Ten Ways Top Sellers Are Different

Everybody wants to have Top Sales Reps. But few managers understand what makes them tick. They are different, and they need different management attention. This book is about Top Sales Reps—sales professionals who are consistently top performers. In this book, you will hear what makes a Top Sales Rep different. You will also read about interview tips and management tips to help you find and care for your Top Sales Reps. I hope you find the book useful.

Everybody wants to have Top Sales Reps. But few managers understand what makes them tick. They are different, and they need different management attention. This book is about Top Sales Reps—sales professionals who are consistently top performers. This book does NOT answer the question, “What does it take to be a great sales person?” You probably have seen hundreds of lists and books that try to answer that question. It is likely that most Top Sales Reps have many of the characteristics posted in such lists, but having many of those characteristics does not mean the person is a Top Sales Rep. Ask any Sales Manager. Few managers understand Top Sales Reps. Top Sales Reps have needs and concerns that are different from what is found in average sellers. What a manager might say to an average sales person could be seen as insulting by a Top Sales Rep. Managers need to know what makes Top Sales Reps different. What do they have in common? What motivates them? What do I say that might offend them? How can I best help them be successful? How do I know if my sales candidate is a Top Sales Rep? Should I promote my Top Sales Rep? What do I do when I see my Top Sales Rep is in a slump? What, then, is found ONLY in Top Sales Reps? What makes Top Sales Reps different? How do you find them and care for them? That is the focus of this book.

For over 35 years, Dr. Lakin has been a management psychologist, helping business executives reduce surprises when hiring or promoting people. Through a process of interviewing and testing, he identifies the strengths and weaknesses of individuals in the business setting--whether it is a manager candidate or a current manager or even team of people. He also trains and coaches individuals and teams to help them see how to be more effective. His interest in Top Sales Reps developed as a result of his many years of selecting, talking to, and observing sales people as they work, grow, and sometimes struggle. He has also seen the challenges that sales managers often face when working with Top Sales Reps. In addition to his assessment service, Dr. Lakin works with professionals in many fields in the practical application of what is called Neurolinguistic Programming (NLP) techniques for sales and management. His research and consulting in NLP applications to telemarketing are unique in the industry. He has trained managers from companies such as Xerox, PacBell, Andersen Consulting, American General, Cable and Wireless, Hewlett Packard, GE, and many others. He has written or contributed to articles in Selling Power, HR Magazine, Production and Inventory Management, and Sales and Marketing Excellence. He has also talked to many professional organizations on NLP as well as interview skills. He is a recipient of the “TEC 200” and “Vistage 100 Achievement Award” designations for outstanding resource speakers to TEC (now called Vistage). He is a member of the American Psychological Association. His book, The Unfair Advantage: Sell with NLP!, is consistently a top rated book on NLP for sales. You can read the reviews at Amazon.com and elsewhere on the Internet. It has been translated and published in Romanian, Polish and Spanish languages. An audio version of the book is available from iTunes Store, and a video of the live workshop is also available. His more recent book, The Unfair Advantage: Sell with NLP! for Inside Sales Professionals” is available through Amazon, iTunes Store, and other distributors. For more information, go to the website SellWithNLP.com or visit LinkedIn.