Steven O Hoffman

The Reality of Bs Steven O Hoffman

Unlike most any other "sales" book," often hilariously, The Reality of B. S. (Big Sales that is...) shares underlying truths that are timeless important lessons for both novice salespeople as well as great reminders for advanced reps. Explosions, hookers, Presidents, crimes from board rooms to foreign streets; scoundrels & strippers; losers and winners; egos & energy are all shared in an easily digestible and related series of personal vignettes that reveal important strategies and lessons for professional salespeople. Business owners, colleagues (blessed or cursed) to work with Salespeople, as well as Reps' spouses and families can get a glimpse into the real mindset, challenges, motivations and pressures that Reps face. While much of the book is aimed at the Business-to-Business sector, reps from both Business-to-Consumer and those in the Retail world can find many useful, entertaining and relatable situations. Starting with an introduction of how the book came to life, several stories lay a foundation for enhancing a salesperson's mindset. The largest section of the book can be seen as "tales of many sales" and these are followed by anecdotes aimed at debunking some commonly held sales myths. The final section of the book addresses different career considerations for professional salespeople.