Product Description

A business parable that breaks down the vital characteristics of successful salespeople

During his two decades of selling, managing, building, and leading salespeople and companies in a variety of industries, Chuck Mache has learned that there are four distinct kinds of salespeople. Gleaned from his years in the trenches, The Four Kinds of Sales People is a business fable that exposes the traits and characteristics of these four types and outlines how and why salespeople excel–or don’t. The story follows four fictional salespeople, each of whom epitomizes the characteristics of a particular sales style, and provides a clear and exacting description of how each type goes about selling. Mache exposes the strengths and weaknesses of these salespeople and provides expert insight on what each type of salesperson requires to achieve next-level success. For salespeople, sales managers, and executives, this entertaining and practical book shows how to pinpoint personality traits and design a personalizedstrategy for unlimited sales success.

Chuck Mache (Santa Rosa, CA ) is the founder of Chuck Mache Communications and is an architect for breakthrough achievement. He is also a popular speaker, executive coach and consultant and has field and executive experience in broadcasting, home warranty, telecom, office equipment, insurance, and mortgage banking.

Product Details

• Amazon Sales Rank: #214289 in Books
• Published on: 2007-06-22
• Original language: English
• Number of items: 1
• Binding: Hardcover
• 224 pages

Review
"This is not another ho-hum business book. It's not a textbook. It's not a how-to book. It's filled with pearls that identify how and why salespeople excel—or don't. A must-read for sales executives, managers, recruiters, and salespeople alike."—Dave Crawford, President, American Home Shield

"The oldest admonition unto man is 'know thyself.' This book will not only help you identify who you are as a salesperson, but enable you to leverage that knowledge to become the best you can be—if you're in sales, you need this book!"—Frank Rumbauskas, bestselling author of Never Cold Call Again!?

"A must-read that cuts to the core of why salespeople and their managers either produce or struggle. Mache's breakthrough approach is for anyone who wants more."—John H. Davison, President and General Manager, ABC Radio Group, Los Angeles

"All these years I thought that effective selling depended on understanding the customer. Mache has cracked the code. The key is to understand the salesperson. Tap into your own natural strengths to become a much more effective sales professional. If you're in sales, you have to read this book. Period."—Joe Calloway, author of Work Like You're Showing Off!

"I now know why Mache has been successful at building companies. He knows people and how to get the most out of them. This is a terrific read for executives, managers, recruiters, and salespeople who want to elevate their game."—Mick Menendez, Senior Vice President, Integrated Financial & Insurance Services

"This book gives you powerful insights into yourself and your special qualities, as well as the personalities of other salespeople."—Brian Tracy, author of The Psychology of Selling

From the Inside Flap

During his two decades of selling, managing, building, and leading salespeople and companies in a variety of industries, Chuck Mache has learned that there are four, and only four, kinds of salespeople. All salespeople, no matter what they sell, fall into one of these four basic categories based on personality, work ethic, actual sales productivity, and their professional goals in life.

Based on the real world of sales, The Four Kinds of Salespeople is a business fable that exposes the traits and characteristics of these four types and outlines how and why salespeople excel—or don't. The book combines delightful storytelling with real sales insight to reveal which kind of salesperson you are: one of the two types of top producers, one that's stuck in mediocrity, or the individual who made a very bad career choice.

The story follows four fictional salespeople, each of whom fits one of the four sales types, and provides a clear and exacting description of how they each go about selling. Along the way, Mache exposes the strengths and weaknesses of these salespeople and reveals what they each require to achieve next-level success. Using these four characters as a guide, you'll discover which kind of salesperson you are, uncover your real career goals, and customize your path to your true sales potential.

This isn't a textbook, nor is it a book for strugglers only. There are plenty of those on the market. The Four Kinds of Salespeople asks you to take an honest look in the mirror and truly see your sales self. Once you get honest and see yourself for who you really are, you'll be able to design a personalized strategy for unlimited sales success. For salespeople, sales managers, and executives alike, this fun fable is not merely a fantasy—it's a real-world guide to higher achievement that's as entertaining as it is practical.

From the Back Cover
Praise for

The Four Kinds of Sales People

"This is not another ho-hum business book. It's not a textbook. It's not a how-to book. It's filled with pearls that identify how and why salespeople excel—or don't. A must-read for sales executives, managers, recruiters, and salespeople alike."—Dave Crawford, President, American Home Shield

"The oldest admonition unto man is 'know thyself.' This book will not only help you identify who you are as a salesperson, but enable you to leverage that knowledge to become the best you can be—if you're in sales, you need this book!"—Frank Rumbauskas, bestselling author of Never Cold Call Again!?

"A must-read that cuts to the core of why salespeople and their managers either produce or struggle. Mache's breakthrough approach is for anyone who wants more."—John H. Davison, President and General Manager, ABC Radio Group, Los Angeles

"All these years I thought that effective selling depended on understanding the customer. Mache has cracked the code. The key is to understand the salesperson. Tap into your own natural strengths to become a much more effective sales professional. If you're in sales, you have to read this book. Period."—Joe Calloway, author of Work Like You're Showing Off!

"I now know why Mache has been successful at building companies. He knows people and how to get the most out of them. This is a terrific read for executives, managers, recruiters, and salespeople who want to elevate their game."—Mick Menendez, Senior Vice President, Integrated Financial & Insurance Services

"This book gives you powerful insights into yourself and your special qualities, as well as the personalities of other salespeople."—Brian Tracy, author of The Psychology of Selling

Customer Reviews

All salespeople and everyone else in business needs this book
Most sales books are about tactics and techniques. The problem with that approach, however, is that salespeople are looking for the "quick fix" that will get them to success overnight. They're trying to put together their outer game without first getting their inner game in order.

This book makes that leap and achieves what no other sales book has - it shows you who you are as a salesperson and what will make YOU successful.

As one of those sales authors who is guilty of teaching a long series of tactics & techniques, I'm recommending that all salespeople read this book first to find out who they are before diving into the tactics side of selling.

And as I mentioned in the headline, this isn't just for salespeople. Let's face it - everyone in business, from salespeople to C-level executives to small business owners to independent professionals - must sell in one form or another and would benefit greatly from this book. Get it now, read it, learn it, and implement it.

We are all sales people
We are all sales people. This is an excellent book not just for the real estate sales person. but for anyone who interacts with customers and other sales people in your organization. It has helped me to motivate my sales staff in a more positive manner. An easy read and full of very helpful information.

Todd Setzer
[...]

Excellent!
"If you want to excel at anything in business you should read this book. It forces you to look in the mirror and find yourself and your true intentions in your career. A must read for anyone who wants to know how the best keep getting better and what they can do to be one of them."