Timo Aijo's Blog - Posts Tagged "self-help"
Timo Talks About Sales Intelligence
The following interview is posted on the Big Brown House Publishing website.
What was the inspiration for writing Sales Intelligence?
I noticed that there are a lot of sales books written by statisticians and celebrities, not actual salespeople. I have nothing against either group, but it is like someone who has never sailed, but has seen a lot of sailboats, teaching the nuances of sailing techniques on dry land. I have to say that I absolutely cringe when I see outrageous claims like "learn how to sell anything to anyone."
I also found during my research that those sales books that are still pertinent and highly regarded are getting pretty old. I wanted to put out a book that tells the analytical (but non-statistical) side of the sales process. No extravagant claims, no memoirs telling how awesome I am, just plain old facts. I still believe that if you put out a good product, price it fairly, and tell people it is available, it will be appreciated.
How does your own experience inform your writing?
I intentionally wrote the book in an informal way. This is also my sales style. Over the years, I have collected many, many stories. I believe that storytelling is a good way to remember main points. As with most stories, mine are multi-faceted; there’s more than one lesson to be learned. I would encourage people to read the book; then, put it aside for a week or so, and read it again. By letting your brain work on the ideas and concepts for a while ˗ not too long ˗ they are more likely to open up to you on the second read.
What is the most surprising thing you've learned from your own experience as a sales professional?
I am not sure I should be saying this, but the most surprising thing has been how many people purchase something without really knowing what they are purchasing. In my opinion, this is why so many people get swindled. As I mention in the book, this is one of the reasons why shady people can make it pretty far in sales – not because they are that good, but because they are convincing talkers and customers trust them. I also talk about how I don’t condone this behavior, and illustrate the benefits of doing an honest job.
Who will benefit most from this book?
I tried to write a book that anyone in customer service or a sales related field would benefit from and enjoy. I have included advice from very basic business concepts to very advanced topics. My writing style is comprehensive. I am not touting "The Seven Secrets of Sales" because I don't think it’s that easy. If it were that easy to pinpoint seven secrets, wouldn't everyone learn and use them? This field is much more complex, and in order to learn it well one must be able to visualize the big picture, which doesn’t always consist of tangible items. It is like putting together a puzzle. The more pieces you get in the right places, the more you can visualize the picture in that puzzle.
What message would you like readers to take away after reading your book?Sales Intelligence: A Smarter Way to SellTimo Aijo
In sales you truly create your own destiny. Your biggest asset is you, your attitude, and your skills. And, no matter how good you are, you can always be better. It’s worth investing in your current or future career. These skills are fully transferrable from one industry to another because regardless what we do for a living, we are always selling something to someone even if it may not look like it. The sky is the limit.
What was the inspiration for writing Sales Intelligence?
I noticed that there are a lot of sales books written by statisticians and celebrities, not actual salespeople. I have nothing against either group, but it is like someone who has never sailed, but has seen a lot of sailboats, teaching the nuances of sailing techniques on dry land. I have to say that I absolutely cringe when I see outrageous claims like "learn how to sell anything to anyone."
I also found during my research that those sales books that are still pertinent and highly regarded are getting pretty old. I wanted to put out a book that tells the analytical (but non-statistical) side of the sales process. No extravagant claims, no memoirs telling how awesome I am, just plain old facts. I still believe that if you put out a good product, price it fairly, and tell people it is available, it will be appreciated.
How does your own experience inform your writing?
I intentionally wrote the book in an informal way. This is also my sales style. Over the years, I have collected many, many stories. I believe that storytelling is a good way to remember main points. As with most stories, mine are multi-faceted; there’s more than one lesson to be learned. I would encourage people to read the book; then, put it aside for a week or so, and read it again. By letting your brain work on the ideas and concepts for a while ˗ not too long ˗ they are more likely to open up to you on the second read.
What is the most surprising thing you've learned from your own experience as a sales professional?
I am not sure I should be saying this, but the most surprising thing has been how many people purchase something without really knowing what they are purchasing. In my opinion, this is why so many people get swindled. As I mention in the book, this is one of the reasons why shady people can make it pretty far in sales – not because they are that good, but because they are convincing talkers and customers trust them. I also talk about how I don’t condone this behavior, and illustrate the benefits of doing an honest job.
Who will benefit most from this book?
I tried to write a book that anyone in customer service or a sales related field would benefit from and enjoy. I have included advice from very basic business concepts to very advanced topics. My writing style is comprehensive. I am not touting "The Seven Secrets of Sales" because I don't think it’s that easy. If it were that easy to pinpoint seven secrets, wouldn't everyone learn and use them? This field is much more complex, and in order to learn it well one must be able to visualize the big picture, which doesn’t always consist of tangible items. It is like putting together a puzzle. The more pieces you get in the right places, the more you can visualize the picture in that puzzle.
What message would you like readers to take away after reading your book?Sales Intelligence: A Smarter Way to SellTimo Aijo
In sales you truly create your own destiny. Your biggest asset is you, your attitude, and your skills. And, no matter how good you are, you can always be better. It’s worth investing in your current or future career. These skills are fully transferrable from one industry to another because regardless what we do for a living, we are always selling something to someone even if it may not look like it. The sky is the limit.
