Publisher's Synopsis
Join Michael Tuso as he guides sellers out of the antiquated world of "one size fits all" pitching and into a world that empowers buyers and sellers alike through problem-solving and system building.
If you find the traditional methods of hard selling and forceful tactics to be outdated and exhausting, then Crafting the Sale is the refreshing people-focused approach you need. Learn how to solve buyer problems, increase your sales numbers, and create impeccable sales and buying experiences. Buyers don't have to work with you; they choose to work with you-and Crafting the Sale shows you exactly how to get those buyers to engage, act, and convert.
In this modern approach to selling, Tuso tosses aside canned sales pitches and instead shows how true success in sales stems from understanding others and problem-solving. Throughout, Tuso takes on old-school methodologies and shows how to equip sales teams with newer, more refined approaches to their craft, demonstrating how to:
- create space for the buyer,
- unlock the power of emotional connection,
- ask thoughtful questions that build trust,
- put the buyers' needs first instead of the product,
- save floundering customer relationships,
- craft messages that buyers actually want to read,
- prevent buyers from ghosting you,
- build the right habits to help you sell more sustainably,
- remain top of mind even when the buyer is not in the market,
- deploy the most up-to-date sales tactics to increase revenue,
- and much more.
Crafting the Sale is the ultimate tool for anyone new to sales or looking to level-up their skills, improve their outcomes, and create lasting connections with customers. Salespeople can be successful by adapting to the changing dynamic between buyer and seller and providing experiences that benefit both sides. All it takes is genuine conversation, a problem-solving attitude, and a commitment to learning.
