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The Quick Guide to the Four Temperaments and Sales takes sales to a new level! Traditional sales focus on "low-hanging fruit" with a goal of making enough contacts and then hope for some success. In the early 1990s, an ability to focus in on demographics improved the specificity of sales pursuits. Now Groundbreaking Sales^TM takes this process one step further: down to the roots, the core needs of your clients and potential clients. Address these and your success is likely to improve significantly.

In order to achieve success in sales, you must understand your clients and yourself. This text introduces the concept of temperament theory and then shows you how to use it to improve your sales. You'll learn tips to improve how you relate to everyone from clients to coworkers and even how to coordinate your sales team more effectively. The result? More sales (both short term and long term) and a stronger bottom line!

Brad Cooper MBA, MSPT
Known nationally as the WOW! Catalyst, Brad Cooper has been re-energizing people and organizations since 1992 by packing his programs with solid information delivered with engaging enthusiasm. In addition to holding two master¹s degrees, including an MBA, Brad is an award-winning author and a Certified Myers-Briggs Practitioner. During his years as a successful leader in a Fortune 500 company, Brad launched internal entrepreneurial programs and developed unique management systems to help employees better manage themselves (in addition to seeing turnover drop to all-time lows!). A member of the National Speakers Association and the International Federation for Professional Speakers, Brad is a passionate, committed presenter whose audiences consistently rate him among the best they¹ve ever heard. Personally, Brad is crazy about his wife of ten years and his three rapidly growing children. In addition, he competes nationally as a runner and triathlete.

"When salespeople fail to make a sale they tend to throw a 'temperament tantrum' when in fact all they have to do is buy this book -- and read it!
--Jeffrey Gitomer
Syndicated Sales Columnist
author, The Sales Bible and The Patterson Principles of Selling

"Finally--a practical sales tool that brings the human element into focus. The Groundbreaking Sales technique will fundamentally change the world of selling."
--Kerri Kuhlmann
Director of Market Development, Prosoft Training

"Not only will Brad's process increase closing percentages, it will enable organizational transformation in customer relations by laying the foundation for one degree of separation."
--Karl Lutke
Implementation Manager, Strategic Business Solutions, Inc.

"Brad does a brilliant job introducing distinctions in the sales process and temperament that will increase our ability to influence and persuade others."
--Julie Mallory
Founder, Cognitive Strategies

"With sharp focus, Brad Cooper demonstrates the importance of temperament in the sales process. Most importantly, he has given us a powerful tool to improve our relationships with family, friends, and colleagues."
--Brad Bawmann
President, The Bawmann Group

"Great, insightful book. Although I have been in sales for over thirteen years and have taken many training classes I was impressed with the content. Brad has done a great job of capturing the essence of salesmanship. I look forward to using this Monday morning."
--Rick D. Larsen
Field Sales Engineer

"Today's fast-paced, high-tech, results-oriented business world demands excellent skills in program management. This book presents tips and ideas to 'get the edge' in today's business world. I look forward to applying some of these practices today."
--Robert Buczek
Plant Manager, Advance Direct

SECTION 1
Introduction 1

SECTION 2
Groundbreaking Sales^TM Concepts 2

SECTION 3
The Four Temperaments 6

SECTION 4
Applying Groundbreaking Sales� Methods 10

SECTION 5
Key Questions and Filters 19

SECTION 6
Feeding the Roots 24

SECTION 7
Managing the Soil 32

APPENDIX A
Self-Audit 36

APPENDIX B
Common Questions 37

APPENDIX C
Key Words and Phrases 39

APPENDIX D
References 40