Acuff

Stop Acting Like a Seller and Start Thinking Like a Buyer: Improve Sales Effectiveness by Helping Customers Buy
$24.95
From his first questions through to the examples and stories, the author immediately takes you to a very real place in the selling world. This easy to read, insightful and hard hitting book is so far my Book of the Year for sales people. If you want to truly succeed at todays sales game - get and read this book above all else. If you don't , then quit reading now - life is just going to be too tough for you. In his words ( wish I had written these) "great salesmen inform, involve, engage and provoke thought". "People will buy what they want not what you think they need" "You are trying to see if your product is a fit for what they want." Acuff blows the accepted statements about sales out the window, showing you how to really prepare for each call, to setup for success or a quick no. He leads you to understand that this is a sales conversation not ever a sales call.

A great insight on the changing nature of sales leads to day- which we well know of. Prospects, when in their research, knowledge pursuit stage do not want to be "called on' , trial sold or pursuaded. They want information and to learn. Later when ready, they may engage you (if you made the short list) and they want you to have done as much homework on them as they have done on you- to be able to get right down to "what are you and your products going to do for me?" They do not want to sit down and discuss with every salesmen their problems, pains etc. There is no time for this and expect you to do this on your own. So when your website indicates a new lead - the worst thing your sales team could do is to rush and call them up - does sales really know what they are getting into?. Of course not.

Gotta love this stuff!

Country Classics Series I Trading Card Pack - 10 cards per pack - Special Subsets of Hank Williams Jr. Gene Autry and Roy Acuff!
$1.95

ACUFF Street Name Sign ~ Family Lastname Sign ~ Gameroom, Basement, Garage Sign
$19.95
ACUFF Street Name Sign, A BRAND NEW SIGN!! Made of aluminum and high quality vinyl lettering and graphics this sign is 4 x 18 inches. Made to last for years outdoors the sign is nice enough to display indoors. Comes with two holes pre-punched for easy installation, corners are rounded.

The Wabash Cannonball
$0.99