The Four Kinds of Sales People: How and Why They Excel- And How You Can Too - Hardcover

Über die Autorin bzw. den Autor

Chuck Mache is a popular speaker, executive coach, and consultant. He has spent twenty-five years in the trenches in multiple industries including broadcasting, home warranty, telecom, office equipment, insurance, and mortgage banking where he used his unique breakthrough sales approach to create record-breaking revenues. The founder of Chuck Mache Communications, he is dedicated to helping people who are willing to break through to their next level. For more information, please visit www.chuckmache.com.

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Praise for

The Four Kinds of Sales People

"This is not another ho-hum business book. It's not a textbook. It's not a how-to book. It's filled with pearls that identify how and why salespeople excel―or don't. A must-read for sales executives, managers, recruiters, and salespeople alike."―Dave Crawford, President, American Home Shield

"The oldest admonition unto man is 'know thyself.' This book will not only help you identify who you are as a salesperson, but enable you to leverage that knowledge to become the best you can be―if you're in sales, you need this book!"―Frank Rumbauskas, bestselling author of Never Cold Call Again!?

"A must-read that cuts to the core of why salespeople and their managers either produce or struggle. Mache's breakthrough approach is for anyone who wants more."―John H. Davison, President and General Manager, ABC Radio Group, Los Angeles

"All these years I thought that effective selling depended on understanding the customer. Mache has cracked the code. The key is to understand the salesperson. Tap into your own natural strengths to become a much more effective sales professional. If you're in sales, you have to read this book. Period."―Joe Calloway, author of Work Like You're Showing Off!

"I now know why Mache has been successful at building companies. He knows people and how to get the most out of them. This is a terrific read for executives, managers, recruiters, and salespeople who want to elevate their game."―Mick Menendez, Senior Vice President, Integrated Financial & Insurance Services

"This book gives you powerful insights into yourself and your special qualities, as well as the personalities of other salespeople."―Brian Tracy, author of The Psychology of Selling

Aus dem Klappentext

During his two decades of selling, managing, building, and leading salespeople and companies in a variety of industries, Chuck Mache has learned that there are four, and only four, kinds of salespeople. All salespeople, no matter what they sell, fall into one of these four basic categories based on personality, work ethic, actual sales productivity, and their professional goals in life.

Based on the real world of sales, The Four Kinds of Salespeople is a business fable that exposes the traits and characteristics of these four types and outlines how and why salespeople excel or don't. The book combines delightful storytelling with real sales insight to reveal which kind of salesperson you are: one of the two types of top producers, one that's stuck in mediocrity, or the individual who made a very bad career choice.

The story follows four fictional salespeople, each of whom fits one of the four sales types, and provides a clear and exacting description of how they each go about selling. Along the way, Mache exposes the strengths and weaknesses of these salespeople and reveals what they each require to achieve next-level success. Using these four characters as a guide, you'll discover which kind of salesperson you are, uncover your real career goals, and customize your path to your true sales potential.

This isn't a textbook, nor is it a book for strugglers only. There are plenty of those on the market. The Four Kinds of Salespeople asks you to take an honest look in the mirror and truly see your sales self. Once you get honest and see yourself for who you really are, you'll be able to design a personalized strategy for unlimited sales success. For salespeople, sales managers, and executives alike, this fun fable is not merely a fantasy it's a real-world guide to higher achievement that's as entertaining as it is practical.