The 6 Fundamentals of Sales Know-How
The how to sales handbook for new B2B sales professionals and SME owners
Want to understand what it is you do for your customers and learn how to do it for more of them, more often? Then you need to discover the 6 Fundamentals of Sales Know-How.
If you’re new to Business to Business sales, or you’re a small business owner looking to build your sales capability, but don’t know where to start, this book is a practical how to handbook. Each of the six sales fundamentals is explained with real-world examples. Practical exercises help you apply each of the fundamentals to your own sales challenges.
What are you waiting for? Let’s go solve some problems for your clients, and grow your sales at the same time.
“Ian has really been able to combine the technical sales skills with the human (soft skills) and top it off with some practical activities for the reader to bring it to life. This book will be a valuable resource for anyone passionate about the sales and marketing process who has enough awareness to not only espouse sales is about relationships, but to walk their talk.”
— Mark LeBusque, LinkedIn Top Voices 2021 - The Human Manager Academy Founder - Leadership Coach/Mentor and Facilitator - Author - Speaker- Podcaster, Melbourne.
The 6 Fundamentals of Sales Know-How is a book that puts ‘sales’ all together to help you dramatically increase your sales if you are wise enough to follow its advice.
— Zac de Silva, Owner of www.businesschanging.com and www.nurturechange.com and business coach to thousands.
I have been delighted and impressed with the simplicity, focus and pragmatism Ian has brought to this latest publication. To be able to utilise many of the tools and suggestions is just want business owners and team members are looking for. Well done Ian!
- Phillip Roth, Director BDO Christchurch Limited
Why I wrote this book for you
The idea of writing a book about sales lodged itself in my mind five years ago. It’s taken me that long to convince myself I’ve something worth writing about.
This is the book I wish I had when I ventured in the world of sales. It brings together everything I’ve learned in 30 years selling to 20 countries around the world, and coaching sales reps and New Zealand businesses to be better at sales.
Sales success is not about your product or service. Sales is about working with your customers to understand their problems and identifying how your product or service can solve these problems in a way that positively impacts their business. It’s about your customer and how you can make their life easier.
Learning to sell in this way is fun and rewarding. You’re helping industries that contribute to your local economy succeed, and putting smiles on the faces of your customers, all while growing your own sales. I hope this book gets you thinking about ways to sell as your clients’ trusted, problem solving partner, and look forward to hearing how it’s helped you boost your sales career.
Ian Cartwright
“When you’re starting out in your sales career it’s safe to say you don’t know what you don’t know. What this book provides the reader with is a really solid foundation for building their sales capability and success.”
— Liz Foxwell-Canning, Director - Executive Education & Industry Progammes, University of Canterbury
Sales is the engine of business. It is critical that salespeople are successful, not just in how many sales they make but in how they make those sales. The how ie. their character and their values determine a huge portion of their company’s reputation. Ian has extensive experience and success, as a salesperson and as a sales coach, so his six fundamentals are tried and tested, not just theoretical. On top of that he is a great human being, he coaches technique and character to enable salespeople and their businesses to truly fly.
— Diana Tapp, CEO – World Class Teams, Author, Speaker, Trainer, Sydney
