podcastartillery300x300

 

Episode Subheader  

 

 

All Posts

The Marketing Book Podcast: "Strikingly Different Selling" by Dale Merrill

Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More by Dale Merrill, Scott Savage, Jennifer Colosimo, and Randy Illig

dale merrill combo

About the Book

You are competing with the top salespeople in your industry for the same customers. For each sales opportunity, there is only one winner.

What separates a “winner” from the rest of the very best and makes them “strikingly different”?

Six years of intensely focused research involving more than 2,800 sales professionals from 135 countries reveals the 6 vital skills that separate top sales performers from the herd. Learn what it takes to be that one winner!

What really works to stand out and sell more? In their book Strikingly Different Selling, Dale Merrill, Scott Savage, Jennifer Colosimo, and Randy Illig (the sales performance experts at FranklinCovey) reveal the secrets to consistent, predictable sales success.

The 6 Vital Skills. The author team found that most consultants and sales professionals believed they were doing a great job in their client interactions. Yet 70 percent of the time client executives felt their meetings with sales professionals were a waste of time.

To the authors, this was a major surprise. But, for the “Strikingly Different” sales professionals, there were six things they did to consistently outperform their competitors and radically change their client interactions and results.

Go from being just one of the sales crowd to the superior choice. Read Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More and learn the details behind the 6 skills.

The 6 vital skills to stand out and sell more:

  • Capture Attention with Verbal Billboards
  • Create Excitement with Movie Trailers
  • Build Confidence with Flashbacks and Flashforwards
  • Become Essential with “Why Us!” Differentiators
  • Get Curious and Find the Gaps
  • Navigate Traffic Lights and Close the Gaps

If you have found books such as SPIN Selling, The Challenger Sale, To Sell is Human, The Secrets of Closing the Sale, or Start with Why to be useful; then your next read should be Strikingly Different Selling.

About the Author

Dale Merrill is a Global Managing Director in FranklinCovey’s Sales Performance Practice where he helps clients dramatically grow revenues and profitability.

For more than 30 years, Dale has led businesses and helped a wide range of clients solve challenges and win more business around the world including North and South America, Europe, the Middle East, Asia, Africa, and Australia.

Prior to joining Franklin Covey, Dale served in senior executive leadership roles at several different companies, including as President of a 1,500-employee digital services company, as CEO of a private investment company, and as a Partner with a global consulting company.

He is a proud graduate of Brigham Young University and, interesting fact - he is also a Certified Public Accountant!

Listen to the Interview...

 

Links...

jim collings signature of mediocrity



P.S. – If you have rated and reviewed the podcast on Apple Podcasts, please let me return the favor and mail you some Marketing Book Podcast bookmarks and laptop stickers. Just click here to provide your postal address (I'll send it anywhere in the world)! ~Douglas Burdett, host of The Marketing Book Podcast.

sticker-bookmarkDon’t know how to leave an iTunes review? It's easy - click here for simple instructions.

Douglas Burdett
Douglas Burdett
The Principal and Founder of Artillery, Douglas Burdett is a former artillery officer and Madison Avenue ad man. He also hosts The Marketing Book Podcast, where he interviews authors every week about the latest in modern marketing and sales.

Other Interviews

The Marketing Book Podcast: "Using Behavioral Science in Marketing" by Nancy Harhut

Using Behavioral Science in Marketing: Drive Customer Action and Loyalty by Prompting Instinctive Responses by Nancy Harhut

The Marketing Book Podcast: "The Brand Positioning Workbook" by Ulli Appelbaum

The Brand Positioning Workbook: A Simple How-To Guide To More Compelling Brand Positionings, Faster by Ulli Applebaum

The Marketing Book Podcast: "Put Your Ass Where Your Heart Wants to Be" by Steven Pressfield

Put Your Ass Where Your Heart Wants to Be by Steven Pressfield