Description
Become the Only Choice – A Customer-Focused Approach to Selling the Way People Buy. by Mike Jacoutot
Woven into an engaging story line, Become the Only Choice clearly and concisely explains Jacoutot’s unique approach to consultative selling through the failures and successes of two former collegiate athletes, Frank and Al, along with the unparalleled wisdom of the greatest salesperson they have ever known, a man simply referred to as “The Wizard.” Using a perfect combination of relationship building skills and process management, The Wizard introduces Frank to the Four Cornerstones of Success® and the foundational skills necessary to realize his potential. Will Al and Frank make it to the President’s Roundtable? Will Frank overcome the seemingly insurmountable obstacles encountered in his third year of selling? What can you glean from the teachings of The Wizard? This book is a must read for anyone looking to hone sales skills, improve sales performance and position themselves to Become the Only Choice!
Review
Having been in professional sales for twenty five years, I have been exposed to dozens of sales training courses. Since Mike’s passion is the study of professional sales and he has read many books related to the topic, he has accumulated the best of the best and it’s all contained in this book. I had the great honor of working for Mike ten years ago. Without a doubt, he has been the most influential mentor I have had in professional sales. Although we have not worked together for many years, this book has had an extraordinary impact on me from a guiding principles perspective. This book contains the information necessary to take the sales professional to the elite status! –Doug Smith, CEO VonScott Solutions LLC
What an interesting and concise summation of critical to success sales techniques! As a career sales manager, I take great satisfaction in teaching sales skills and strategy to help people like Frank to be successful. Become the Only Choice will be my teaching aide from now on! –John Corely, regional vice president, GBC Commercial and Consumer Group
I have read many business books and haven’t come across a sales book quite like it. Many of the books you read just focus on the how to part of selling, and not the attitude, accountability, and perseverance part that goes into being successful and accepting responsibility… I enjoyed the characters throughout the story, and felt myself excited to meet the wizard! –Craig Levy, Sales Executive
About the Author
With over twenty-seven years experience in a series of sales, marketing and operational roles, Mike was well prepared to drive improvement at Supplemental Health Care. Under Mike s leadership, Supplemental Health Care continues to be recognized as one of the fastest growing companies in health care staffing and is recognized as one of the thought and innovation leaders in the industry.
Prior to joining Supplemental Health Care, Mike was Managing Director of Operations and Chief Marketing Officer at Randstad North America where he was responsible for strategic accounts, marketing, and a $500 million staffing division. Mike implemented several major marketing and sales initiatives leading to increased sales for his division of 22%, including a 35% increase in the company s strategic accounts and a 232% increase in operating profit.
Between 1992 and 2002, Mike served in several sales management positions with the Standard Register Company leading to his appointment as Vice President of Sales, Marketing, and Customer Service. In that role, he led an organization of 1,700 associates and was responsible for $1.1 billion in revenue. Under his leadership, Standard Register achieved the document management industry’s highest profit percentage level.
In 2005, Mike published Become the Only Choice. The book emphasizes a combination of consultative selling and process management techniques to enable sales people to effectively sell the way customers buy.
A four-time All-America wrestler at The College of New Jersey and captain of the 1981 National Championship team, Mike culminated his senior year winning the NCAA Division III Championship. He holds a B.S. degree in business administration.
