How to sell to an idiot - John Hoover

Selling to customers looking to get the most bang for their buckis a difficult feat. The only customers tougher than hagglers arethe ones so uninformed about what they are buying, they don't evenrealize when they are getting the deal of a lifetime.

In How to Sell to an Idiot, authors John Hooverand Bill Sparkman show you how to ignore your own inner idiot andstart selling more by doing less of what doesn't work and more ofwhat does. Along with a wealth of proven sales guidance andeffective techniques, you'll learn how to:

• Use idiot-proof planning and preparation to make prospectingfar more effective
• Use idiot-speak to connect with prospects and gather vitalinformation that makes selling easy
• Spice up your sales pitch for faster closings and largersales
• Wring referrals out of clients like water from a sponge
• And much more!

"Selling is an act of compassion. Sales professionals mustbelieve that their products and services will improve the qualityof their customers' lives. Hoover and Sparkman get that. Sellingmust also be fun-for the salesperson and the customer. How to Sellto an Idiot makes it clear that the first laugh of the day must beat ourselves."
-Roger P. DiSilvestro, former Chairman and CEO, Athlon SportsPublishing and coauthor of The Art of ConstructiveConfrontation

"How to Sell to an Idiot hits the bull's-eye. Great practicalsteps that will help anyone in sales reach the goal line. Truly acreative approach with fresh new ideas delivered with humor."
-Charles S. Dreyer, Director of Sales-Southern CaliforniaCoastal Region, K. Hovnanian Homes, a Fortune 500 company

"How to Sell to an Idiot provides an entertaining and creativelook at the formula for sales success. Insightful and fun, you'dhave to be an idiot not to add this book to your resourcelibrary!"
-Chip Cummings, international speaker, marketing expert, andauthor of Stop Selling and Start Listening