• Personal Productivity
• Prospecting
• Customer Engagement
• Presentations
• Objection Handling
• Negotiating & Closing
A Back-to-the-Basics Reboot for Spectacular Sales Growth.
Sales Pros Weigh In on Roots of Successful Selling
“I’ve been selling, heading up sales teams, and helping client organizations sell for my entire career and I can say without hesitation that Roots of Successful Selling belongs on every salesperson’s reader. Sharp, concise, and absolutely essential.”
Jon Zack
Founder & CEO, FunnelKake
“I wish I’d had a guidebook like this when I started in sales. It might be even more useful now! It’s amazing how much you forget or put aside as you get some success. An incredibly valuable resource.”
Chris Ryan 
VP Programmatic Sales, Business Insider
“I’ve been in sales for over 25 years and this book gets it right: The fundamentals are what really work to raise your game, and they never go out of style. A go-to resource for anyone at any stage of their selling career.”
Daniel Michaels
Regional Sales Manager, Zscaler
“After supplying our team with Russ Granger’s program our sales in New Guinea and Hong Kong have increased by over
25%. We are awaiting the outcome of our Singapore program with great expectation.”
Phil Rogers
QBE Insurance Group Ltd., Sydney Australia
When I took up the family flag of entrepreneurship with my own digital marketing agency, I was talking with the sales vice president of a new client company who had risen in the selling ranks at AT&T. I mentioned that during my own tenure with Dad’s corporate training company (by that time 15 years earlier) we had developed the core curriculum for what had been called the University of Sales Excellence at AT&T. My client asked about the programming and I described it, to which he replied, “Oh, they’re still using that.”
I shouldn’t have been surprised. Dad’s programs were always built on solid foundations of selling best practices; methods which, over time, prove immune to trend and popularity. Originally written as a companion volume to a planner and organizer for corporate salespeople, the content has been updated to reflect modern modes of productivity and communication, but other than that the information remains as Dad wrote it: the most effective soil and fertilizer for reliable, profitable sales growth.
John Garofalo
Founder & CEO, Achievement Index
GOALS SETTING & PLANNING
Discover the critical difference between mere wishes and achievable goals. Make your goals action-oriented using a simple 4-step process. Outline alternative strategies for achieving goals, and map out tactical steps for implementation.
PROSPECTING
Explore highly successful prospecting methods to continuously locate leads. Prioritize the more productive methods such as third-party referral systems. 14 prospecting systems are explored, along with tools for implementing them.
LEVERAGING TIME
Studies show the #1 selling success factor is “time utilization and planned sales effort.” Explore the difference between managing time for efficiency and leveraging time to achieve goals. Use account gradation to determine ROI.
SALES COMMUNICATION
Successful selling demands specific questioning and listening skills to uncover criteria and values defining what a customer will buy, from whom, and why, producing a presentation that says, “Here’s what you said you wanted!”
PRESENTING SOLUTIONS
Explore the factors which affect presentation impact and results, including how to use story structure, materials, and resources. Learn the unique formula that answers the essential customer question, “What’s in it for me?”
SALES NEGOTIATION
Most negotiations are won or lost before the encounter even begins. Learn to use the critical 3-Tiered Goal Analysis, and explore 13 negotiation strategies and tactics, plus applications to a variety of sales scenarios.
HANDLING OBJECTIONS
When we learn to view objections not as obstacles but as natural steps in closing sales, they can be amazing opportunities for those skilled in analyzing them. Explore 6 objection categories and a practical, powerful 4-step process for resolving them.
CLOSING
No close, no deal. Yet closing is the most misunderstood part of selling. Learn what closing really is, plus 14 proven methods for getting closure. Gain confidence, learn when to ask for the close, and how to motivate that final “yes!”
PUTTING IT ALL TOGETHER
In this final chapter application of all the selling fundamentals is explored as a holistic process. You’ll complete your course in the essentials armed with the skills, processes, and practices needed to make your sales visions a reality.
Author, speaker, entrepreneur, executive, and instructional designer are just a few of the roles that define Russ Granger’s remarkable career. The one common denominator was his passion for helping others succeed. His consulting and training company produced some of the largest-selling sales training programs in several industries for companies including Aetna, Prudential, AT&T, Citibank, GE, Hilton, Morgan Stanley, Amgen, Abbvie, Lundbeck, and many others. Today the company Russ founded brings persuasive customer engagement programs to leaders, marketers, and sales teams from small start-ups to Fortune 500 corporations.
