Strengths Based Selling
Based on Decades of Gallup's Research Into High-Performing Salespeople
By: Tony Rutigliano, Brian Brim
Published: March 1, 2011
Format: Hardcover, 220 pages
ISBN 9781595620484
Publisher: Gallup Press
"Strengths Based Selling is about your strengths and your personal approach to sales", write consultants and Gallup executives Tony Rutigliano and Brian Brim, in their landmark and extensively research based book Strengths Based Selling: Based on Decades of Gallup's Research Into High-Performing Salespeople. The authors describe how and why salespeople should focus on enhancing their strengths, rather than follow the conventional wisdom of repairing their weaknesses, or of seeking some elusive selling technique that allegedly assures more sales success.
Tony Rutigliano (photo left) and Brian Brim make a powerful case, backed by interviews with highly successful sales representatives, that there is no single right way to sell. Despite popular perception, even among some salespeople and many sales managers, there is no universal technique or selling program the will always increase sales numbers. Instead of a standard selling system, the very leading sales professionals employ very different techniques that capitalize on their individual strengths. These personal strengths will appear at every step of the sales process. These top producers understand their own personal strong points, and work to build on those advantages, while minimizing their weaknesses. The high achieving sales representatives developed their own individual approach to gaining superior selling results.
Brian Brim (photo left) and Tony Rutigliano dispel two prevailing myths that continue to be perpetuated within the sales profession. One myth is that anyone can sell. The other myth is that there is one right way to sell. The authors don't base their dismissal of these myths on hunches or anecdotal evidence, but on the intensive interview based research conducted by industry leader Gallup. Instead, the authors point to the importance of not only developing and improving a salesperson's skills, but also provide the tools to help a sales professional recognize and understand those personal strengths. One of the tools provided by the authors is access to the Clifton StrengthsFinder® assessment. this analysis helps the the sales professional identify their top five talent themes. The assessment will guide sales people toward their personal strengths in softer selling techniques, harder selling methods, or a combination of talents and skills. With this testing completed, a sales professional will learn how to utilize those strengths as part of every step of the sales process.
For me, the power of the book is how Brian Brim and Tony Rutigliano not only remove some of the most persistent sales myths, but also provide solid research based evidence for their conclusions and action items. The book is based on the thorough and reliable research findings of the Gallup organization. While many sales books may present research based analysis, there may be some problems with the methodology and results. That is not the case with research findings from Gallup whose techniques and methodology are state of the art. The conclusions reached by the thirty year study, and shared in the book, can be applied with confidence for the sales team. The access to the Clifton StrengthsFinder® assessment turns this book into an essential guide for any sales professional.
I highly recommend the revolutionary and sales boosting book Strengths Based Selling: Based on Decades of Gallup's Research Into High-Performing Salespeople by Tony Rutigliano and Brian Brim, to any sales professionals, sales managers, and entrepreneurs who are seeking a reliable, research based approach to assessing personal strengths of the sales team members. In place of the misguided conventional wisdom that sales professionals should work on improving their weaknesses, the authors provide evidence that the best approach to increasing sales is to focus on enhancing already existing strengths.
Read the important and research based book Strengths Based Selling: Based on Decades of Gallup's Research Into High-Performing Salespeople by Brian Brim and Tony Rutigliano, and put an end to the myths and misleading conventional wisdom that are holding back your sales results. Utilizing the Clifton StrengthsFinder® assessment tool will help you to uncover your strengths, and provide the guidance for you to work on their improvement. This book will increase the sales effectiveness and results of any sales professional and for any sales team.
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