2023 Author: Leah Sherlock | [email protected]. Last modified: 2023-08-25 09:26
A. A. Derevitsky is known as a business coach and author of books on sales. A geologist by education, he traveled with expeditions to Kamchatka, Kolyma and the Caucasus. He wrote works of art about this period of his life and published them online. In the 90s he engaged in commerce, the sale of various goods and services. Things went so well that they did not go unnoticed by the heads of trade enterprises, and since 1994 Alexander Derevitsky has been developing trainings on negotiation and sales.
“Slavic Sales School”
Derevitsky became the founder of the “Slavic School of Sales”, where he taught to use persuasion methods in sales, which are used in their work by intelligence officers and diplomats, actors and showmen. Alexander Anatolyevich elevated sales to the rank of modern art, arguing that tactics andpsychoanalysis.
Alexander Derevitsky's "School of Sales" is similar in teaching methodology to the school of martial arts, where at the initial stage they teach memorized techniques - "turn your hand like this, put your foot here." At the next level, they hone the technique and show dozens of situations where this technique works. That is, they teach the basic technique and learn how to apply it in various situations. At a higher level, they teach the forms of movement, then the formless style. The person who owns it is not tied to any specific techniques and comes up with new ways of protection on the go.
Derevitsky notes that many schools do not go beyond the standard set of techniques. The advantage of this approach is that a person can be taught to resist typical attacks even without theory. Minus - if the enemy is more literate and owns other equipment, from which a person does not know how to protect himself, the battle will be lost. Alexander Derevitsky's school also teaches the simplest sales techniques at the beginning of the journey, then teaches you to systematize them and reach a higher level - to prevent client objections and questions, adapt to the client and study it.
Works by Derevitsky
In 2002, Alexander Anatolyevich became the best coach in Russia, in 2004 he entered the top ten best Russian-speaking coaches, becoming the owner of the TACIS certificate. In 2014, an outstanding sales coach passed away. He left behind a rich library. Derevitsky shares his experience and knowledge on the pages of books such as "Agent's Cheat Sheet", "Courseagents", "Art-Hose", "Partisan War with the Employer", "Commercial Intelligence", "The Art of a Fighting Talker", "Negotiation Brakes". The most famous books of Alexander Derevitsky are:
- "Hunting for a buyer";
- "School of Sales";
- "Other sales";
- "Sales Personalization".
In this book, the author views selling as a martial art. In the first part he gives examples from his own practice, in the second he shares recipes for successful sales. Alexander Derevitsky claims that there are no such methods that can be simply learned and always used. You always need to be guided by the situation, and for this the seller must be flexible.
The author addresses his work to those who can sell, like to invent something of their own and want to be different from others. In the book “Other Sales”, the author shares mainly techniques and techniques, and it will be a good help for those who prefer to work in proven ways. Here the author tries to teach the reader not only to look and listen, but to think and be different. He explores these issues in more detail in his next book.
In this work, Derevitsky destroys numerous stereotypes. Learned phrases, tools, techniques, NLP tools are optional things for a successful sale. The author shares tips and thoughts,that help change the usual approach to the sales process. Many work according to memorized formulas and texts and do not try to find an individual approach to each buyer, which only scares them away. This has an extremely negative effect on sales.
The book by Alexander Derevitsky contains a lot of practical advice that can be applied in practice. The author explains that formulas and texts are sometimes compiled by people who have never sold. It is the seller who communicates with the buyer. And his details about the product are not a sale, the words must be addressed to a specific person, and he, this person, must hear it.
The book is based on examples from the author's sales practice. It is aimed specifically at those who sell - not at entrepreneurs or marketers. The reader will find here many useful and interesting ideas that can be put into practice.
Alexander Derevitsky has always said that selling is a skill. This is what he taught his listeners and readers - to use acting skills and the experience of special services in their work. The author has been personally engaged in sales for more than a dozen years. There is no doubt that he is familiar with the intricacies and peculiarities of trading in the Russian market. That is, he invites his readers to discuss what he had to deal with daily. There are sketches on negotiation, sales techniques, business communication, and personal selling techniques.
This book is an excellent tutorial for salespeople, sales managers and those whowants to win negotiations. The author clearly shows that in most cases the client evaluates the company according to a much larger number of criteria than it seems to the seller. Often his needs do not coincide with what the latter thinks about it. Derevitsky prefers verbal channels: what questions to ask the buyer, what words to say. Those who are interested in successful sales will find a lot of practical advice in this book. The book was not written in the form of a manual or textbook, it consists of the stories of a business coach and his students.
This work by Derevitsky can safely be called a reader of the fight against objections. The author in a fascinating way talks about all stages of customer resistance and offers specific schemes for countering their objections. The book combines the principles of persuasion based on the practices used in the work of psychoanalysts and diplomats. The book will be useful to managers of any level, salespeople and consultants, business coaches and sales organizers.
On the book by Alexander Derevitsky "School of Sales" more than one generation of marketers and salespeople has grown up. But the method proposed by the author is still relevant today. The main thing in sales is the ability to find an approach to your client or partner, to convince him of the importance of the proposed product. The winner will be the one who knows how to communicate with the client. More than four hundred techniques for dealing with objections are offered by the author. They are written in the form of algorithms - adapt and apply!
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