was “creating rapport,” and I realized that this “relationship” with me is something that he creates with all types of people on a daily basis. Out of the blue he brought up non-verbal cues, and I found what he said very insightful. He told me he wouldn’t lie to me because I would be able to read his body language. He obviously changes his behavior depending on who he is in front of. When he told me he was writing a book regarding sales people and how they can best survive in a “hostile and dangerous environment,” I was very interested and agreed to read the book. I was surprised at the depth that Greg went into his world. As prospects and clients we only see a fraction of the sales process. I posted the following comments on his blog at: http://www.worldsbestsalestrainer.com/ "I enjoyed your book very much. It is clear, interesting, informative and enlightening. I would recommend it to people I know, even ones who are not in sales. I think your understanding of the mind and human interaction is excellent." Greg writes in an “in your face” style, but somehow never crosses the line of being mean or hateful, although he does step close in almost every chapter. Every time I thought he was about to go over the line, he would reverse direction and explain his thoughts in a real and constructive way. This makes reading his eBook captivating and fun.  Here is one of the insightful passages from the book that I found in the chapter “Hacks”. This can create tension because the sales person often wants an answer so he or she can move on. The Techie does not want to get caught up in an ill-conceived plan that will take time away from their other duties. When this situation becomes untenable for the tech hack, he will not likely confront the sales rep head on. He will feel out-matched in verbal skills, and will use passive/aggressive tactics to defend himself. An example of this is not responding to phone calls or emails. The author shows an acute awareness of his environment as well as knowledge of the human condition. This is just one insight of many that makes this a must read for anyone in the sales industry or for those who run a business. Even as a psychiatrist, I learned things that I can use in my business. I was also impressed by the writing style. In my profession there is always something new to read. I could not stop reading this eBook. I wondered how a sales person could communicate so well. After going on to the author’s website, I discovered he has a degree in journalism, which made sense. Combine his education and the 30 years plus Greg had spent in the field selling for a host of different companies, and it is not by chance that he has written a straight forward, hard hitting eBook that is probably going to become the industry standard on how to survive in the sub-culture of sales.MichaelFranzblau MDSun, 15 Nov 2009 22:43:00 GMTf1397696-738c-4295-afcd-943feb885714:40http://worldsbestsalestrainer.com/Discussions/tabid/58/articleType/ArticleView/articleId/38/New-eBook-On-Sale-Now-Surviving-Prospering-in-Your-Sales-Career-Field-Manual-for-the-Sales-Professional.aspx#Comments0http://worldsbestsalestrainer.com/DesktopModules/DnnForge%20-%20NewsArticles/RssComments.aspx?TabID=58&ModuleID=388&ArticleID=38http://worldsbestsalestrainer.com/DesktopModules/DnnForge%20-%20NewsArticles/Tracking/Trackback.aspx?ArticleID=38&PortalID=0&TabID=58http://worldsbestsalestrainer.com/Discussions/tabid/58/articleType/ArticleView/articleId/38/New-eBook-On-Sale-Now-Surviving-Prospering-in-Your-Sales-Career-Field-Manual-for-the-Sales-Professional.aspx      Not your typical sales book, which is filled sales tips and a bunch of motivational stories to get you all hyped up. Read the rest only if you want an honest and logical guide on how to survive in the sales environment.GregMon, 21 Sep 2009 19:11:00 GMTf1397696-738c-4295-afcd-943feb885714:38http://worldsbestsalestrainer.com/Discussions/tabid/58/articleType/ArticleView/articleId/35/What-are-the-Different-Types-of-Sales-People.aspx#Comments0http://worldsbestsalestrainer.com/DesktopModules/DnnForge%20-%20NewsArticles/RssComments.aspx?TabID=58&ModuleID=388&ArticleID=35http://worldsbestsalestrainer.com/DesktopModules/DnnForge%20-%20NewsArticles/Tracking/Trackback.aspx?ArticleID=35&PortalID=0&TabID=58http://worldsbestsalestrainer.com/Discussions/tabid/58/articleType/ArticleView/articleId/35/What-are-the-Different-Types-of-Sales-People.aspxI am writing a chapter about different types of sales professionals I have encountered over my sales career. What kind of sales pro are you? What types of sales people have you come accross during your career. How do you catagorize sales people?GregMon, 20 Apr 2009 04:42:00 GMTf1397696-738c-4295-afcd-943feb885714:35http://worldsbestsalestrainer.com/Discussions/tabid/58/articleType/ArticleView/articleId/34/What-makes-a-sales-manager-a-real-pro.aspx#Comments2http://worldsbestsalestrainer.com/DesktopModules/DnnForge%20-%20NewsArticles/RssComments.aspx?TabID=58&ModuleID=388&ArticleID=34http://worldsbestsalestrainer.com/DesktopModules/DnnForge%20-%20NewsArticles/Tracking/Trackback.aspx?ArticleID=34&PortalID=0&TabID=58http://worldsbestsalestrainer.com/Discussions/tabid/58/articleType/ArticleView/articleId/34/What-makes-a-sales-manager-a-real-pro.aspxWhat makes a sales manager a real pro Here is a blurb from my up coming New York Times Best Seller. What do you think? What am I missing? His or her high standards make the statement that this is a real pro. These are not only high standards for the sales team but also for themselves. A good sales manager knows that practicing what one preaches will always lead to better results, and the results are what really matters. A pro can step into the salesperson's role and do the job as well or better than anyone on their team. They should be awesome closers because it is the role of a leader to go into the difficult sales situation and make it happen. The pro knows how to manage his salespeople and his or her boss. The pro will protect a salesperson from the office politics if he or she listens to the advice given. The job of a sales manager is to position each salesperson to succeed. This does not mean that he will fulfill every request. He is not a secretary. On the contrary, most of the time it is saying “no” which will get the salesperson back on track.  Managing a sales team is like teaching a class of 5 year olds because the teacher needs to treat the students equally and at the same time each one has his or her individual needs. Some may be cuter or more likeable, but they all need guidance to live up to their potential. It is the same with salespeople. They all have different needs but all deserve the same chance to succeed (I must say that the 5 years olds do listen better). The pro has a methodology to bring along to manage members of their sales team. They all do things differently, but they do have a reason for what they do. The pro always focuses on results and treats the members fairly. Finally, there is no question about who is in charge. GregFri, 27 Mar 2009 13:41:00 GMTf1397696-738c-4295-afcd-943feb885714:34http://worldsbestsalestrainer.com/Discussions/tabid/58/articleType/ArticleView/articleId/32/What-advice-would-you-give-to-someone-that-was-going-to-interview-for-a-sales-job.aspx#Comments2http://worldsbestsalestrainer.com/DesktopModules/DnnForge%20-%20NewsArticles/RssComments.aspx?TabID=58&ModuleID=388&ArticleID=32http://worldsbestsalestrainer.com/DesktopModules/DnnForge%20-%20NewsArticles/Tracking/Trackback.aspx?ArticleID=32&PortalID=0&TabID=58http://worldsbestsalestrainer.com/Discussions/tabid/58/articleType/ArticleView/articleId/32/What-advice-would-you-give-to-someone-that-was-going-to-interview-for-a-sales-job.aspxI am about 1/3 of the way of writing my bestselling book on sales. If your answers are clever enough they will find their way into my new book. Actually I am not that hard to impress. I appreciate the help.Wed, 25 Mar 2009 00:25:00 GMTf1397696-738c-4295-afcd-943feb885714:32