Recommended Reading   The Last Five Weekly Insights      Sales Insight No. 139;  The 25 Rules of Mindless Selling by David Kurlan - Rule Six Mindless Selling is to have total Control.  Total control is the feeling you have when you always know, along each step of the way, exactly what will happen, and happen to you, next.  When you have total control it will be possible to respond in the moment, and in a way which will help you achieve your desired outcome.   Sales Insight No. 138;  The 25 Rules of Mindless Selling by David Kurlan - Rule Five Mindless Selling is to have Confidence.  It is always more powerful and comforting to do something that you've already done successfully at least once before.  The confidence gained from history helps you to achieve repeated successful outcomes.   Sales Insight No. 137;  The 25 Rules of Mindless Selling by David Kurlan - Rule Four Mindless Selling is Rewarding.  In addition to the money you will make and the recognition you will earn, you will be overtaken with deep feelings of satisfaction and pride in your work.  Imagine being one of only a few people in the world who play professional sports, and the reverence their fans have toward them. Professional sales played mindlessly will bring similar rewards, recognition and reverence.   Sales Insight No. 136; 25 Rules of Mindless Selling by David Kurlan - Rule Three Mindless Selling is Lucrative.  When the rules of Mindless Selling are applied in the daily arena, you will make substantially more money than a salesperson who merely goes out and does his job, often not to the best of his ability.  "Every man of action has a strong dose of egoism, pride, hardness, and cunning.  Those things will be regarded as high qualities if he can make them a means to achieve great things."   Sales Insight No. 135;  25 Rules of Mindless Selling by David Kurlan - Rule Two Mindless Selling is to be Competitive.  In this sense competition has very little to do with pricing and everything to do with competing to win.  You are competing against your personal best performance each and every time you enter the "playing field."   Sales Insight No. 134;  25 Rules of Mindless Selling by David Kurlan.- Rule One Mindless Selling is to be at Peace.  You must be at total peace with yourself.  If it isn't, you can't bring it along with you.  You must be free of all outside concerns.  Total relaxation is required.  If this is difficult for you then you may want to read Dr. Herbert Benson's book, "The Relaxation Response." Dwight Eisenhower said, "We sell peace, knowing that peace is the climate of freedom."    Return To Top   Publications    The Power of Business Rapport; Nowhere in life, except possibly in personal relationships, is the notion of rapport more germane than in business life.  Successful chairmen and executives, managers and presidents generate rapport.  Now Michael Brooks, a leading industrial psychologist shows us how NLP skills can be learned and effectively applied to business.     Buy this book at Amazon.com Mastering the Complex Sale; Fluctuating customer requirements and competitive forces are putting more pressure on sales professionals.  If you work in complex sales, you know that it's the most competitive and lucrative arena in the sales world.  If the stakes are high and you're expected to win, you will need Mastering the Complex Sale to give you the edge you've been looking for. Buy this book at Amazon.com Mindless Selling; For the last twenty-two years Dave Kurlan has carved a path in selling which consistently went in unusual directions.  In 1973 he actually chose sales instead of accidentally falling into it like most people.  In Mindless Selling Dave shares if insights as to the formula for success.   Buy this book at Amazon.com Start With No; For years now, win - win has been the paradigm for business negotiation - the fair way for all concerned.  Today win - win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often.  In Jim Camp's book Start With No, he exposes the scam for what it really is and guarantees you will never fall victim to it again. Buy this book at Amazon.com Rethinking the Sales Force;  by Neil Rackham and John De Vincentis, is an innovative attempt to give today's salespeople a push in the right direction before the inevitable sea of change now developing totally overtakes them and undermines their potential for future success. Buy this book at Amazon.com In Managing Major Sales; Rackham and Ruff first demonstrate with panache that selling smarter and not selling harder is key to optimizing the effectiveness of salespeople in large sales once they have established contact with their customers or prospects. Buy this book at Amazon.com In his book "Hope is Not a Strategy" Rick Page describes hoe the model for complex relationships are rapidly changing.  He describes the impacts of the five major selling transformation on the complex sale.   Buy this book at Amazon.com Lets Get Real; Praised by Stephen R. Covey, Mahan Khalsa masterfully puts the science and art of influence and sales on higher ground.   Buy this book at Amazon.com Good to Great; Built to Last,  the defining management study of the nineties shows how the great companies triumph over time and how long-term sustained performance can be engineered into the DNA of an enterprise from the very beginning. The findings of the  Good to Great study will surprise many readers and shed light on virtually every area if management strategy and practice. Buy this book at Amazon.com I'm OK-You're OK; One of the most extraordinary self-help bestsellers of all time--with over 15 million copies in print--featuring Transactional Analysis. Harris has helped millions find the freedom to change, liberate their adult effectiveness, and achieve joyful intimacy with others. "A way to self-understanding and change."--Los Angeles Times Buy this book at Amazon.com Body Language; In this introductory and yet wide ranging book, Julius Fast discusses the territorial conflict of animals still hidden within human behavior, "space" issues, personality masks and facial communication, the language of social touching, the meaning of the glance, the human communications through posture, pace, sitting position and stride. "Body Language" can make you a more perceptive human being, and influence your approach to every relationship in your life. Buy this book at Amazon.com  Hire and Develop Your Next Top Performer; In today's competitive economy and ultra-low employment levels, recruiting (not to mention retaining) great salespeople is a Herculean challenge.  How To Hire and Develop Your Next Top Performer tells managers how to rise to that challenge: how to hire right the first time. Buy this book at Amazon.com Home | Products & Services | Calendar | Sign Up | Publications | Testimonials Sierra Management Solutions, Inc. DBA SMS Executive Search Voice 800.657.3320 Fax 800.657.3321 sales@sierramgtsolutions.net www.sierramgtsolutions.net   (C) Copyright 2007, Sierra Management Solutions, Inc.           Lets Get Real; Praised by Stephen R. Covey, Mahan Khalsa masterfully puts the science and art of influence and sales on higher ground.   Buy this book at Amazon.com Good to Great; Built to Last,  the defining management study of the nineties shows how the great companies triumph over time and how long-term sustained performance can be engineered into the DNA of an enterprise from the very beginning. The findings of the  Good to Great study will surprise many readers and shed light on virtually every area if management strategy and practice. Buy this book at Amazon.com I'm OK-You're OK; One of the most extraordinary self-help bestsellers of all time--with over 15 million copies in print--featuring Transactional Analysis. Harris has helped millions find the freedom to change, liberate their adult effectiveness, and achieve joyful intimacy with others. "A way to self-understanding and change."--Los Angeles Times Buy this book at Amazon.com Body Language; In this introductory and yet wide ranging book, Julius Fast discusses the territorial conflict of animals still hidden within human behavior, "space" issues, personality masks and facial communication, the language of social touching, the meaning of the glance, the human communications through posture, pace, sitting position and stride. "Body Language" can make you a more perceptive human being, and influence your approach to every relationship in your life. Buy this book at Amazon.com  Hire and Develop Your Next Top Performer; In today's competitive economy and ultra-low employment levels, recruiting (not to mention retaining) great salespeople is a Herculean challenge.  How To Hire and Develop Your Next Top Performer tells managers how to rise to that challenge: how to hire right the first time. Buy this book at Amazon.com Home | Products & Services | Calendar | Sign Up | Publications | Testimonials Sierra Management Solutions, Inc. DBA SMS Executive Search Voice 800.657.3320 Fax 800.657.3321 sales@sierramgtsolutions.net www.sierramgtsolutions.net   (C) Copyright 2004, Sierra Management Solutions, Inc.