Overview

Every salesperson has wished for a sales training book that is so simple, direct and useful that you could pull it out when you're on the phone, waiting and nervous, to focus on the next step of the process. 'There's No Such Thing as Closing the Deal: A Brief(case) Guide to Successful Sales' is that book. The book reinforces the essential elements of successful sales technique--conversation, trust, repeated behavior, simple rules and good humor--using bulleted lists organized in a logical sequence. Whether you're an experienced salesperson who can appreciate a quick review of the fundamentals or someone new to the field, this brief guide will keep your focus on successful sales technique when you need it most.

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9780615591124

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Author Information

Jane Murphy held a number of senior sales and management positions during a 20-year career with Fidelity Investments, as well as being one of the senior managers who was asked to conduct sales training for the client services teams. Her last role was as senior vice president overseeing a large national division that sold 401K services to small and medium-sized companies. She established the division in 1995 with one salesperson and annual sales of less than $100,000 and grew it to a large organization with more than 80 people and sales of more than $2 billion in new assets every year. Using the experience of 30 years in the corporate world, Murphy started her own boutique firm, Acceleration Retirement, which specializes in sales, marketing consulting, training, and execution of growth strategies for select clients. The company, with more than 20 associates, has seen exponential revenue growth during its early years and is considered a one of the top tier firms for quality execution. Over the years, Murphy has hired and trained hundreds of salespeople. She began to formulate and use the methods in this book in her days as a young sales manager and continued to develop and fine tune these ideas as her career progressed. The methods are based on observing successful and struggling salespeople and the fundamental tools she used over the years to develop herself, her organization and her successful sales staff.

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