Publisher's Synopsis
I remember the development history of this unique and amazingly effective and efficient sales format I developed called the 7 O's of Sales... The Intentional Experience. The reason I'm taking this approach to explain my concept of the 7 O's of Sales... The Intentional Experience is because I know that you are probably familiar with many of the sales trainers, authors, and consultants who are out there today or who have been in the past. You've probably read some of their books, listened to some of their audio programs, or attended some of their seminars. Perhaps you have brought some of them in to work directly with your organization. I don't know about you, but when I first started selling, I did those same exact things. I bought every book, listened to every sales tape (back then they were all tapes) and went to all kinds of sales seminars... and the thing that kept sticking out in my mind, the thing I kept saying to myself was, "I wonder if these so-called sales trainers, who are supposed to be the best in the world, I wonder if they can actually SELL?" Selling... in the same way that I was selling every day. Selling... the same way that the sales professionals who I was competing against every day were selling. Selling... the same way that YOU and your competitors are selling every day. SELLING. I wondered how successful they were at actually SELLING real products and services... selling things besides their own books and tapes. We just never seemed to know about their real background in sales. We never knew what they used to sell before they became this so-called world-renowned sales authority. That always left me wondering as to the credibility and actual experience that these sales experts truly possessed. T That also made me suspect if they were really experts at all - or if they were just really good speakers, orators or presenters, which is fine... but makes me question the validity of their information as well as their approach to sales. I don't know about you, but to me, in the end, this is all about money. It's all about my money... my income... my lifestyle. The last thing I want is to be in front of a great prospect trying a technique advocated by one of these experts... only to have it backfire on me. What's the old Chinese proverb? "Never mess with another man's rice bowl." I want to give you some insight as to the actual events that led up to this amazing sales process I call the 7 O's of Sales... The Intentional Experience. And with that as a backdrop, let's get started.
