|By PR Newswire||
|December 30, 2013 05:35 PM EST||
TRI-CITIES, Tenn./Va., Dec. 30, 2013 /PRNewswire-iReach/ -- Author and nationally acclaimed speaker and business consultant Charles J. Clarke III has recently published a new book, Lies and Myths We Have Been Taught in Selling -- How to Double Your Sales Immediately and Not Torture Your Buyers. It is available through Amazon.com, Kindle or directly through the author at email@example.com.
In his recent book Lies and Myths We Have Been Taught in Selling, Clarke bursts through 37 traditional selling myths, such as:
- You need to earn the right to close.
- Social first is always more important than business first.
- A salesperson always needs to establish common ground.
- Selling the "sizzle" is more important than selling the "steak".
- A salesperson should not – 100 percent of the time – ask "What do you think about going ahead with this today?"
Clarke suggests it would be good to earn the right to close, but that is subjective. Even if you don't think you have earned the right to close, close anyway and try to close everyone 100 percent of the time.
Clarke's lifelong research as a professor and business man, through his seminars and consulting, is his original trademarked work of Bulls, Owls, Lambs and Tigers®: Personality Selling™. In his BOLT™, Clarke explains that if we always sell the way we would like to be sold, we could be losing half to three quarters of our potential sales and thus torturing a good portion of our potential buyers or clients.
Regarding those five earlier questions as it relates to Clarke's animal personalities, Bulls and Owls – who account for approximately 50 percent of the population – are less emotional than Lambs and Tigers. They report they really want the "steak," not the "sizzle". They want business first, not social first. Bulls and Owls resent a salesperson trying to build common ground, which is always touted as the thing to do in selling.
As an example of how the book can be useful to people who are not employed in sales, chapter 39 includes marriage and relationships. Clarke notes that Owl personalities are very practical and analytical and tend to give practical gifts. Tigers, who are fun-loving and exciting, resent receiving practical gifts. Bulls are bottom-line, get-to-the-point people and often give money as gifts. Lambs are people-pleasers who prefer not to receive money because they feel no thought or emotion went into selecting the gift.
The benefit for people reading this book will be more sales and greater profit. It is a must-read and a total breakthrough of innovative and creative thinking. It is beneficial for all, even those not in sales, so they understand others better.
Media Contact: Charles Clarke III, Charles Clarke Consulting, 678-516-4833, firstname.lastname@example.org
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SOURCE Charles Clarke Consulting