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Game Plan Selling: The Definitive Rulebook for Closing the Sale in the Age of the Well-Informed Prospect, by Marc Wayshak
PDF Download Game Plan Selling: The Definitive Rulebook for Closing the Sale in the Age of the Well-Informed Prospect, by Marc Wayshak
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In today's technology-saturated world, information is cheap. The Internet has changed everything for prospects--not to mention for the salespeople who hope to win their business. Prospects no longer need that big sales pitch touting all the features and benefits of a product. What's more, they have come to resent old-school selling techniques. As Marc explains in Game Plan Selling, winning the business of well-informed prospects is very similar to winning in sports. Consistent success--both in sales and on the field--requires a distinct strategy, a repeatable process and a clear plan to execute with commitment and passion. In this highly practical book, you will learn how to: *Separate yourself from the competition; *Use a simple system to close sales more quickly and with greater frequency; and *Create a personal selling plan to virtually guarantee success.
- Sales Rank: #447339 in Books
- Published on: 2014-01-28
- Original language: English
- Number of items: 1
- Dimensions: 8.50" h x .46" w x 5.50" l, .53 pounds
- Binding: Paperback
- 184 pages
Review
"Marc has written a powerful, practical book that can transform your sales results and give you a real edge in today's market."
Brian Tracy - Bestselling Author of The Psychology of Selling
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"In the old days, salespeople were in power because they had information buyers needed. Today, buyers are in charge because everything they need to research products, services, and companies is freely available on the web. New selling models are required. Are you playing by the new rules? Marc Wayshak shows you how."
David Meerman Scott - Bestselling author of The New Rules of Marketing and PR
"When I read a sales book, I look for a couple of nuggets that will give me a competitive edge. I found a bucket of gold in Game Plan Selling."
Bill Cates - Author of Get More Referrals Now
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"If you have ever played sports and need to master selling, then you will love this book. Game Plan Selling shows us how to be a champion in the sport of sales."
Jim Tunney - Former NFL Referee, "The Dean of NFL Refs"
"If you are looking to close more sales then this book is a must-read. Marc Wayshak provides a great new perspective on and a lot of usable solutions to one of the oldest challenges in selling--closing the deal."
Suzanne Bates - Bestselling Author of Speak Like a CEO
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"Game Plan Selling shows us, in a very fun-to-read style, exactly how to close the sale in a time when the rules of selling have changed."
�John Chapin - Author of the Gold-Medal Winning SALES ENCYCLOPEDIA
About the Author
� � � � Marc Wayshak is a sales strategist and the bestselling author of Game Plan Selling and Breaking All Barriers. He created the Game Plan Selling System, a revolutionary sales methodology, based upon his experiences as an All-American athlete, Ivy League graduate, startup entrepreneur and years of research, training and selling. Marc's innovative selling system works for salespeople, entrepreneurs and companies alike. He is a regular online contributor to Fast Company, Reuters, Entrepreneur, The Huffington Post, the Hoover's Bizmology blog and the Salesforce blog.�Marc holds an MBA from the University of Oxford and a BA from Harvard University. � � � � While studying for his undergraduate degree at Harvard, Marc suddenly lost all his college savings in a stock market crash. Compelled to have to help pay for college, Marc started a small marketing company. Little did he know, he was about to embark on a journey filled with challenges. He would soon learn just how hard it was to have to sell in order to survive. � � � � By using the right techniques, Marc created exponential growth for his marketing business, turning it into one of the fastest growing event marketing companies in New England. The expanding client list soon included corporations such as Subway Sandwich Shops, ExxonMobil and Getty Oil. As his company grew, Marc served as captain of Harvard's rugby team and was selected as an All-American rugby player. These experiences as a top athlete further shaped his sales philosophy, as he discovered many similarities between closing the sale and winning on the field. After selling his business at just 23 years old, Marc began teaching sales to organizations both large and small. � � � � Today, Marc Wayshak is known as America's Sales Strategist. He shares the powerful strategies and techniques of the Game Plan Selling System through writing, training and coaching. Marc travels the world helping organizations and entrepreneurs transform their sales.
Most helpful customer reviews
5 of 5 people found the following review helpful.
Great read to improve sales skills
By Infinet Marketing
I make a ton of cold calls everyday and Wayshak's technique on prospecting completely changed the way I look at my job. I like how he lays out specific questions to ask prospects and his opening play concept is something that I now use all the time. A must-read for sales people.
4 of 4 people found the following review helpful.
Game Plan Selling
By MIchael M
As a Vice President of Sales and Operations for one of the nation's largest home health providers, I am always searching for materials that will enhance our ability to meet and exceed our customer's needs. Game Plan Selling is a must read for any executive leading a sales organization. Marc 'uncomplicates' the sales process. The book provides a dozen gems of information that any person in your organization can take and run with. Its simple to understand and just as easy to implement. The message the book brings to life, has personally helped me identify and close a large deal for my organization. I have read a hundred business books on motivation, sales, all of the 'how to' books, and Game Plan Selling is among the very best. Frankly, because it works. I have seen results within a month of reading it. Read it and follow it. You will not be disappointed.
3 of 3 people found the following review helpful.
If you want to be successful in Sales...Buy this book!
By Timothy Cromwell
If you are new to Sales or are an experienced pro, this book will give you a Plan to Succeed.
Check out Chapter 3 of this book "The 31 Most Common Struggles in Sales" This chapter alone is worth the price of the book. If you are not experiencing one of these challenges than you are either not being honest with yourself or you are already in the top 5% of your profession. If you are in the top 5%, congratulations, if you are not in the top 5% than this will certainly give you a plan to achieve that status.
Sales is a profession and many "suspect" prospects treat us like we are not deserving of their time before we speak. Marc will show you how to determine if the "suspect" is deserving of our time. He shows us that disqualification is crucial for serious sales growth.
This book will give you 59 easily laid out rules to build your skills. I would highly recommend this book as well as Marc's previous book "Breaking All Barriers" Read and Succeed!
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