Selling for Non-Selling Professionals by Oreste J. D’Aversa

An experienced marketing professional offers friendly, focused advice for those new to the complexities of the sales business in Selling for Non-Selling Professionals©: Learn Basic, Proven and Results Oriented Sales Skills, Methods and Techniques to Get Clients Consistently with No Prior Sales Background and Increase Revenue.

Throughout the book, author Oreste J. D’Aversa repeats his “ABC”: Always Be Closing. Closing a sale requires empathy – the customer must feel that you care about his/her requirements, must always be “the star of your show,” since people “buy emotionally and justify intellectually.” His book covers such significant requisites as having a marketing plan, preparation and presentation of sales, handling objections, closing, referrals, and goal setting. He implores sales agents to listen to your prospect, tailor your presentation to his/her needs, and always keep a timeline of calls and follow-ups.

D’Aversa has arranged his information-packed guide like a sales promotion, with bullet points, numbering, capital letters and underlining to reach an audience of prospective salespeople who need the confidence his book can instill. Almost every chapter contains solid, utilizable suggestions, which are presented with authority and enthusiasm, implying that by using his techniques, success will follow. D’Aversa’s methodology is practical and accessible and should be explored by those starting out in the sales field.