The 80/20 Salesman: Stop Chasing Everyone. Sell Where the Money Is.
Bill Canady
Eighty20 Publishing
Ebook
191
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About this ebook
Nobody on your sales floor is lazy. They are aimed at the wrong customers. Ride along with an outside salesperson for a week and count the hours. Forty-five worked. Twenty-two in front of a customer. Two of those with a customer the company would have chosen. The week was not built by the man. It was built by the company, and nobody was watching when it was built. In The 80/20 Salesman, Bill Canady takes the arithmetic that runs his companies - twenty percent of the customers, eighty percent of the money - and puts it in the salesman's chair. Rank the accounts. Price the hours. Draw the Fort around the customers who pay for everything, and cover the rest by design instead of by drive time. You will learn to find where the money is with one report and a pencil, run the Scan so no Fort account goes a season unseen, fill the blank cells - the products your best customers buy from somebody else - and lead the selling week by data, without scolding. Written for sales leaders, owners, and the people who carry the bag, this book replaces the reactive week with a designed one. The customers who matter get the hours. Everyone else gets a system.
Nobody on your sales floor is lazy. They are aimed at the wrong customers. Ride along with an outside salesperson for a week and count the hours. Forty-five worked. Twenty-two in front of a customer. Two of those with a customer the company would have chosen. The week was not built by the man. It...
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