There are a myriad of books in the marketplace, which promise to teach the reader how to become a successful sales person through sales methodology and selling theory but, as we all know, very rarely does a conversation or pitch follow a pre-determined structure.
Tony Morris has based his book, Coffee is for Closers (£12.99 New Generation Publishing) named after the now iconic line delivered by Alec Baldwin to Jack Lemmon in the movie depicting life in a real estate sales office, Glengarry Glen Ross, on his real-life experiences as a sales professional.
Claude Littner, chairman of Viglen and a name likely to strike fear into the heart of any Apprentice candidate is responsible for the forward, he says because of the sheer determination that Morris exhibits when he sets his mind to something (in this case, getting Littner to write the forward).
Morris shares his success and failures throughout a long career as a sales professional, starting selling (or trying to sell) encyclopedia’s door-to-door in Australia to his present role as a director and sales trainer at the Sales Doctor.
There are times where you will raise a smile of recognition at some of the predicaments Tony has experienced throughout his career and there are genuinely laugh-at-loud moments through the book.
Written in an easy-to-read style by someone who clearly loves his profession, this book offers some real lessons to be learned from Tony’s experience.
It makes a good read for anyone working in sales but I think the real value would be for sales executives starting out on their career, it certainly reinforces the idea that resilience is a key attribute to a successful sales person.