Willing To Buy
A Questioning Framework for Effective Closing
by
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These days every hour of your work day is precious. You have to spend time on those activities that deliver quantifiable results. In this highly competitive environment you need to boost your productivity to in turn boost your career. There is no other profession for which those realities apply more than sales.
In sales we all want to have a healthy pipeline. But not every prospect in our pipeline is ready and willing to buy. In fact, there is a fair chance some on our list aren’t prospects at all.
In this important book Dan Schultheis and Phil Perkins introduce a tried and true framework for finding out which prospects are real and ready to do business and where you should invest that precious time.
The Willing To Buy® Framework provides the tools you need to separate your pipeline from pipedream.
Once you understand and master the “four pillars” of the Willing To Buy® Framework and put them into daily practice you will not only increase sales but make your work day more enjoyable and productive.
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About the Book
These days, every hour of your work day is precious. You have to spend time on those activities that deliver quantifiable results. In this highly competitive environment, you need to boost your productivity to, in turn, boost your career. There is no other profession for which those realities apply more than sales.
In sales, we all want to have a healthy pipeline. But not every prospect in our pipeline is ready and willing to buy. In fact, there is a fair chance some on our list aren’t prospects at all.
In this important book, Dan Schultheis and Phil Perkins introduce a tried-and-true framework for finding out which prospects are real and ready to do business and where you should invest that precious time. The “willing to buy” framework provides the tools you need to separate your pipeline from pipedream.
Once you understand and master the “four pillars” of the “willing to buy” framework and put them into daily practice, you will not only increase sales but make your work day more enjoyable and productive.
About the Author
Phil Perkins
is president and CEO of ACUMEN Corporation, an international supply chain and ERP consulting firm based in Richmond, Virginia. He is also the founder and principal consultant of Strategy Island, an executive peer consortium promoting lifelong learning. Perkins is a noted speaker and author whose approach to managerial and industrial productivity is considered refreshing and innovative.
He has written for or been quoted in several business publications including “Inc.: The Handbook of the American Entrepreneur,” where he discusses his sales methodology. His first book, “Points of Productivity: Turning Corporate Pain to Gain,” was published in 2003. The second edition will be released later this year.
During his successful career, he has been a technology manager in the Fortune 500 environment, a systems designer, an independent consultant, and a groundbreaking CEO. Perkins is a frequent contributor to the international conference of APICS, the Educational Society for Resource Management, and is a founding member of the Institute for Enterprise-Wide Solutions at Virginia Commonwealth University. In addition, he has taught management courses at the University of Richmond Management Center and is a member of an international think tank on best practices.
Dan Schultheis
is a speaking professional and personal coach who presents powerful and entertaining programs in the areas of business, sales, and personal motivation. He brings over two decades of leadership experience in the sales and marketing of technology and service solutions. Schultheis served as CEO for Gyrus Systems, a high-tech software publishing firm headquartered in Richmond, Virginia.
Schultheis spent twenty-five years of his working career at IBM. His tenure there spanned a variety of positions including that of Virginia general manager. In 1992, Schultheis founded Personal Communications Consultants, a company that develops, promotes, and facilitates seminars, workshops, and professional development training for organizations, small groups, and individuals. Sales Mechanics is the sales consulting arm of that company.
Schultheis holds a BA degree in physics from Villa Madonna College. For over fifteen years, he was a trustee for Virginia Union University, as well as a member of the James Madison University Business School Executive Advisory Council.
He has been a member of the National Speakers Association for over ten years. He lives in Midlothian, Virginia, with Carol, his wife of forty-nine years.