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Selling BEYOND Survival: The Essential System for High-Activity Sales Professionals, by Lance Cooper
Download Selling BEYOND Survival: The Essential System for High-Activity Sales Professionals, by Lance Cooper
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DO YOU SELL ENOUGH FOR THE LIFESTYLE YOU ENVISION? How many sales must you close? How many appointments must you hold? How many prospects must you find?
Every day, millions of salespeople, entrepreneurs and small business owners sell a monthly required number of widgets and services. They sell to survive. Many of them are filled with stress and anxiety stemming from cash flow swings and inconsistent sales. With a sales cycle of 90 days or less, from finding a lead to closing a sale, they sell just enough to keep the lights on and to keep from getting fired.
They work hard, but not smart. They do not know that the Right Levels of Right ActivitiesTM leads to the right income.
Entrepreneurs, consultants, and small businesses owners and managers have little experience with sales processes, and they default into habits that lead to inconsistent sales and borderline survival. Corporations that know better get defocused from coaching the fundamentals necessary for great performance.
What would it be like to sell at levels which produce a better lifestyle? What if you could solve this sales puzzle for yourself and for those you lead?
Read this book, and discover an easy-to-use process that, if followed, will change your mindset, stir your heart, and make you better.
Discover how high-activity sales professionals achieve their goals with a simple activity-management system, and ...
- Focus on THEIR goals and commitments.
- Determine specific activity levels - 6-3-1
- Track progress and forecast sales & income and keep the revenue and income flowing.
- Sales Rank: #634135 in Books
- Published on: 2012-12-31
- Binding: Hardcover
- 274 pages
Review
Lance Cooper's book reveals a step-by-step winning sales formula to insure individual and team results. The results are demonstrated by the hundreds of companies and thousands of lives who have benefited by Selling BEYOND Survival. --Jack D. Plating, (retired) Executive Vice President & Chief Operating Officer, Verizon Wireless
I was totally AMAZED when I reviewed Selling BEYOND Survival. It seems like Lance Cooper knew exactly what my sales team was struggling with. He has hit it out of the ballpark with this easy to read and understand program designed to help us Coach to a Better Lifestyle. I can't wait to begin using this with my crew. I plan to begin with focus groups of five and work through the book during weekly conference calls. --Roger D. Anderson, State Manager, Omaha Woodmen Life Insurance Society
Selling Beyond Survival cuts straight to the heart of why it's important to understand our strengths and weaknesses, set up long term goals that have real, personal meaning and find the passion in our sales jobs again. Even better, the solution to these problems isn't difficult - in fact, Lance lays it out step by step in a way that anyone can take the system and make it work for them. Ignore the bluster of all the other business gurus and use what works in the real world. This is it. --Jonathan Longnecker, Co-Founder of Kicktastic and FortySeven Media
Lance Cooper has discovered the winning formula and has put it into understandable form in his very readable book, Selling Beyond Survival. I recommend it and the ideas it promotes. Thank you, Lance, for taking a complex topic and presenting it so simply. Jay Conrad Levinson, Author, Guerrilla Marketing
If you call yourself a Sales Professional, you should read Selling BEYOND Survival. Successful salespeople follow a process, and many books have been written about sales techniques. Lance Cooper's book turns the art of selling into an uncomplicated science that focuses on how the right levels of the right activities will lead to success. Jack Brundige, Director of Sales for U.S. Cellular
... a great book, Selling BEYOND Survival focuses on the one area where salespeople have complete control their activities. This powerful, practical, fast-moving book shows you how to get organized and get busy making sales in less time. Brian Tracy, Author, The Psychology of Selling
For the first ten years of my professional career, I was directly involved in sales and sales management. IF ONLY I had this resource for myself and for my sales personnel, I have no doubt we all would have solved our worst problem, activity management, and would have had significant increases in our productivity and income. Selling BEYOND Survival is, without a doubt, the most comprehensive, yet practical guide to increasing sales productivity that I have ever read. Even if you hire a few plow horses instead of race horses,this book will provide the structure and motivation you need to be most successful. Dr. Larry L. Craft, Author/Developer, The Craft Personality Questionnaire (CPQ) --Dr. Larry L. Craft, Author/Developer, The Craft Personality Questionnaire (CPQ)
In SELLING BEYOND SURVIVAL, Lance Cooper takes you on a wonderful journey to an increased selling effectiveness and a better life. In a well-organized, specific, entertaining and readable format, he presents a step-by-step plan that can improve the performance of every sales professional. As a bonus, the final part of the book presents an excellent plan for recruiting and coaching a great sales team. I especially enjoyed the emphasis in the book on teaching salespeople to make excellent use of their time by identifying and doing those activities that lead to greater sales. It's not the hours we put in our work that matter. It's the work we put in our hours. Michael LeBoeuf, Author, How to Win Customers for Life
Selling BEYOND Survival is a fabulous guide for salespeople who want to end the struggle and dramatically increase sales. It is loaded with examples and tactics that you can put into action immediately. If you re tired of struggling with your sales processes, this is the book for you. Highly recommended! Stephanie Chandler, Author, Own Your Niche: Hype-Free Internet Marketing Tactics to Establish Authority in Your Field and Promote Your Service-Based Business,
Lance Cooper has put together A STEP-BY-STEP WAY for anyone to achieve their sales goals. He starts by walking you through the process of setting goals that get your needs met. Then he takes you by the hand and shows you the kinds of activities you need in order to achieve those goals on a regular basis. It s a logical, common sense, easy-to-grasp system. Chris Lytle, Author, The Accidental Salesperson and The Accidental Sales Manager
If your sales cycle is 90 days or less, read Lance Cooper s Selling BEYOND Survival. You ll discover how high-activity sales professionals manage their SALES FUNNEL to achieve their sales and income goals. Jill Konrath, Author, SNAP Selling and Selling to Big Companies
A great salesperson can be terrible at managing the business of selling. Lance Cooper s SELLING BEYOND SURVIVAL, provides the missing ingredient that can improve the productivity of even the best of the best. Al Ries, Author, War in the Boardroom
Lance Cooper has a passion for helping people, and it comes across in his new book, Selling BEYOND Survival. The diligent reader will read, absorb, and practice the ideas presented. We professionals are always looking for ways to get better. Ron Willingham, Author, Integrity Selling for the 21st Century, and The Inner Game of Selling
SELLING BEYOND SURVIVAL effectively teaches salespeople to gain better control over their sales results. Lance Cooper s activity management model helps both small business owners and sales professionals to consistently achieve their goals. This is a very easy to read book with numerous keepers you can apply immediately. Dr. Tony Alessandra, Author, Be Your Own Sales Manager and Collaborative Selling
What the philosophy of "Moneyball" was to baseball, using the RIGHT players doing the RIGHT processes producing winning success and even World Series Championships, SELLING BEYOND SURVIVAL is to sales! Using the RIGHT levels of the RIGHT activities produces sales success! It's a simple way to look at your belief in a defined process and to put your best efforts towards them to achieve a desired result! Greg Karnes, Regional Director, Cellular Sales
Lance Cooper just hit a home run. This comprehensive guide to winning in high-activity sales is one of the best ever written. I just bought this book for my entire sales team and you should too. --Jeb Blount, CEO, SalesGravy.com, Author, People Buy YOU
I m sorry to say that most business books on sales say pretty much the same thing. Unfortunately, the results are pretty much the same as well. This book says something quite different. That the system is the solution. That the individual who masters the system will excel, by far, over everyone else. And, that the system Lance Cooper has built and perfected is within reach of every single one of us. Great book, Lance Cooper. Great read for the rest of you! Put the System to work! Michael E. Gerber, Author, The E-Myth books, INC Magazine s The world s #1 small business guru!
Lance Cooper has nailed it! Success in sales is engaging in the right activity. He shows you how to shorten your sales cycle and put more money in your pocket faster.Bill Cates, Author, Get More Referrals Now!
If you want your sales people to do what counts and do enough of it to generate abundant sales...read and study this book! Filled with short stories, clever examples and memorable life lessons, this is the handbook you've been waiting for. Sales are made only through direct, sustained action and this book will motivate you and them to make more calls on the right people in the right way. --Jim Cathcart, Author, Relationship Selling
About the Author
Lance Cooper is President of SalesManage Solutions and teaches sales managers how to coach their people from Good to Great. He helps them understand the values and beliefs that shape high-performing sales cultures, and he designs sales coaching systems with the processes, tools, and skills to help sales managers coach better and reps to sell more. His company has trained over 30,000 salespeople and their leaders within more than 300 corporations.
He lives in Tennessee, and after training or speaking, he enjoys spending time with his family, fishing, kayaking, and writing.
Most helpful customer reviews
0 of 0 people found the following review helpful.
Game Changing!!
By RickRock
Once you pick it up, you wont be able to put it down!! Selling Beyond Survival is a gripping page turner that imparts a philosophy which can drastically impact your sales production. But its real magic is in the genius of how it accomplishes that goal -- and how it transforms your thinking -- which is unlike anything I have ever seen in my 26 years of selling.
Set against the backdrop of the author's fascinating career in sales, you will find yourself pulled into appointments where you will vividly experience the events which shaped the author's ideology. You can practically smell the phone booths and boardrooms as the author pounds the pavement while learning -- and teaching -- the real meaning of success.
Sometimes it just takes a minor change of perspective to unleash the potential which wells inside each of us. Think you're not talented enough? Want to know why talent doesn't even matter? Lance accomplishes that in a unique and artful way which will leave you ready to unwind and swing for the fence!!!
If you want to learn something which can give any sales professional utter peace of mind, this book will be your "a-ha" moment.
0 of 0 people found the following review helpful.
Set your sales goals, then CRUSH them!
By TrailerGuyBob
If it was that simple anyone could do it! Ever heard that?
Well that was my first thought after reading Lance Cooper's straight forward, well written and potentially life changing book, "Selling Beyond Survival".
My second thought was I wish I had this book 20 years ago to provide to the hundreds of sales professionals I had the pleasure of working with over the years. Would have saved so much time and helped so many achieve their life goals.
For the price of a decent dinner, you can greatly improve your sales results, and your commissions. So, don't wait for your boss to suggest this approach, buy the book, implement these techniques and prepare for success.
0 of 0 people found the following review helpful.
Channel your inner Honey Badger
By Patrick Howsare
If you don't know what a Honey Badger is, I sincerely hope you youtube it. Selling beyond Survival lays out a plan of action for those who are not satisfied with their current income level. As a sales person, regardless of what I make, it never feels like enough. In this book, Lance Cooper lays out the mentality as well as the foundation for giving yourself a more profitable life within your sales career. Anyone that is not comfortable with their current income level needs to pull their credit card out and make this purchase. It could very well be the beginning of a new life for you!
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