How Deals are Done: A Guide to Quick Sales (Paperback) (ISBN-13: 9780692073766)

Once mastered, sales is a creative and highly rewarding skill that can be both monetarily beneficial and effective in personal, day to day interactions. This book is meant to be an easy reference for the development of proven sales tactics. Many of the tactics in this book are based on simple psychology; the advantage is being able to predict what people will say and do in certain situations.

The tactics outlined in this book were developed from my experience as an OPC agent. OPC stands for "off property contact," which is the most commonly used term to describe timeshare marketing agents. The job of an OPC agent is to talk to hundreds of people each week and convince them to commit to a date and time for a timeshare presentation. Given the negative stigma associated with the timeshare industry, one can imagine the uphill battle that every OPC agent faces in the field. That being said, rest assured that the tactics presented in this book are tried and true.

The time allowed for an OPC agent to make a sale is very short - typically, only one or two minutes is all that's available. People with sales backgrounds of many kinds have tried the role of OPC agent thinking that it would be just like selling cars, clothes, houses, etc. The truth of the matter is that quick sales and long sales are very different, but quick sales tactics can still be applied to long sales, too. Lucky for you, no matter what type of sales skills you are seeking to strengthen, this book will benefit you.

Each chapter of this book stands on its own and can be practiced separately from the others. The chapters are short and to the point; they are meant to be easily understood and practiced. Don't take pride in finishing this book in a day; instead, take pride in putting each chapter to use. After all, reading a book on how to play piano isn't nearly as effective as actually practicing playing the piano. The same holds true for developing sales skills. Simple things are powerful and powerful things are simple. This book is both simple and powerful.