New Book Guides Salespeople to Stop Pitch Meetings and Connect With Customers
United States of America (Press Release) January 21, 2008 --
Brian J. Bieler in his latest book in the “Powerful Steps” series says, “It's time to transform our thinking about the sales process. Most sellers are using outmoded concepts and persuasion models. The customer is burned out, fed up, and disinterested. Professional buyers have seen this all before. As a result, the job of selling is getting harder and harder.”
Bieler notes that most sellers respond by trying to get their hands on better sales tools, which usually means, better computers and software programs so they can create even flashier brochures and animated PowerPoint type presentations.
In today's media saturated high tech world, this is the wrong approach. Instead, says Bieler, “We need to go for a human connection.” The best sales tools available are not simply relying on computer presentations and canned pitches but to improve communication skills that lead to real discussions with customers.
Leave the computer at home he says. “Step up to an easel, take a marker in hand, face your customer and tell them the story of how - against all odds - you managed to solve a problem not unlike the one they face." Bieler says this works because, “The human mind is hard wired to love a great story, especially ones that shows us how to navigate a tough situation successfully.” The book gives specific steps the seller can take to create, perfect, and present a compelling story.
Sales tools and strategies in the book leads the reader on how to connect with customers instead of simply pitch meetings that short circuit relationship potential. The man on the street is smarter then he looks and selling has become more complex. There is no simple formula to learn, cookie cutter rules don’t apply to professional sales. Just because selling does not require a degree doesn’t mean you can be successful without education,” says Bieler.
The reader gains insight from real-life sales and management experience how to be a better negotiator, use professional speaking strategies and close sales without arm-twisting tactics. Relationship selling is not a short term fad. In a supply driven, fast moving, high-tech economy buyers are in control. Sellers that focus on service, relationships and problem solving are winners and in high demand.
“The Sales Operator” delivers up-to-date strategies of how things are done behind the sale. The book is presented in a fast-paced, easy to understand style that explains both how and why the top performers make more sales and earn higher incomes.
About the Author
Bieler J. Bieler is a 30+ year veteran of sales, management and broadcasting. He started in advertising sales in New York City at Women’s Wear Daily, Mademoiselle Magazine, became VP and General Manager of ten major market radio stations coast to coast, President of Viacom Radio Group in New York City and President of WestWorks Marketing in La Jolla, CA.
Bieler notes that most sellers respond by trying to get their hands on better sales tools, which usually means, better computers and software programs so they can create even flashier brochures and animated PowerPoint type presentations.
In today's media saturated high tech world, this is the wrong approach. Instead, says Bieler, “We need to go for a human connection.” The best sales tools available are not simply relying on computer presentations and canned pitches but to improve communication skills that lead to real discussions with customers.
Leave the computer at home he says. “Step up to an easel, take a marker in hand, face your customer and tell them the story of how - against all odds - you managed to solve a problem not unlike the one they face." Bieler says this works because, “The human mind is hard wired to love a great story, especially ones that shows us how to navigate a tough situation successfully.” The book gives specific steps the seller can take to create, perfect, and present a compelling story.
Sales tools and strategies in the book leads the reader on how to connect with customers instead of simply pitch meetings that short circuit relationship potential. The man on the street is smarter then he looks and selling has become more complex. There is no simple formula to learn, cookie cutter rules don’t apply to professional sales. Just because selling does not require a degree doesn’t mean you can be successful without education,” says Bieler.
The reader gains insight from real-life sales and management experience how to be a better negotiator, use professional speaking strategies and close sales without arm-twisting tactics. Relationship selling is not a short term fad. In a supply driven, fast moving, high-tech economy buyers are in control. Sellers that focus on service, relationships and problem solving are winners and in high demand.
“The Sales Operator” delivers up-to-date strategies of how things are done behind the sale. The book is presented in a fast-paced, easy to understand style that explains both how and why the top performers make more sales and earn higher incomes.
About the Author
Bieler J. Bieler is a 30+ year veteran of sales, management and broadcasting. He started in advertising sales in New York City at Women’s Wear Daily, Mademoiselle Magazine, became VP and General Manager of ten major market radio stations coast to coast, President of Viacom Radio Group in New York City and President of WestWorks Marketing in La Jolla, CA.
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