I asked if there was one takeaway from the book that she would expect her readers to carry. This is what she articulates as the core of the book:
‘The more you focus on selling the less you sell. If one can embrace that thought it will liberate you as thoughts about selling is about yourself and not about your prospect’.
In the book she writes :
“In 1992, the movie Glengarry Glen Ross hit the theaters. It became an iconic depiction of the sales industry. “Always Be Closing” became a mantra. Salespeople were trained to always be thinking about the sale. They looked at everyone they met as a prospect…No place was off limits.”
And we all know it is a mistake. So no matter what people tell you – “make those 40 calls, Send those 40 mails, talk to strangers and Always Be Closing” etc. doing the same thing is not the solution.
Because the Buyer has changed.