Introduction
The market has changed—have you? Is the leading question I ask; because over the past few years, our markets have experienced rapid transformation: changes driven by financial conditions, macroeconomics, geopolitical change, and technological innovation. Yet our need to make a sale and generate profit remains the same. Life goes on.
I wrote this book for…
• Sales professionals with less than 10 years’ experience.
• Sales leaders—you can use this book as a training tool.
• Real estate and insurance agents.
• Small-business owners.
• Forced entrepreneurs.
• Physicians, dentists, chiropractors, and therapists.
• Restaurateurs, event planners, and caterers.
• Retailers of every kind.
• Investment bankers and relationship managers.
• Multilevel marketing professionals.
I put you at heart of the sales life cycle—you, the salesperson that serves as the foundation of all sales activity. In this book, I give you a strategy that works and 25 steps you can use to increase your productivity in this tough marketplace.
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Testimonials
“A tough economy brings out tough behaviors in customers. Salespeople need to adapt their selling styles to the new way of buying. Paul offers concrete steps that can help salespeople adapt their approach to the way customers buy while dealing with the tougher customer whose behavior has been hardened by the recession economy. Critical learning for sales professionals committed to winning.”
Gerhard Gschwandtner
Founder and Publisher Selling Power Magazine
www.sellingpower.com
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I admire Paul’s commitment to work with the fundamental idea that it is people that make things happen in business. I love his suggesting that to do more in the realm of sales and revenue generation, one has to be a better person, a better business person, a professional.
Chip Conley,
Author of the book PEAK & CEO of JDV Hospitality
www.chipconley.com
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When the going gets tough, the tough get going. But how? When? Why? And which precious few actions and habits can help you thrive through tough times to build your business? Paul D’Souza answers all these questions. Apply his teachings and never languish again.
Lisa Haneberg,
Vice President, MPI Consulting & Author of 10 Business Books.
www.lisahaneberg.com
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Paul D’Souza’s 25 Tips will save you from spinning your wheels in sales and help you achieve the traction to power out of this recession through effective self management and sales. Paul helps you ‘slow down to speed up’ so you can tap into your individual creative genius and drive forward to a better future.”
David Parks
Vice President, Blue Point Leadership
www. bluepointleadership.com
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Paul D’ Souza’s book “The Market Has Changed – Have you?” is a must read for anyone wanting to improve sales in this down economy! Many of his ideas ring so true in today’s crazy business environment.
Scott Marker
20-year Sales Veteran
www.mixedsellingarts.com
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Love your new book – a keeper and so timely.
Kare Anderson
www.movingfrommetowe.com
