Here's Why Some Should NOT Buy My Book!

Who needs to read this book, who doesn’t, and why?

Ask any authors and they will freely tell you about the inspiration behind their penned masterpiece.  They will also give you a list of reasons to buy (and read) the book.  It’s unheard of for an author to tell you NOT to make the purchase.  But, I’m not just any author.  

My motivation for writing this book.

I have been personally involved in the sales process for Knowledge-based Distributors for a very long time; forty-five years at last count.  I have assisted new salespeople in some way or another for at least thirty years.

As a Knowledge-based distributor salesperson with over 45 years of experience, I acknowledge that most of the skills and methodologies I learned early in my career are outdated.  While most experienced salespeople do not have as much experience as me, it’s safe to say sales leaders who started their journey after the launch of the iPhone in 2007 have a completely different experience from mine.  Considering that year's e-commerce sales were just a half percent of Amazon’s current sales volume, we’re operating in a new world!  

Today, getting started and gaining traction as a new seller is harder than ever before because of Covid-19, which has changed the way customers view salespeople. For example, appointments are no longer hard to get, but getting a customer to return a call from a new salesperson is nearly impossible without a detailed process.

Back in 2017, I began wondering just how things have changed for new sellers.  I started thinking about the differences between “back in my day” and new salespeople in an internet-driven world.  I set off to discover firsthand the issues new salespeople faced in their first year in the position.  What started out as intellectual curiosity quickly turned into a way for me to help others get started in an industry that has served me well.  I have a chance to feel connected to future generations and help them prosper.

Who should not buy this book?

If your selling could best be described as a one-time event, this book holds little value.  The process for Knowledge-based sellers involves investing time and effort in learning and understanding the customer and their uses for your products and services.  Selling in our environment revolves around investing time in building long-term relationships with customers.  No single sale is ever the answer.  

If you are determined to lead with price alone, your time and efforts will be better spent elsewhere.  Quite frankly, I view your future as quite dim.  A customer armed with the internet can always find price and availability answers without dealing with a salesperson.

This book is devoid of cheap tricks and gimmicks to fool your customer into making a purchase.  My best to all those people who subscribe to the “always be closing” methodology of the past, but it may be time to sharpen up your resume.

And the final if.  If you subscribe to the “salespeople are born, not created” and believe that you are a natural-born salesperson, trust me you are wrong.  The 24-year-old me believed I was a natural-born sales guy and nothing could stop me.  It took me five years to discover – I was wrong.

Who should buy this book?

If you are just starting off in the selling world and work in a knowledge-based industry such as the Electrical, Industrial, Automation, Fluid Power, Safety, or Power Transmission industry, The New Sales Guy Project is written especially for you. 

If you are a sales manager serving this industry and want a resource to help steer new members of your team through their first year of sales, this book will give you a ready-made tool for driving the right behavior.

If you are the owner of a business and concerned about the $150,000 dollars the average company invests in a salesperson before they start creating a profit contribution to your organization, this book will give you an idea as to how to proceed with new salespeople.

 

You’re intrigued but…

What specifically is covered in this new book?  Here is a very short rundown:

1. Why salespeople are created (and not born) and how to view your life in sales.

2. How to organize information for future use in your sales career.

3. How to learn and understand the thousands of new products your company sells.

4. What you need to know about your customers before making a sales call.

5. How to make appointments.

6. How to conduct your first sales meetings.

7. How to involve others in your sales strategy.

8. How to build trust by honoring your commitments.

The New Sales Guy Project is available now at Amazon.*

If you need a group rate, please email us for bulk pricing.

Frank Hurtte, Founding Partner of River Heights Consulting, shares his personal

experiences with 28 years of "in the trenches" training and 18 years as a consultant.  He serves as a personal coach to industry leaders across many lines of distribution.  He has authored 5.5 books (one is almost done) and has written hundreds of articles for national trade magazines, including IMARK Now Electrical Magazine.

Frank is also a sought-after copywriter of marketing materials for technology companies.  His charismatic, yet laid-back, easy-to-follow manner makes him a favorite among public speakers.

*Affiliate link.  Click here for our affiliate information.