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The X Factor Selling System: The Sales Expert's Guide to Selling
Everyone has a motivating or X Factor; uncover it and gain alignment for greater success in sales and business. By learning a process to determine someone's buying motivation, you can hone your skills and consistently beat your sales target. Author Thomas F. La Vecchia, also known as The Sales Expert, shows you how in this step-by-step guide. Get to the point faster in the sales process, learn what's important to your customers, and prompt them to act. You'll also learn how to use four purchasing categories to determine why someone buys; begin sales pitches with bold statements and direct questions; determine your target's X Factor, then close for the sale; and get inside the head of your sales manager. La Vecchia has spent years figuring out how great sales representatives outperform their peers, and now he's sharing his successful selling process so you can join their ranks. Whether you're a novice or veteran business professional, you can learn new techniques and close more deals with The X Factor Selling System.
- GenresBusiness
108 pages, Paperback
First published February 13, 2013
About the author
Thomas F. La Vecchia
1 book2 followersThomas F. La Vecchia, MBA, earned his Masters of Business Administration from Farleigh Dickinson University and an undergraduate degree from Rutgers University. Thomas is a 20-year veteran in the pharmaceutical and medical device space. La Vecchia's recently published book "The X Factor Selling System: The Sales Expert’s Guide to Selling"-is a how-to guide of his innovative sales process. La Vecchia resides in New Jersey with his wife Rosalia and his two children Felicia and Giuseppe.
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Displaying 1 - 3 of 3 reviews
September 1, 2014
I won The X Factor Selling System in a GoodReads GiveAway. I received a thin paperback of 90 pages with a thick, glossy, color cover of independent, no-nonsense design and bright, white pages of extremely readable font.
The X Factor Selling System is written by Thomas F. La Vecchia, MBA, and presents his paradigm, approach, definitions and action points of selling. In its introduction, La Vecchia states, “After reading The X Factor Selling System you will have gained the equivalent of my twenty years of experience in the business.” The introduction goes on to admit that what is presented here are the basics, and anyone wanting more can engage with the author’s e-learning platform, seminars and one-on-one coaching. It is intended for the beginning seller and as a refresher for the expert.
Having been self-employed for over a decade and been immersed in self-help oriented business-related books, I can calmly state that I have read excessively more than my fair share of this sort of thing. The vast majority of them fall within the simple definition of “a book written to get a book published”. The next percentage of them consist of personalized padding of the same information regurgitate from book to book. Fewer still offer something original but perhaps not practical for every reader. But then every once in a while you come across a book that stands head-and-shoulders above the rest - and the X Factor Selling System is one such book that deserves to be recommended.
The X Factor Selling System is not so much a book that dictates a series of steps to follow and adapt to, but presents fresh and intuitive observations of the sales process, concise and helpful definitions of the buyers and the close, and fundamental principles of the deal that you can easily adapt to your needs and priorities to build a better selling system for you. While other books may present a system that they expect you to follow to replicate a success that they have on display as proof of their program, The X Factor Selling System gives you the modules of understand you need to be a viable salesperson, and explains the framework of action you need to construct a system with which you make the sale. The X Factor Selling System does not promise you any more than the potential you provide, and does not bother to pad its pages with panderings of success or placations to pride.
The X Factor Selling System is a small, concise, quick read, with bullet-list summaries and workshop like questions and exercises at the end of most chapters. These are of more benefit to the Team / Workgroup environment, but my skipping them did not detract from my experience of the book.
I found The X Factor Selling System to be original, concise, revealing and rewarding, especially in the face of the over-proliferation of tripe that exists in the business-help sector of independent publishing. I recommend The X Factor Selling System to anyone selling, self-employed, marketing, or simply wishing to better understand the mechanics of the sale.
The X Factor Selling System is written by Thomas F. La Vecchia, MBA, and presents his paradigm, approach, definitions and action points of selling. In its introduction, La Vecchia states, “After reading The X Factor Selling System you will have gained the equivalent of my twenty years of experience in the business.” The introduction goes on to admit that what is presented here are the basics, and anyone wanting more can engage with the author’s e-learning platform, seminars and one-on-one coaching. It is intended for the beginning seller and as a refresher for the expert.
Having been self-employed for over a decade and been immersed in self-help oriented business-related books, I can calmly state that I have read excessively more than my fair share of this sort of thing. The vast majority of them fall within the simple definition of “a book written to get a book published”. The next percentage of them consist of personalized padding of the same information regurgitate from book to book. Fewer still offer something original but perhaps not practical for every reader. But then every once in a while you come across a book that stands head-and-shoulders above the rest - and the X Factor Selling System is one such book that deserves to be recommended.
The X Factor Selling System is not so much a book that dictates a series of steps to follow and adapt to, but presents fresh and intuitive observations of the sales process, concise and helpful definitions of the buyers and the close, and fundamental principles of the deal that you can easily adapt to your needs and priorities to build a better selling system for you. While other books may present a system that they expect you to follow to replicate a success that they have on display as proof of their program, The X Factor Selling System gives you the modules of understand you need to be a viable salesperson, and explains the framework of action you need to construct a system with which you make the sale. The X Factor Selling System does not promise you any more than the potential you provide, and does not bother to pad its pages with panderings of success or placations to pride.
The X Factor Selling System is a small, concise, quick read, with bullet-list summaries and workshop like questions and exercises at the end of most chapters. These are of more benefit to the Team / Workgroup environment, but my skipping them did not detract from my experience of the book.
I found The X Factor Selling System to be original, concise, revealing and rewarding, especially in the face of the over-proliferation of tripe that exists in the business-help sector of independent publishing. I recommend The X Factor Selling System to anyone selling, self-employed, marketing, or simply wishing to better understand the mechanics of the sale.
July 23, 2014
Nonfiction isn't a genre I always read, for many reasons. Honestly, I have put this genre in the back of my mind and just left it there to rust. So this was a change of pace for me. If you're anything like me, you'll read nonfiction for school but other than that, you step away from it and leave it alone. But I won this book in a giveaway, and decided that I should give it a shot.
Before going into this book, I have some prior knowledge about marketing, business, and selling. This book was different than my textbook in a good way. It's formatted in a way everyone can understand. You don't have to have prior knowledge, this is a good book for anyone that wants to dabble in selling or just to get the jist of business. I wouldn't say that the book replaces business, marketing, and selling education but it does give a nice overview of it.
Before going into this book, I have some prior knowledge about marketing, business, and selling. This book was different than my textbook in a good way. It's formatted in a way everyone can understand. You don't have to have prior knowledge, this is a good book for anyone that wants to dabble in selling or just to get the jist of business. I wouldn't say that the book replaces business, marketing, and selling education but it does give a nice overview of it.
April 25, 2014
I am not a salesperson. Much of the system the author elicits I learned as a Marine Corps recruiter three decades ago. He looks at the need to understand the customer and their requirements as well as how to satisfy those needs. This work is a good basic sales guide. It was a free review copy from the publisher.
Displaying 1 - 3 of 3 reviews