Salespeople Don’t Lie
by Roshan L. Joseph (Author)

About the Author
Roshan L. Joseph is a professional in the sales and marketing field and a consultant of repute. He has been the Executive Director on the Board of Eveready Industries India Ltd with the accountability for marketing and sales and the Managing Director (MD) of Franke, a Swiss MNC in the kitchen solutions business. At Eveready, he was instrumental in bringing Eveready out of the cold with the pathbreaking advertising campaign ‘Give Me Red’. This brought about the repositioning of Eveready as a brand that could connect with the youth. The campaign won 11 advertising and marketing awards and continues to date, with the way Eveready advertises. Earlier on, his skills as a marketer were put to test in a challenge facing the flashlight business. This was the neglected business of the company. Today, with adept marketing moves, it is a very profitable division of the company.
In 2004, Roshan, as the MD of Franke, had the challenge of establishing the brand, though no. 1 worldwide, in the Indian kitchen scene. Today, Franke is well established as a premium brand of kitchen sinks. Here too, he established a unique positioning and developed distribution to develop the brand.
In 2007, he started a marketing and sales development company of his own in collaboration with Carew International of Cincinnati, USA. He has worked with diverse clients across the Middle East and India. Roshan has been a trainer as far back as he can remember. He has been the Course Director of the Calcutta Management Association for a record six years. He established the first Sales Training Department in the company. He was the Founder of the Eveready Academy of Sales Training (EAST) and was instrumental in the award-winning initiative Basic Training Program (BTP) for training all employees of Union Carbide, over 6,000 of them.
Roshan is currently the Managing Partner of B-More Consulting, where he promotes various international sales development initiatives.

About this book
Sales malpractice accounts for huge losses in businesses worldwide. The way to bring attention to this malaise is to ensure that salespeople worldwide understand the damage this malpractice causes. This book is a mission to spread the word on how sales can be a profession that does good for customers and adds value to their lives. A salesperson can be someone who does good for the society and to every individual who needs help in making the right decision about a product they wish to purchase.
One of the basic tenets of a sales team that meets customers face-to-face is that sales grow as the relationship grows between the customer and the salesperson. Trust is the principal ingredient that keeps relationships going. When a salesperson lies, it is an assault on the very core of the relationship. Truth and transparency while hard to choose, is less painful in the long run. The book advocates using a professional sales system that facilitates sales successes in an easy and legitimate way. A robust sales system not only helps in achieving sales targets but has an overall impact on the motivation of the sales team, thereby curtailing attrition.
When you don’t fear sales, you never have to lie.

Table of contents
1 How Did Salespeople Come to Be? 1
2 The Door-to-door Salesperson 4
3 The Used Car Salesperson 8
4 Sell Like Hell 12
5 The Dowry Totem Pole 15
6 Ours Not to Reason Why 18
7 Pirates of Sales: The Story of Medical Reps 21
8 More Pirates of Sales: Dumping Sales 24
9 Even More Pirates of Sales 27
10 Still More Pirates of Sales 30
11 The Heroes of Sales 34
12 Why Do Salespeople Lie? 37
13 To Be a Professional Salesperson 42
14 Who Teaches Whom to Sell? 45
15 The Sins of Our Forefathers 49
16 Understanding the Nature of a Sale 53
17 Sales Is Relationship at Work 56
18 The Lonely Salesperson 60
19 Company Maketh the Man 64
20 The Devil Made Me Do It 68
21 When All Hell Breaks Loose 71
22 For Whom the Bell Tolls 75
23 Either You Don’t Know, or You Are Lying 79
24 Tainted by the Company One Keeps 82
25 Sales Malpractice 86
26 A Sales System, Really? 90
27 The Power of Discipline 94
28 What’s Worth Doing Is Worth Doing Well 97
29 Freedom from Avoidable Worry 100
30 Motivation: A Bath Needed Daily 104
31 Principles of Professional Selling 108
32 Sales Teams and Unique Contributions 112
33 Know What to Pitch 116
34 Breaking Trust 120
35 Dr No 123
36 The Joy of Professional Selling 126
37 Balcony View of Sales 130
38 Evolving into a Sales Professional 133
39 Being in the Customer’s Shoes 137
40 The Salesperson as a Servant 140
41 Handling Objection and Irate Customers 143
42 Always Diagnose Before You Prescribe 147
43 Meeting the Purchaser’s Needs 151
44 Sales Functional Needs and Personal Aspirations 154
45 Pitching It for Impact 157
46 The Professional Salesperson 161
47 Develop Your Team 165
48 Creating a Resident Faculty 169
49 Too Proud to Lie 173
Epilogue 177

Length: 204 pages
Publisher: SAGE Response; 1 edition (August 20, 2018)
Language: English
ISBN-10: 9789352807123
ISBN-13: 978-9352807123