Charles J. Clarke III Releases 'Lies and Myths We Have Been Taught in Selling'
TRI-CITIES, Tenn./Va., Dec. 30, 2013 /PRNewswire-iReach/ Author and nationallyacclaimed speaker and business consultantCharles J. Clarke III has recentlypublished a new book,Lies and Myths WeHave Been Taughtin Selling How to Double Your Sales Immediately and NotTorture Your Buyers. It is availablethroughAmazon.com, Kindle or directlythrough the author email@example.com.
In his recent bookLiesand Myths We Have Been Taught in Selling, Clarke bursts through 37traditional selling myths, such as:
- You need to earn the right to close.
- Social first is always more important than businessfirst.
- A salesperson always needs to establish common ground.
- Selling the "sizzle" is more important than selling the"steak".
- A salesperson should not 100 percent of the time ask "Whatdo you think about goingahead with this today?"
Clarke suggests it would be good to earn the right toclose, but that is subjective. Even if youdon't think you have earned theright to close, close anyway and try to close everyone 100percent of the time.
Clarke's lifelong research as a professor and business man,through his seminars andconsulting, is his original trademarked work ofBulls, Owls, Lambs and Tigers: PersonalitySelling.In his BOLT, Clarke explains that if we always sell the way we wouldlike to be sold, wecould be losing half to three quarters of our potentialsales and thus torturing a good portion ofour potential buyers or clients.
Regarding those five earlier questions as it relates toClarke's animal personalities, Bulls andOwls who account for approximately50 percent of the population are less emotional than Lambsand Tigers. They reportthey really want the "steak," not the "sizzle". They want business first, notsocial first. Bulls and Owls resent a salesperson trying to build commonground, which is alwaystouted as the thing to do in selling.