How to Sell to an Idiot - by John Hoover & Bill Sparkman (Paperback)

About the Book

The challenge for sales professionals is to surgically implant enough of a clue in their customers to reach the correct buying decision. The problem comes when salespeople forget that they have inner idiots, too.

Book Synopsis

HOW TO SELL TO AN IDIOT

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

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

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

"Selling is an act of compassion. Sales professionals must believe that their products and services will improve the quality of their customers' lives. Hoover and Sparkman get that. Selling must also be fun-for the salesperson and the customer. How to Sell to an Idiot makes it clear that the first laugh of the day must be at ourselves."
--Roger P. DiSilvestro, former Chairman and CEO, Athlon Sports Publishing and coauthor of The Art of Constructive Confrontation

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

"How to Sell to an Idiot provides an entertaining and creative look at the formula for sales success. Insightful and fun, you'd have to be an idiot not to add this book to your resource library!"
--Chip Cummings, international speaker, marketing expert, and author of Stop Selling and Start Listening

From the Back Cover

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

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

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

"Selling is an act of compassion. Sales professionals must believe that their products and services will improve the quality of their customers' lives. Hoover and Sparkman get that. Selling must also be fun--for the salesperson and the customer. How to Sell to an Idiot makes it clear that the first laugh of the day must be at ourselves."
--Roger P. DiSilvestro, former Chairman and CEO, Athlon Sports Publishing and coauthor of The Art of Constructive Confrontation

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

"How to Sell to an Idiot provides an entertaining and creative look at the formula for sales success. Insightful and fun, you'd have to be an idiot not to add this book to your resource library!"
--Chip Cummings, international speaker, marketing expert, and author of Stop Selling and Start Listening

About the Author

JOHN HOOVER, PhD, is an organizational behavior specialist, author, consultant, popular speaker, and seminar leader. A former executive in the Disneyland Entertainment Division, he has consulted with such clients as Boeing, Delta Air Lines, Hilton Hotels, IBM, Motorola, and Xerox. He is also the author (with Roger DiSilvestro) of The Art of Constructive Confrontation: How to Achieve More Accountability with Less Conflict, from Wiley.

Visit www.constructiveconfrontation.com or www.idiotworld.org.

BILL SPARKMAN is one of America's top sales trainers and motivational speakers. His approach to business and life has thrilled audiences since 1987. His "clipboard" style of educating was developed after a successful career in the world of sports as a player and coach. Fire up your sales team; Bill makes learning fun!

Visit www.billsparkmanthecoach.com.