Overview

Sales success begins with yourself. You can't sell without listening to your customers-and yourself. In Listen to Sell, sales coaches Mike Esterday and Derek Roberts draw on their decades of industry experience to reveal the conversations, mindset, and skillset needed to amplify your sales confidence and bring purpose back to your customer relationships. As executives at the Nashville-based Integrity Solutions, Esterday and Roberts have crafted a proprietary sales coaching program that has helped clients in 130 countries and multiple industries, from financial services to manufacturing to healthcare. Their unique sales philosophy is rooted in a values-based, customer-centered approach, where authentic business relationships matter above all else. With self-analysis exercises and customized strategies, you'll learn how your mindset-which encompasses your attitude, what you believe about yourself, and the confidence you have to succeed-is the foundation of top sales performance. You'll then learn how to hone your skillset-the daily tools and tactics that make or break sales-by creating a personal sales plan and taking action in your immediate environment and beyond. In addition to real-world success stories demonstrating the concepts' practical application, each chapter ends with a Coaching Corner segment that supports your growth.

Full Product Details

9781774583760

Table of Contents

Reviews

"""At last, a refreshingly different book about selling that elevates the role of sales to the level it deserves. We applaud the authors' emphasis on the process of building trust via genuine listening. Listen to Sell identifies solid research and then makes it practical and applicable. It is the new bible for those aspiring to succeed at this noble profession."" --JOHN ZENGER & JOSEPH FOLKMAN, coauthors of The New Extraordinary Leader ""Listening is the secret sauce of successful sales--and this book unveils the recipe for mastering it. Listen to Sell is a must-read for anyone looking to create loyal customers."" --KEN BLANCHARD, coauthor of The One Minute Manager and Raving Fans ""Mike Esterday and Derek Roberts know more about sales than anyone I know. Listen to Sell has all the tools you need to make yourself a better salesperson."" --DR. TRAVIS BRADBERRY, bestselling author of Emotional Intelligence Habits ""The best salespeople are dedicated to making a difference and improving the lives of customers. Mike Esterday and Derek Roberts spell out clearly why selling, at its heart, is about establishing your true purpose and unlocking your internal drivers. Listen to Sell helps you have the right conversations with yourself, and then teaches you how to carry that sense of purpose into your conversations with your customers."" --LISA EARLE MCLEOD, bestselling author of Selling with Noble Purpose ""In sales, there's a time to talk and there's a time to listen. Get that right, and you get the sale. Get it wrong, and you get frustration. This practical book shows you how to get it right."" --MICHAEL BUNGAY STANIER, author of The Coaching Habit and How to Work with (Almost) Anyone ""Listen to Sell is a timely reminder that selling doesn't happen until we listen first to our customers. My father, Stephen R. Covey, put it this way: 'Seek first to understand, then to be understood.' Asking great questions is important but useless if we haven't learned to listen. Mike Esterday and Derek Roberts show us why being an emotionally intelligent salesperson, one who diagnoses (listens) before prescribing (offering our solution), is essential for enduring success as sales professionals."" --DAVID M.R. COVEY, CEO of SMCOVEY and bestselling coauthor of Trap Tales ""A valuable primer and welcome reminder of the uniquely human factors that make the difference in sales. Listen to Sell helps you tap into the mindset, skillset, and strategies to show up with confidence and break through to new levels of performance. Best of all, it's grounded in a set of principles that reinforces the value you bring to the table and will make you proud to be part of the sales profession."" --KARIN HURT, founder and CEO of Let's Grow Leaders ""Effective selling today is all about actively listening to clients to find out their goals and objectives and then--and only then--creating customized solutions. Listen to Sell is an excellent book to help you deliver superior selling experiences through the power of listening."" --DR. TONY ALESSANDRA, coauthor of The Platinum Rule and Communicating at Work ""The results we achieve in sales begins with our mindset and how we prepare. Listen to Sell is the step-by-step guide every salesperson needs to be successful in today's market. You don't read this book, you apply it."" --MARK HUNTER, The Sales Hunter ""Listening creates more successful conversations. Listen to Sell outlines the conversations you need to have with yourself and your customers. When you listen more and deepen these conversations, satisfaction and sales success will follow. Listen to me--read this book!"" --KEVIN EIKENBERRY, chief potential officer at the Kevin Eikenberry Group and author of Remarkable Leadership ""Listen to Sell is a groundbreaking exploration into the heart of authentic selling. This book stands out as a beacon in today's fast-paced sales environment, teaching us that true success lies in understanding and valuing our customers. From the intricate art of conversation to the transformative power of mindset, Listen to Sell is a must-read for anyone serious about elevating their sales journey--an absolute masterpiece in the realm of sales literature."" --FARSHAD ASL, bestselling author and leadership expert ""Mike Esterday and Derek Roberts share what to do for real sales success. You must ask relevant questions and then listen--truly listen--to your customers' responses. The authors start with your mindset--what messages you must give yourself for success and how to ensure you have a customer focus. They then introduce you to a logical, sequential sales process that will keep you on track. As a result, you will be a more competent and confident sales professional."" --ELAINE BEICH, author of Skills for Career Success and The New Business of Consulting ""Listen to Sell should be required reading for every salesperson on the planet--it gets right to the heart of everything you need to hit home runs. The authors make it clear that success is all about building good relationships and having regular, meaningful conversations. Learn all the sales skills you will ever need in this wonderful book."" --JOE SCARLETT, retired chairman of Tractor Supply Company ""Mike Esterday and Derek Roberts nailed it. The new order of selling starts with listening and being truly values driven and customer focused."" --KEN TAYLOR, CEO at Training Industry, Inc. ""I have always believed it is attitude, not just aptitude, that differentiates the successful from the less successful. It really is the combo of mindset and skillset that will set you apart. If you nodded 'yes' to that statement but don't know the how-to, grab Listen to Sell to learn just that!"" --BEV KAYE, coauthor of Love 'Em or Lose 'Em ""An insightful and robust read with practical 'Coaching Corners' at every turn to provide sales professionals with the guidance and tools they need to be successful."" --HOWARD FARFEL, CEO of TalentSmartEQ"

Author Information

Mike Esterday first discovered his talent for sales when he ranked number one out of 6,000 sales professionals in his first sales role. Forty years later, Esterday is a sought-after coach, speaker, and leader in sales management and training. Esterday is the founding partner and CEO of Integrity Solutions, which he launched in 1985, and has also established several successful real estate companies. Derek Roberts is an executive sales coach, consultant, and speaker who helps professionals in the technology, manufacturing, and services sectors to improve their overall performance. An Executive Partner with Integrity Solutions since 1999, Roberts owns the strategic and consulting training firm Roberts Business Group, which distributes Integrity Solutions' products and services. He is the author of Be a Mindsetter: The Essential Guide to Inspire, Influence and Impact Others and holds an MBA from Arizona State University.

Tab Content 6

Customer Reviews

Recent Reviews

Countries Available