The 8 Best Practices of High-Performing Salespeople

by Norm Trainor

This book reveals the best practices that make all high-performing salespeople successful. It follows the stories of three salespeople in the financial services industry and shows how they used the... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0471645281
• Release Date: April 2000
• Publisher: Wiley
• Length: 228 Pages
• Weight: 0.75 lbs.
• Dimensions: 9.1" x 0.6" x 5.9"

Customer Reviews

Reveals secrets of the top salespeople of all time.

Like most salespeople I would love to know the sales secrets of the giants in our industry. I have always wanted to pick their brains to find out what I need to do to reach their level. My search for the answers ended when I found Norm Trainor's The 8 Best Practices of High-Performing Salespeople. The 8 Best Practices is co-written by the same authors who assisted David Cowper in writing Mega-Selling. Together Norm and his co-authors have recreated the story format that worked so well in Mega-Selling. In The 8 Best Practices, Norm launches the reader straight into a series of fifteen actual cases that his insurance and financial advisor clients have closed. In each story we relive the salesperson's stresses and successes as they prospect, develop cases, overcome objections and close. These salespeople are not made-up characters with dream careers, they are real people struggling with the same problems we all face. By adopting the 8 Best Practices, they find creative solutions to their problems. As Norm says, before you adopt the 8 Best Practices you must have a clear intention to succeed. Unfortunately, many salespeople think they want to be successful but exhibit behaviours that suggest otherwise. One of the earliest chapters in the book describes Norm's own dramatic struggle to clarify his intention. I could really identify with this story, it was intensely moving and revealed the huge problems salespeople face when their behaviour is not in line with their intention to succeed. The rest of the book takes the reader through the 8 Best Practices of High-Performing Salespeople. One of the early stories is a great illustration of how Norm's client, Tony Henderson, realized the power of Best Practice Number 1 - Develop and Utilize a Marketing Plan - when he grew his business from $60,000 a year to over $7 million a year. Tony's motivational tale shows exactly how to put a marketing plan together and then put that plan into action to radically transform your business. I have begun using Norm's techniques myself and am thrilled to say it is working wonders for my practice. This best practice solves one of every salesperson's largest problems: filling your pipeline with high quality prospects. Thanks to Norm I have also learned the power of Best Practice Number 7: Delegate. It's a simple one-word concept but its effect on my business has been profound. It has drastically increased my revenue. After following his strategies for delegating to people and technology, I now have more time to better serve my existing clients. They are happier and are talking me up to their friends and business associates. Now I routinely get calls from prospects I have never heard of - usually clients of major accounting firms or banks - who have heard all about the level of service I can provide and are anxious to become my clients. I don't mind stealing clients from the banks. I wouldn't have imagined one book could have made such an

A must read for any true professional

The 8 Best Practices of High-Performing Salespeople will improve the results for anyone who follows the steps Norm Trainor sets out in each section of the book. For salespeople: If you are new to sales, this book will help you develop essential skills and competencies faster and better than any other book on sales we've reviewed. For the more experienced salesperson, 8 Best Practices will help you to move beyond any limits to higher performance, reminding you of the obvious, and introducing you to new and better ways to manage your business. For everyone: This book is a must read for any professional whose business depends on building a clientele. Lawyers, Doctors, Dentists, Accountants, Bankers, and business people can all benefit by following the same processes and techniques that the author so masterfully presents in true stories of sales excellence in the insurance and other industries. Buy it here and read it now, review it regularly, and buy extra copies to give to your friends and associates. The book is a winner, and so will the reader be who follows these 8 Best Practices.

Great sales ideas!

I loved the sales stories in this book. I felt like I was right inside the cases with those men and women. It is full of ideas I can put into practice right away!

This is a brilliantly written book in story form.

Norm Trainor built his sales training business assisting reps through intense one on one coaching. In this book he relates actual experiences with several of his clients. The stories bring this book alive! It is packed with very good information on all aspects of self-management, closing, referrals, etc. But being brilliantly written in story form, the book reads like a thriller! This is one of the best books on selling I've ever seen.

Reveals the secrets of the top salespeople of all time

Like most salespeople I would love to know the sales secrets of the giants in our industry. I have always wanted to pick their brains to find out what I need to do to reach their level. My search for the answers ended when I found Norm Trainor's The 8 Best Practices of High-Performing Salespeople. The 8 Best Practices is co-written by the same authors who assisted David Cowper in writing Breakthrough. Together Norm and his co-authors have recreated the story format that worked so well in Breakthrough. In The 8 Best Practices, Norm launches the reader straight into a series of fifteen actual cases that his insurance and financial advisor clients have closed. In each story we relive the salesperson's stresses and successes as they prospect, develop cases, overcome objections and close. These salespeopel are not made-up characters with dream careers, they are real people struggling with the same problems we all face. By adopting the 8 Best Practices, they find creative solutions to their problems. As Norm says, before you adopt the 8 Best Practices you must have a clear intention to succeed. Unfortunately, many salespeople think they want to be successful but exhibit behaviours that suggest otherwise. One of the earliest chapters in the book describes Norm's own dramatic struggle to clarify his intention. I could really identify with this story, it was intensely moving and revealed the huge problems salespeople face when their behaviour is not in line with their intention to succeed. The rest of the book takes the reader through the 8 Best Practices of High-Performing Salespeople. One of the early stories is a great illustration of how Norm's client, Tony Henderson, realized the power of Best Practice Number 1 - Develop and Utilize a Marketing Plan - when he grew his business from $60,000 a year to over $7 million a year. Tony's motivational tale shows exactly how to put a marketing plan together and then put that plan into action to radically transform your business. I have begun using Norm's! techniques myself and am thrilled to say it is working wonders for my practice. This best practice solves one of every salesperson's largest problems: filling your pipeline with high quality prospects. Thanks to Norm I have also learned the power of Best Practice Number 7: Delegate. It's a simple one-word concept but its effect on my business has been profound. It has drastically increased my revenue. After following his strategies for delegating to people and technology, I now have more time to better serve my existing clients. They are happier and are talking me up to their friends and business associates. Now I routinely get calls from prospects I have never heard of - usually clients of major accounting firms or banks - who have heard all about the level of service I can provide and are anxious to become my clients. I don't mind stealing clients from the banks. I wouldn't have imagined one book could have made such an impact on my life.I truly believe th