Hire The Right Salesperson
A Joint Meeting with Lakewood Ranch Business Alliance
Mark Wilensky, President of High Mark Systems, is a sales development expert with 30 years of experience growing people, sales and companies. His unique psychological approach provides insight into the minds of buyers and sellers and turns selling challenges into win-win partnerships. He brings his knowledge to a wide range of clients though ongoing training and coaching. He’s a featured speaker at national sales meetings and associations.
Inside Sales Management is that rare business book which addresses the most challenging situations that managers encounter, often on a daily basis. Whether it's helping salespeople outgrow their fears and need for approval, eliminating excuse-making, learning how to debrief effectively, using bottom-line interviewing techniques, bringing new hires up to speed quickly, win-win coaching - you'll find all these vital topics explored and explained with psychological insight and humor. In the second part of the book you'll learn sales psychology, from the points of view of managers, salespeople and even clients and prospects. You’ll learn how buyers and prospects think, evaluate and decide, all of which is vital to successful selling. The psychology of persuasion chapter will give you subtle insights into how to approach and guide every kind of personality in the buying process. Learn how to grow your sales team, your revenues and your reputation and satisfaction as a successful manager.
Inside Sales Management is also a graduate level course in sales psychology that salespeople can use to reach the top of their profession more quickly. The real world examples, role-plays and exercises enliven the strategies and make this a dynamic reading experience.