Peter claims in this book that he is passionate about selling! I can thoroughly endorse that statement. I have known Peter over a 35 year friendship and in his later years as an employee of and consultant to Westpac. Peter’s book is an analytical approach to selling. It is based on years of practical experience and considerable success.

The second section on presentation skills are practical lessons for all good communicators. The advice seems simple and common sense but the secret of course is putting this into practice. Peter has done that all of his professional life.

Dr David Morgan
Former Managing Director and CEO
Westpac Banking Corporation

The customer is always number one, you are number two!

Most sales people tell not sell. Shut up - let the customer speak is one of the keys in selling, and yet the market place is full of sales people who do the exact opposite. Many sales people cannot help themselves when expounding their own knowledge, instead of finding out what the customer’s business is, their goals and their aspirations.

By asking questions customers may not have heard, will differentiate you from the thousands of sales people in your field. In addition, a good sales person will find solutions to the customer’s problems. Too many sales people concentrate on the competition rather than concentrating on the customer.

This book is designed to assist sales people who have recently entered the selling arena, and to the thousands of people who have attended, listened and participated in the hundreds of seminars and workshops I have conducted over many years, and will continue to conduct in the years ahead.

Many people approach me after workshops and seminars and ask if I have written a book, to which I’ve had to say no! These enquiries, and subsequent comments, have been quite flattering, and have encouraged me to produce this book. This book does not contain fabricated sales stories to suit the text, which we read in some publications. The book contains a simple framework to follow is selling, and some commonsense tips to assist in presenting yourself to customers.

In this book I will lift your skills in selling and presenting to a level that you thought unattainable. By following the simple techniques, you will sell far more effectively and have confidence in the way you deliver yourself to existing and prospective customers. Sales people must remember that what may have made them successful in the past, may not in the future.

Therefore the challenge is to try different approaches in different situations and be aware of the different personalities we encounter. As sales people we have the potential to earn as much as we like, or as little as we like – I know what I would rather!

Selling by itself has limitations just as presenting by itself. A successful sales person must combine these skills. A sales person who follows the sales framework without presenting themselves effectively, will normally struggle.

Conversely, a sales person who is a polished deliverer or presenter, however cannot identify a sales opportunity, will likewise struggle. Successful sales people must have product knowledge, understand the customer’s business intimately, identify opportunities and ask for the business. They must also be capable of delivering the message succinctly, and if so, are likely to be the successful sales people in any organization.

This book has two parts:
• Part One is dedicated to converting sales amateurs into sales professionals.
• Part Two addresses the finer details of “delivering” your message, whether it is to one
  customer, a small group of customers or even to a hundred or more potential customers.

If you would like to purchase Peter's book, you can do so online with PayPal. It's just $24.95 AUD (including postage), and you can purchase it by clicking the link below.

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