The Hourglass Principle: Maintaining Your Integrity in Life by Managing the Middle - Softcover
In The Hourglass Principle YOU, the sales person, are that central point in the middle in which all the grains of sand flow. The difference is that in sales the grains of sand are information. All the information from your company that needs to be conveyed to a customer or prospect flows from you, the sales person, to the customer. Likewise, all the information from your customer flows from you to your company. That central point of information is YOU. How you choose to use that information flow defines who you are as sales person but also as a human being. It defines the type of sales person and the reputation you will carry throughout your sales career. In sales, there is no way to separate your career personality from your personal life. The two will always be linked together.
Being in the middle of a sales deal is where every sales person wants to be. In that position they have the ability to influence the direction of a deal and establish priorities that are the most important to the customer. Being in the middle allows the sales person to sway the customer to focus on their strengths versus their competitors strengths. It is crucial for sales success that you be the central point for any major sales opportunity. There are eight pillars of being in the middle that are your keys to success.
1. Be trustworthy
2. Keep your integrity – Direct your moral compass
3. Become a person others want to follow
4. Treat as you want to be treated.
5. Admit your mistakes
6. Ask questions
7. Finesse not fight
8. Timing is everything
The Hourglass Principle was designed to keep you focused on what is in the center of the deal you are working and the center of your life. It is a focal point for the central core that defines you as a sales person and as a human being. If used as a continual mental reference then you will be able to keep your priorities intact. You will be able to focus your energy on what is truly important in your career and in your livelihood by not sacrificing moral values.
Being in the middle of a sales deal is where every sales person wants to be. In that position they have the ability to influence the direction of a deal and establish priorities that are the most important to the customer. Being in the middle allows the sales person to sway the customer to focus on their strengths versus their competitors strengths. It is crucial for sales success that you be the central point for any major sales opportunity. There are eight pillars of being in the middle that are your keys to success.
1. Be trustworthy
2. Keep your integrity – Direct your moral compass
3. Become a person others want to follow
4. Treat as you want to be treated.
5. Admit your mistakes
6. Ask questions
7. Finesse not fight
8. Timing is everything
The Hourglass Principle was designed to keep you focused on what is in the center of the deal you are working and the center of your life. It is a focal point for the central core that defines you as a sales person and as a human being. If used as a continual mental reference then you will be able to keep your priorities intact. You will be able to focus your energy on what is truly important in your career and in your livelihood by not sacrificing moral values.
"synopsis" may belong to another edition of this title.
About the Author:
Ray Kelly has been a top producing sales person for his entire 25+ year career. He has sold to both consumers and Fortune 50 companies. His experience extends across many sales domains. Ray is a Christian, who is married, with two children, and believes there is no need to sacrifice your moral ethics to win a deal. Ray has successfully managed multiple sales forces and employed the tactics in this book to create success for himself, those he has managed, and his employers. Ray has often been called a “Rainmaker” by his executive management team for his ability to be in the middle of major sales opportunities and to make sales happen. Customers enjoy Ray’s forthright attitude and ability to work on their behalf within his own organization.
The Hour Glass Principle was designed to encourage sales
integrity throughout the world of sales. Ray Kelly Consulting
was created to assist corporations and individual sales people in understanding that they do not have to violate their ethics, moral code, personal worth, or self-esteem in order to have success in sales.
Ray Kelly Consulting provides coaching to sales professionals and sales managers worldwide about the enormous benefit of being able to successfully manage the middle of any sale without sacrificing their integrity. For more information about this book, including the ability to have Ray speak to your corporate sales team or church service about the concepts discussed in The Hourglass Principle, please visit
www.raykellyconsulting.com
Excerpt. © Reprinted by permission. All rights reserved.:
The Hour Glass Principle was designed to encourage sales
integrity throughout the world of sales. Ray Kelly Consulting
was created to assist corporations and individual sales people in understanding that they do not have to violate their ethics, moral code, personal worth, or self-esteem in order to have success in sales.
Ray Kelly Consulting provides coaching to sales professionals and sales managers worldwide about the enormous benefit of being able to successfully manage the middle of any sale without sacrificing their integrity. For more information about this book, including the ability to have Ray speak to your corporate sales team or church service about the concepts discussed in The Hourglass Principle, please visit
www.raykellyconsulting.com
The primary objective of this book is to provide you with an alternative strategy to being a smooth, fast-talking sales person in order to have a flourishing career in sales. The purpose is to provide you with sales tools and character traits that can be utilized to become successful in sales and life without selling out your morals. The goal is to demonstrate by practical example and Scripture that you can go further in a sales career by maintaining strong ethical standards and a high level of integrity.
Finally, this book will provide guidelines and a visual reference of how to stay intelligent in sales without selling out your moral ethics, integrity, self-esteem, or personal worth. The idea is to provide a framework for you to increase your personal value, amplify your merit to your company, and enlarge your appeal in the eyes of your
customer. The Hourglass Principle is a visual reminder of the importance of you, the sales person. This book is intended to provide you with a reassurance of the significance of your job. After all, you are not just selling your company’s products and services, but you are selling
yourself, your reputation, and your family’s reputation. Additionally, yet just as important as selling to your customer, you are selling your customer’s importance to your company. You are selling their needs and requirements back to your company; again, building attraction of your magnitude of you to your company and enlarging your appeal to your customer.
Finally, this book will provide guidelines and a visual reference of how to stay intelligent in sales without selling out your moral ethics, integrity, self-esteem, or personal worth. The idea is to provide a framework for you to increase your personal value, amplify your merit to your company, and enlarge your appeal in the eyes of your
customer. The Hourglass Principle is a visual reminder of the importance of you, the sales person. This book is intended to provide you with a reassurance of the significance of your job. After all, you are not just selling your company’s products and services, but you are selling
yourself, your reputation, and your family’s reputation. Additionally, yet just as important as selling to your customer, you are selling your customer’s importance to your company. You are selling their needs and requirements back to your company; again, building attraction of your magnitude of you to your company and enlarging your appeal to your customer.
"About this title" may belong to another edition of this title.
- PublisherRay Kelly Consulting
- Publication date2009
- ISBN 10 0982390904
- ISBN 13 9780982390900
- BindingPaperback
- Edition number1
- Number of pages160
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The Hourglass Principle: Maintaining Your Integrity in Life by Managing the Middle
Published by
Ray Kelly Consulting
(2009)
ISBN 10: 0982390904
ISBN 13: 9780982390900
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The Hourglass Principle: Maintaining Your Integrity in Sales and Life By Managing the Middle
Published by
Ray Kelly Consulting
(2009)
ISBN 10: 0982390904
ISBN 13: 9780982390900
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