Synopses & Reviews
“We set out to write a book that could make all us Johnnies better sales peopleand now you hold the results of that desire in your hands. Who should be reading it? Sales executives and managers who want to build a better team, CEOs who want to better understand why their Johnnys cant sell, sales people who want to sell more and get (back) on top, and the maverick salesperson who simply needs more ideas on how to drive his or her sales manager crazy.”From the Introduction
Merge sales and product training practices to dramatically increase sales.
In the competitive world of sales, organizations and managers have long bought into popular methodologies, exposing sales teams to a multitude of new approaches in the hopes of capitalizing on the next hot thing. But while many things work in the short term, no success seems to last.
Why Johnny Cant Sell . . . and What to Do About It is the story of “Johnny,” the sales professional who has tried it all and still hasnt found the formula for consistent success that helps him understand his product, his customers, and how to close the deal.
Nick and Kantin chart Johnnys course through the sales process, examining his methods and providing sound advice and practical exercises. Why Johnny Cant Sell is an essential sales companion, helping readers increase sales by bridging the gap between product and sales training.
Managers, sales teams, and field reps will learn to:
* Recognize training gaps
* Build sales tools that boost selling power
* Communicate success to customers
* Determine the value of a product or service to a prospect
* Demonstrate value with compelling proposals and presentations
Why Johnny Cant Sell guides salespeople of all levels throughout the sales process, providing sound advice and practical exercises to build confidence and create custom sales approaches increasing the bottom line.
For additional Why Johnny Cant Sell tools, visit www.whyjohnnycantsell.com.
Review
“Look in the mirror. You could be Johnny. Regardless of your age, or gender, you may have the wrong habits for sales success. This book contains the real-world sales success elements for every Tom, Dick, and Sally in sales. Buy it, and change ‘can't sell to ‘sells like hell!”
Jeffrey Gitomer, author of The Little Red Book of Selling and The Little Red Book of Sales Answers
“If your reps are struggling to make the grade in today's highly competitive business environment, you'll discover why in this information-rich book. Plus, it's packed with powerful but uncommon selling strategies and tools to put Johnny back on the honor roll. I give it an A+.”
Jill Konrath, Chief Sales Officer, SellingtoBigCompanies.com,
author of Selling to Big Companies
“You must learn to sell if you want to surviveand more importantly, you must learn to sell effectively if you want to thrive. Find your competitive advantage in Why Johnny Can't Sellthis book will give the direction.”
Howard Stevens, Chairman, HR Chally
“Any sales professional interested in adding value to their customers, their own company, and ultimately prospering from that activity, will learn much from this informative text. Why Johnny Cant Sell provides us with tools to assess our current state, relative to a competitive standard. Why Johnny Can't Sell will be required reading for our team.”
Bob Knebel, Vice President, Sales, Bombardier Flexjet
About the Author
Michael J. Nick is president and founder of ROI4Sales, Inc., and author of
ROI Selling. He is a nationally recognized expert in value estimation and ROI and conducts public workshops and seminars throughout the year. Nick has been featured in national publications, including
Software CEO,
Sales and Marketing Management, and
Selling Power, and as a speaker at major industry events. His expertise extends globally with companies like Oracle, Great Plains, Hewlett-Packard, and Rockwell Automation.
Robert F. Kantin is president and founder of SalesProposals.com, a sales consultancy and software company. A veteran of the software and training industries, he founded Electronic Learning Systems in 1987, which he sold to Goal Systems in 1989. He has served in executive positions at leading firms, including MTech as Vice President and Manager of the computer-based training business unit and Goal Systems as Director of the professional services group for the Southwest.