The future of sales, and how to reap the biggest rewards from it, revealed in one powerful and enchanting tale.
This well written page-turner is action and in-action, rich and poor, life and death, about sales and selling. It's history, it's philosophy, it's adventure, but most important, it's answers. And keep in mind that it's a novel, it's fiction. Or, is it?Jeffrey GitomerAuthor of The Little Gold Book of YES! Attitude
The Last Up follows Mark, a young man struggling to make sales make sense. With his family's happiness on the line, he makes an unlikely discovery that thrusts him into an epic adventure, and, along the way, learns a whole new way of selling.
Create real connections with your customers, so they buy, return and refer, repeatedly.
Discover the secret to standing out and selling more, with the techniques that make selling fun again.
Wield the power of helping to tap into a whole new market: more leads and more sales without spending more on advertising.
To keep up with the times, sometimes you have to go back in time. These are the five gear changes at the heart of The Last Up. Tap each one to open it.
People already want to buy. But between every customer and every sale is a problem. Your job is to find it and solve it. Stop focusing on closing the sale, and start focusing on helping your customer solve their problem.
Most people feel at odds with the person across the counter, and the bigger the purchase, the deeper the doubt. The fix isn't changing how the customer thinks, it's changing how you think. Stop seeing customers as targets. Join their team, and solve the problem together.
The easiest way to start solving a problem is to uncover what it actually is. Careful, compassionate questions do two things at once: they reveal the real problem, and they prove you genuinely care. Only then does the customer start to see you differently.
Traditional selling fixates on what you can get: how many purchases, how much time. Flip it. When you focus on giving instead of getting, you're free to deliver real value through expertise, advice and trust, and that value is what earns the sale.
The real way to succeed in selling is to stop selling. Build the relationship, earn the trust, then guide your customer like a coach instead of pushing like a closer. When people feel heard and understood, they close themselves.
"An engaging, funny tale about salesmanship and much more."
"The Last Up is a charming, readable fable about collaborative, solution-focused marketing."
"The Last Up is extremely entertaining, easy to read and delivers a powerful message."
"When you put The Last Up down, you are a better salesperson and a better communicator."
"If you have to persuade (and who doesn't?), this wonderfully enjoyable and important book will help you open doors that would otherwise have stayed closed."
"This page-turner should be required reading for all salespeople."
"The Last Up is a shortcut for the most enlightened sales professionals."
"Buy a copy of this book for every single one of your salespeople."
"It reminds us that people really do prefer to do business with people."
"Adding value to people's lives is the way to sell more cars."
"The Last Up will get your wheels turning and make you rethink how you sell cars."
"The ideas in this book changed the way we approach our customers."
Get your copy of The Last Up and start turning selling into solving today.
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