Uly Meixner Knihy

The "Oh Norman Diary" provides a comprehensive introduction to consultative selling skills and shows how to instill a sales culture into a business where one does not currently exist. It is targeted at individual sales people and their companies who face the daily challenge of trying to sell to their customers. This fictionalized account of a sales person's life and his company, is seen through the eyes of Mr Joe Norman G. Getit. Written by sales people for sales people, this entertaining yet enlightening book shows how the "Norman's" of the world can succeed and build lasting customer relationships using consultative selling skills. This book shows how sales people and their companies are better off thinking about intelligent and individual strategies that will make their customers more successful. To achieve this, "Norman" starts learning from the customer, using new ways of communicating and adopting a modern approach to selling.

This book teaches how to adapt consultative selling skills to address the diverse behaviors of customers in both cooperative and challenging situations. It emphasizes the importance of understanding different behavioral styles and customer attitudes within a proven Sales Cycle. The journey begins with self-awareness, as recognizing your strengths and areas for improvement is crucial for developing effective interpersonal strategies in today's competitive marketplace. By exploring what motivates you and drives your behavior, you’ll find commonalities with the people you encounter. Additionally, the book highlights how customers perceive the world differently and value various aspects of life. Gaining insights into these behaviors enriches your understanding of yourself and others. The text illustrates how to conduct effective sales consultations by leveraging knowledge of personal behaviors and motivations. Through the experiences of a favorite salesperson, Norman G Getit, in realistic sales scenarios, it reveals that grasping your own and your customers' behavioral styles can enhance your selling approach. Ultimately, this understanding empowers you to engage with challenging customers, paving the way for greater success in your career.