In this book, the interviewees informed to the author the secrets of sales success.
Johnson introduces the integrity of 'selling on purpose' and the importance of helping others to obtain what they want, "...people [to] get the good feelings they want about what they bought and about themselves." He argues that success for a salesperson is to start helping the customer to get what the customer wants (explanation and/or persuasion, helping them to solve problems, fill their needs and achieve their own objectives) instead of to get what the salesperson wants. He suggests that this is a completely new viewpoint of the selling process from which one is trying to convince other people to buy. During this process, the salesperson is try helping people to get what they want although sometimes this process will against...
The interviewee states, "When I sell on Purpose, it's like swimming downstream." The important theme is once you understand that you are helping others to get what they want in return you will enjoying greater prosperity yourself.
The author enlightens the secrets of self-management. In which an individual takes control of one's own activities, effectively using a process of goal setting and self-evaluation methods, skills, and strategies toward the achieve objectives. Through the characters in the story, Johnson provides a good model to help people on set up meaningful goals, regular follow-up, reward progress and address problem. The salesperson should think about the importance of after sales follow-up and how they can use this follow-up to develop further leads and referrals.
