• At a psychological level, selling has remained the same over the years. While internet has changed the process of selling significantly, at a fundamental level the ‘why’ of selling has not changed. In his book “Stop Killing Deals” George Brontén tells sales professionals to stop making assumptions and start thinking deeply about those fundamental motivations behind why people buy. 

• The book is a condensed version of knowledge gathered over years of experience, and guiding other sales professionals through his blog “Art & Science of Complex Sales”. Initially, George had not set out to write a book. His learnings came from several attempts at building sales teams, when he hired and fired often, but failed to create a successful sales team. He realized that one crucial mistake was the assumption that sales professionals are born that way. Once he was able to get over that thought, he realized the importance of training and building sales professionals. 

• Another false assumption was “sales professionals who were successful, would perform equally well in all situations. Also, we assume that tools that claim to aid sales processes automatically lead to higher productivity. Combined with several other assumptions, this just leads to failures in the sales process. Armed with this learning, George Brontén set out to right the wrongs by sharing his knowledge through his book “Stop Killing Deals”. 

These and more insights in this new episode of Bits About Books with George Brontén

Run time – 49.10 mins.