Errol Chung- Author

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Errol Chung the LiquidSalesman.

The LiquidSalesman.

ISBN: 1847287611

ISBN13: 9781847287618

132 pages, paperback

Published by Lulu.com, 2006

Websites: Homepage Amazon LuLu

Availability: 180+ online and local retailers

Press release on the Small Business Informer:

http://www.sbinformer.com/news/news/060905TheLiquid.html

Learn to turn everyone you speak to into catalytic referral machine for your business referring clients 24 hrs a day.

“There is no 100% fool proof pitch. Anyone that tells you so is a liar. You have to understand each situation independently."

"You have to know why they make purchases."

~Conversation starters~ ~Open door questions~

~Forced directional questions~ ~Logical vs. emotional buyer~

The concept is simple; Friends feel better working with friends and friends refer friends to friends. All you have to do as a Sales Professional was to shorten the time it took for someone to consider you a friend. To make that person feel like they have an inside track on a great deal offered because of their unique relationship with you. That person would then become a “birddog” or constant referral base for your business.

The cost of NOT knowing this is more than money alone. For every sales associate that misrepresents themselves while under the umbrella of a parent company, dozens if not hundreds of opportunities are missed every week. People who before did not know about your company or product are actually soured to the idea because your associate did not know the proper way to handle themselves.

Sales is one of the few professions that require both technical and emotional skillsets. You must have the technical knowledge to answer key questions about your product or service as well as the emotional reasons that, not only make people want to buy, but also send referrals your way.

The format of the book is part short-story, part text book, and part work book. In fact, our agreement with Barnes & Noble Inc, lists us a text book as opposed to a motivational book. There are real world examples of each situation or concept being taught as well as study questions and assignments. At 132 pages it can be a great weekend read or a hourly workshop taught to a team over a week or two. Either way the information is invaluable, concise and delivers a gut check to any sales team that needs some motivation.

Some of the questions answered and topics discussed are:

1. What is the formula to identify a potential customer from a referral source?

2. What is the formula to identify what a potential clients needs to hear to purchase?

3. Stop just participating in directionless conversation. Learn to lead the conversation to your desired outcome, and how to get it back on track if it sways.

4. What does it take to get someone to risk their reputation by referring their family and friends to you?

5. Breaking the cycle and overcoming Cold Call Anxiety – getting the simple "okay…” that leads to the “YES!"

6. What are the key points to know about your product or service?

7. You may see your clients as pay check, but what do your clients see in you? The truth may surprise you.

8. What are the 2 primary Purchasing Personalities? Every client falls into one or the other. Pitch wrong and lose them forever.

9. The truth behind eye contact and body language. What are you saying to your clients and what are your clients sating to you?