Crafting the Sale - Drive Revenue, Impress Buyers, and Transform Your Career

Join Michael Tuso as he guides sellers out of the antiquated world of "one size fits all" pitching and into a world that empowers buyers and sellers alike through problem-solving and system building. 
If you find the traditional methods of hard selling and forceful tactics to be outdated and exhausting, then Crafting the Sale is the refreshing people-focused approach you need. Learn how to solve buyer problems, increase your sales numbers, and create impeccable sales and buying experiences. Buyers don't have to work with you; they choose to work with you-and Crafting the Sale shows you exactly how to get those buyers to engage, act, and convert. 
In this modern approach to selling, Tuso tosses aside canned sales pitches and instead shows how true success in sales stems from understanding others and problem-solving. Throughout, Tuso takes on old-school methodologies and shows how to equip sales teams with newer, more refined approaches to their craft, demonstrating how to: 

• create space for the buyer, 
• unlock the power of emotional connection, 
• ask thoughtful questions that build trust, 
• put the buyers' needs first instead of the product, 
• save floundering customer relationships, 
• craft messages that buyers actually want to read, 
• prevent buyers from ghosting you, 
• build the right habits to help you sell more sustainably, 
• remain top of mind even when the buyer is not in the market, 
• deploy the most up-to-date sales tactics to increase revenue, 
• and much more. 

Crafting the Sale is the ultimate tool for anyone new to sales or looking to level-up their skills, improve their outcomes, and create lasting connections with customers. Salespeople can be successful by adapting to the changing dynamic between buyer and seller and providing experiences that benefit both sides. All it takes is genuine conversation, a problem-solving attitude, and a commitment to learning. 

List of contents

Introduction: The Hard Seller: Why Old-School Sales Techniques Don’t Work Anymore 

Chapter 1: How You Sell Is Why They Buy: Why the Sales Experience Matters More than Ever 

Chapter 2: Attract, Don’t Repel: How to Earn Trust by Projecting Confidence 

Chapter 3: Piecing It Together: How to Understand What Really Motivates Buyers to Act 

Chapter 4: One Size Does Not Fit All: How to Sound Like a Human Being, Not a Robot 

Chapter 5: Less Is More: How to Become Both Efficient and Effective at Sales 

Chapter 6: Credibility and Visibility: How to Be Memorable in a World That Can’t Remember Your Name 

Chapter 7: The 8 Cardinal Rules of Selling: How to Level Up Your Craft with Proven Laws from the Field 

Chapter 8: Your Job Is Not Your Life: How to Navigate the Human Aspects of Selling 

Conclusion: The Uncommon Salesperson: Why a Good Sales Experience Makes Business Better for Everyone 

About the author

Michael Tuso has hired, coached, and trained hundreds of salespeople and generated millions in revenue for businesses from startups to Fortune 500 companies. He has served in virtually every sales role there is, from entry-level all the way up to cofounder and CEO of his own startup, Callypso. Tuso has been named a two-time Top Sales Leader to Follow by the American Association of Inside Sales Professionals, the Best Sales Development Leader by Tenbound, a Top LinkedIn Sales Star by Sales Success Media, and a Top Sales Leader to Follow by Crunchbase. He is deeply passionate about spreading meaningful change to help businesses be more successful and help buyers get their problems solved. Tuso currently resides in Ashland, Oregon, with his partner. 

Summary

Join Michael Tuso as he guides sellers out of the antiquated world of “one size fits all” pitching and into a world that empowers buyers and sellers alike through problem-solving and system building. 

If you find the traditional methods of hard selling and forceful tactics to be outdated and exhausting, then Crafting the Sale is the refreshing people-focused approach you need. Learn how to solve buyer problems, increase your sales numbers, and create impeccable sales and buying experiences. Buyers don’t have to work with you; they choose to work with you—and Crafting the Sale shows you exactly how to get those buyers to engage, act, and convert. 

In this modern approach to selling, Tuso tosses aside canned sales pitches and instead shows how true success in sales stems from understanding others and problem-solving. Throughout, Tuso takes on old-school methodologies and shows how to equip sales teams with newer, more refined approaches to their craft, demonstrating how to: 

• create space for the buyer, 
• unlock the power of emotional connection, 
• ask thoughtful questions that build trust, 
• put the buyers’ needs first instead of the product, 
• save floundering customer relationships, 
• craft messages that buyers actually want to read, 
• prevent buyers from ghosting you, 
• build the right habits to help you sell more sustainably, 
• remain top of mind even when the buyer is not in the market, 
• deploy the most up-to-date sales tactics to increase revenue, 
• and much more. 

Crafting the Sale is the ultimate tool for anyone new to sales or looking to level-up their skills, improve their outcomes, and create lasting connections with customers. Salespeople can be successful by adapting to the changing dynamic between buyer and seller and providing experiences that benefit both sides. All it takes is genuine conversation, a problem-solving attitude, and a commitment to learning. 

Product details

• Authors: Michael Tuso
• Publisher: Ingram Publishers Services
• Languages: English
• Product format: Paperback / Softback
• Release: 12.09.2023, delayed
• EAN: 9781954854024
• ISBN: 978-1-954854-02-4
• No. of pages: 184
• Subjects: Social sciences, law, business > Business > Advertising, marketing; BUSINESS & ECONOMICS / Consumer Behavior, BUSINESS & ECONOMICS / Negotiating, BUSINESS & ECONOMICS / Business Communication / General, BUSINESS & ECONOMICS / Sales & Selling / Management, BUSINESS & ECONOMICS / Personal Success, Business innovation, Customer services, Business Negotiation