The Grand Tug of War

Sport is a Colossal Enterprise:

Sports are a billion dollar enterprise with fans who live and die by every score, every game. Sports are everywhere, and although life and death in that moment, there is a season, no matter the game. In this book; The Grand Tug of War: buying and selling in the real world, I dive into the world's largest sport. In the worlds of buying and selling, millions of professionals create ideas and strategies, to challenge the other side, to walk away with either another amazing order or unimaginable savings. This game is a sport without a season. Certainly the calendar turns, but the game continues, no matter the weather or players on the field.

During my many years as a buyer, I bumped up against sales reps who came in strictly looking at our meeting as a one-sided opportunity. They expected to walk away with the largest possible order, regardless of business conditions. Because we often skipped what I believed was an essential Q & A, jumping directly into the order-writing phase, I became frustrated by their lack of empathy. This book is my peace offering. It began strictly as a manual for the sales professional. Although it is that, because there are generally two combatants, I have included a second important piece. There is also a tutorial for the buyer, the person usually playing defense. This book pulls back the curtain on how to create excellence, how to better appreciate that person on the other side of the desk.

In addition to the playbook content for each combatant, there are stories, real stories from the road. Finally, there are the Takeaways. These Million Dollar Takeaways provided by major producers on both sides, offers professional secrets, no non-sense advice for all playing the world's grandest sport.

For the sales professional, this book offers:

v The 16 key points buyers expect from their sales rep

v The 7 traits of top sales pros

v The 9 steps to take when your sales go flat

v Real world stories from successful sales professionals

v Smart advice on understanding your buyers

v Ready to use information to help you drive execution

v The amazing, career changing Million Dollar Takeaways from sales winners

v Behind the curtain details about creating long-term, career changing success.

For the buyer, this book provides:

v The 7 success traits of the successful professional

v The 6 steps in becoming a superior buyer

v New information for this ever-changing sport

v The necessary habits to acquire and build on each day

v Advice about your most important customer.

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