"To People Who Want To Sell More But Don't Know How To Get Started"
Interview With
Book Title
Bare Knuckle Selling
First Published
Who is this book written for?
'Bare Knuckle Selling' has been written for anyone who wants to be able to sell, persuade and influence other people more successfully. It is aimed at both newcomers to the field of persuasion as well as more experienced people who need some new techniques to build on what they have already.
How much did you know about your subject before writing this book? In other words, what qualifies you to write this book?
I have worked as a sales professional, sales trainer and sales consultant for over twenty years. I started at the bottom of the sales profession and worked my way up!
I have done everything from cold calling on the telephone and in person, field sales, sales management, key account management and international sales in a variety of industries.
I think the thing that differentiated me from other salespeople (and made me more succesful) was that I have always read, studied and researched in the field of persuasion and influence. The more I learned the more I earned.
So I blended the very best psychological, NLP and classic persuasion techniques with my own hard won experience of what works!
What makes your book different?
'Bare Knuckle Selling' strips selling back to the bone. It gives you the essential tools you need to beat your competition. There is no waffle, no padding, no tired sales scripts - there are just hard hitting techniques that work.
Why did you write this book?
In a material sense everything that you don't have is currently under the control or ownership of other people. Selling along with negotiating (which you can learn about in my book 'Bare Knuckle Negotiating' - please excuse the shameless plug but I do have to practice what I preach!) are two very effective ways for you to get more of what you want. This can apply in a business and in a personal sense.
I also wanted people to realise that if they run (or hope to run) their own business that they have to be able to sell. Let me re-emphasise that they HAVE to be able to sell.
When I'm doing my keynote speech on selling I always say 'Selling makes the world go around.' In the world of business nothing happens unless someone sells something.
I also want people to understand that selling is a profession. Good sales people are ethical, customer focussed and help people solve their problems.
What kind of research did you do for your book?
As I mentioned earlier, I have researched the subject of persuasion for over twenty years.I have studied not only the areas of sales and negotiation but also taken my research into the psychology of persuasion and influence. If it is anything to do with persuading people then I will study it! I've looked at areas as diverse as hypnosis, cults, brainwashing, copywriting, advertising, con artists, magicians and covert communication.
In addition I have a Masters Degree in Psychology and am a Certified Trainer and Master Practitioner of NLP.
The very best of what I have discovered goes into my books.
Tell us the single most important thing we'll learn from your book...
A tried, tested, proven and effective process to follow. If you follow the process you'll close the sale.
How would you describe yourself?
Energetic, positive, fun loving, down to earth and hard hitting!
What's your greatest achievement so far?
The birth of my son Thomas. My wife Karen and I endured many years of fertility treatment which was very tough from a physical (it was very hard for Karen who bore the brunt of this), emotional and financial perspective. However, we knew what we wanted and we worked for it. We failed time and time again but each time we picked ourselves up and had another go until we got there. Tom is now a happy, healthy eleven year old and he is the greatest thing I've ever achieved without question. I'm very lucky to be married to an incredibly positive and brave lady.
Who are your role models/influences and why?
In the business world I admire Richard Branson, Duncan Bannatyne (who wrote the forward to 'Bare Knuckle Negotiating') and Bill Gates. I admire their vision, drive and determination.
What's the most exciting thing that's happened to you as a result of writing your book?
Being approached by radio and television. I've had a screen test for a proposed sales reality TV show, and if that comes off it will be great fun!
What are you working on now?
Over the next year or so I will be bringing a suite of new information products to the market. I am fortunate to be part of an internet marketing mastermind group and the superb guys who are members are providing me with exactly the support and challenge I need. And before anyone asks, we aren't accepting any more members to the mastermind group. It is a strictly 'behind closed doors' group - sorry! Although we will be releasing some of our accumulated knowledge in the future.
What else do you do?
I like to spend time with the two most important people in my life - my wife Karen and my son Tom. I also enjoy running (I'm training for a marathon at the moment) and the martial arts. I also love writing!
Do you have any free samples for us?
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