Excellent: Thoughts on Reading Breaking the Ice

I recently read the book "Breaking the Ice" and found it quite good. It is a growth note of an excellent sales manager, a practical sales novel and a practical teaching material about sales. The author of this novel is a sales expert. He used to be the sales director of two or three companies, and now he is a consultant of a consulting organization. This book focuses on the growth experience of the hero of the novel, a college student who just graduated this year, from becoming a sales representative to a channel sales manager, a regional channel sales manager and a key account manager/director, and reproduces the tragic killing of the sales process to us through actual combat cases. The description of sales skills in the book is also very thorough. The author wrote this book frankly and talked with many excellent salespeople about their wonderful sales cases. If this is a sales growth novel, then from the perspective of human resources, it can also be regarded as an interview with excellent sales staff. First, this complex tool, the competency model, especially the professional competency model of salespeople, is vividly displayed based on the realistic behavior of the characters in the novel.

Through this book, we not only know how to operate channel sales and key customer sales, but also talk about some business games in detail, which has also broadened my knowledge and broadened my horizons. This book tells us through the growth experience of the master at different stages that the most important thing for a junior excellent salesperson is hard work, diligence and progress. The most important thing for middle-level excellent salespeople is to dare to fight, not admit defeat, practice basic sales skills and master sales skills. A senior and excellent salesman, the most important thing is to know the strategy and tactics, and be able to turn the tide, not only by skill, but more importantly by brain sales.

After reading this book, I have a better understanding of this type of sales work, which is also useful for the selection of sales staff in the future.