HIGHLY RECOMMENDED BOOKS
We Are All Sales, People Five Steps to Fulfilling Relationships
and Improved Communication at
Home, School, and Work BRETT KEIRSTEAD
Communicating is tougher than ever. Our relationships are suffering. We are losing our ability to relate and interact with each other. Despite our advances in technology, people feel lonely and disconnected. The Internet has further enabled bullying. And how our leaders communicate – in busi- ness, politics, and entertainment – of- ten makes matters worse. Schools get caught up in standardized tests that fail to teach interpersonal skills.
Brett Keirstead, a 30-year sales professional, wants to leverage lessons from the noble profession of sales to do something about it. “What? Are you crazy? Salespeople? Noble? Not hard-
ly,” writes award-winning author and speaker Sam Richter in the foreword of the book. He continues, “Yes, noble! Very few other professions have such noble outcomes as helping others achieve what they might not otherwise achieve without your assis- tance…that is the hallmark of a great salesperson – or any person, for that matter.” Sales is an underappreciated profession. People often consider CPAs, doctors, and engineers to be highly skilled and educated craftspeople – and believe salespeople aren’t technicians; they get by on their great personalities. If only that were true! We constantly deal with negative people, objections, adversity, and unexpected consequenc- es that only a true professional can handle eloquently. We Are All Sales, People teaches five key life skills that mark the core transferable traits of great salespeople. First, in our professional lives, we as salespeople are committed to knowing the customer’s product through and through. But, in our personal relationships, we are the prod- uct – so how well do we know ourselves? Do we understand our own features, benefits, value proposition, and warning labels that would impact others’ interest in us?
20 | APRIL 2020 SELLING POWER © 2020 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
Second, to succeed in sales, we must sincerely under- stand our customers. What good is our product or service if the client has no need for it? Don’t you wish people would take the time to understand others in our personal lives? In today’s “me first” world, we could all learn from taking a genuine interest in others. Third, if you want to close business, you have to focus on mutually positive outcomes. Great salespeople propose solutions that solve a customer’s problem but also benefit their own personal situation. When you listen to our public leaders today that are influencing our society, are you hear- ing mutually beneficial solutions or one-sided proposals? Fourth, it would be wonderful if every proposal we ever sent was accepted at face value without objection. Real- ity tells us that, if we want to close business, we need to negotiate. Ever try negotiating with your spouse? Your teenager? Your boss? Those everyday life situations take careful negotiation – and this book teaches people how to navigate the circumstances effectively. Last, a salesperson knows that nothing really is final until the deal closes. Have you ever had your teenager agree to shut down their video game and come study – only for 20 minutes to pass with no movement? You got the verbal but the deal wasn’t closed! We Are All Sales, People leverages the strategies of the very best salespeople we have to offer and translates their skills to help people at home, school, work, and in their community to improve communication and create more fulfilling relationships.
Brett Keirstead is CRO of GlobalVetLINK and the owner of
wereallsalespeople.com. Order Brett’s book at
https://www.amazon.com/dp/1733871020/.
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