Buy The New Book
“Four People You Should Know” is the only book on personality styles that not only helps you identify your style, but the style of others around you.
You will learn how to apply the techniques in the book to understand how each of the four personalities prefers to communicate, make decisions, how they view risk and conflict and what they value. The book’s focus is on sales, team building and how each personality style prefers to lead.
The results from applying personality to your business will help you increase your sales win rate, shorten your sales cycle, reduce team conflict and maximize team productivity. We hope you enjoy the “Four People You Should Know”!
Buy The Book
Don’t Just Stand There, Sell Something is a thought-provoking and fun guide to sales and sales management for sales team leaders, sales professionals and company executives.
In his twenty-plus years in sales Stu Schlackman has worked with some of the best, and worst, sales managers around. In Don’t Just Stand There, Sell Something, Stu draws on this experience to review the state of sales management today and applies his own critical eye and idiosyncratic perspective to the business of selling to businesses.
In this book, Stu introduces SMART, five focus areas for every sales manager: Selling Skills, Motivational Management, Attitude, Relationships and Thinking. Stu relates opinions, facts, stories and sound advice as he explains what works and what doesn't work; when to act, and when to stay out of the way; and how to build a team where everyone succeeds.
Along the way, Stu takes an amicable swipe at the type of sales manager who exhibits the worst characteristics of the profession - the 'klink'. Klinks are sales managers who range in capability from inept to dangerous. Klinks as useful in one way - as a warning to others.
The book is filled with to-the-point practical advice and insights aimed at everyone who is involved in business-to-business technology or solution sales at any level and in any industry: sales managers and aspiring sales managers; company executives who recruit sales managers and have to live with the results; and sales reps who have to succeed, with or without the help of their bosses.
Don’t Just Stand There, Sell Something is available in softcover by AuthorHouse.
Book Excerpts
The excerpts are in PDF format. Use Adobe Reader to view PDF files.
- Introduction:
- Don’t Just Stand There, Sell Something
- Chapter 1:
- Being SMART in Sales Management
- Chapter 2:
- Optimism
- Chapter 3:
- Sales is a Competitive Sport
- Chapter 4:
- Leaping the Decision Gap
- Chapter 4:
- Building Trust
Books Referenced in Don’t Just Stand There, Sell Something
As you read Don’t Just Stand There, Sell Something you will find references to many many books, movies and magazine articles, which are mentioned in the book. Inside you will find links to these books, and more, all available at amazon.com.
About T.C. Hayes, Coauthor
T. C. Hayes
T.C. Hayes has never been in sales, sales management, or sales training, ever.
He wouldn't go into sales except for a whole lot more excitement, more job satisfaction, and bigger rewards than he can imagine. Nevertheless he has been in business for thirty years, has worked in four continents, and people are constantly trying to sell him stuff. Most of these efforts are unsuccessful.
T.C. helped to write this book because Stu managed to persuade him that he could contribute a special level of cynicism, pragmatism and spelling ability to this great work. He agreed, which means Stu really must know something about selling.