Jeffrey Brandeis – Done Deal!
Jeffrey Brandeis, author of Done Deal!: The Step By Step Handbook to Sell Success, is a former accountant who transitioned into the sales realm, enjoyed being outside making things happen and selling to the same group of professionals he was once a part of. He made a conscious effort to gear the book content towards sales professionals and the 5-step process that every company should have. Brandeis insists that every company should have a documented sales process, no matter whether they’re selling a product or service. He also points out the biggest mistakes in sales by stating that salespeople are usually ahead of the buyers in the sales cycle. This misstep is what causes some to be bad forecasters. Another mistake is that they fail to recognize that the prospect may not be the only decision-maker they need to reach in order to close the sale.
While there’s no sure-fire way to troubleshoot every problem, Brandeis says it’s on every sales person to try to uncover everything there is to uncover. Brandeis also encourages sales professionals to remain innovative and continue honing their skills. He argues that while the sales process itself doesn’t drastically change, the tools and technology used do. He states that there are some companies who haven’t fully trained employees on how to sell remotely and have failed to transition effectively, affecting the sales quotas and other metrics. “If you don’t keep your sales skills up, and constantly look for new techniques and new styles, then your techniques will get stale,” Brandeis says. He adds, “Sales is a perishable…like a banana.”
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