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Full Description
GROWING UP IN POVERTY, every day is a battle with fear, stress, and anxiety. Mistakes, misreads, misplays, miscalculations: all can end in missed opportunities that may never come again. The struggles of the poor demand courage, stamina, constant re-ordering of priorities, and the need for winning strategies. Salespeople—from entry-level cold callers to wily veterans—suffer much the same anxieties but lack the street-smart skills that a deeply deprived childhood demands: adapt or die,while still having fun!
Author Anthony Belli is a millionaire high-performance salesman and sales force manager who grew up dirt poor in East Harlem, New York. Often hungry and without a cent in his pocket, as a child, Belli became expert in the highly creative art of person-to-person negotiation using a variety of risk- managed, cash-producing techniques to underwrite his next slice of pizza, tactics he describes as "eating without stealing." The Street-Smart Salesman imparts Belli's hard-earned wisdom and advice to the lasting benefit of a salesperson's bottom line and ability to sleep at night.
Populated with real-life characters from Belli's old neighborhood—deadbeat landlord, hooker with a heart, mobbed-up candy store owner, countless junkies, winos, and wiseguys—this unflinching memoir teaches how the survival skills of the honest poor can be used to maximize success in sales. Belli's wholly unconventional, ghetto-tested strategies include:
Minimize cold-calling: Using customers' networks to supply your pipeline
Recognition that sales are driven by emotions—not logic, and not price
Playing dumb: When to talk and when to shut up
Why hope is your enemy—and reality your friend
Ways to play a last-minute balky customer
Prioritizing for profit
And more!
Belli's hard-earned insights defy conventional sales training wisdom by valuing humility, creativity, attention, and improvisation over the vaunted one-two punch of ceaseless script recitation accompanied by free samples. Take his advice to heart, and watch your anxiety recede as your fortunes grow.
Contents
Foreword Joe Mandato, D.M. v
Introduction xi
Part I Eating without Stealing 1
Chapter 1 Birth of a Salesman 3
Chapter 2 The Million-Dollar Accident 23
Chapter 3 Why Not Me? 36
Chapter 4 Your Advantage Is That No One Takes You Seriously 43
Part II Street-Smart Selling 59
Chapter 5 Game-Changers 61
Chapter 6 Shut Up! 80
Chapter 7 Nothing Is as It Appears 90
Chapter 8 Managing First Impressions 95
Chapter 9 A Sense of Urgency: Setting Priorities 106
Chapter 10 The Role of Emotion 112
Chapter 11 Abandon Hope! 120
Chapter 12 Charming Strangers: Prospecting 128
Chapter 13 A Minute to Live: Cold Calling 137
Chapter 14 What's Fair Is Fair 145
Chapter 15 Ready, Set, Improvise: Using Visualization 151
Chapter 16 Defy Expectations 158
Chapter 17 Getting to the Truth: Asking Effective Questions 168
Chapter 18 TheWill to Walk: Negotiating 174
Chapter 19 Flag on the Play! Reading a Customer 183
Chapter 20 Closing, or The Gentle Kill 192
Chapter 21 Teaching Instincts 209
Notes 219
