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Join Michael Tuso as he guides sellers out of the antiquated world of “one size fits all” pitching and into a world that empowers buyers and sellers alike through problem-solving and system building.
If you find the traditional methods of hard selling and forceful tactics to be outdated and exhausting, then Crafting the Sale is the refreshing people-focused approach you need. Learn how to solve buyer problems, increase your sales numbers, and create impeccable sales and buying experiences. Buyers don’t have to work with you; they choose to work with you—and Crafting the Sale shows you exactly how to get those buyers to engage, act, and convert.
In this modern approach to selling, Tuso tosses aside canned sales pitches and instead shows how true success in sales stems from understanding others and problem-solving. Throughout, Tuso takes on old-school methodologies and shows how to equip sales teams with newer, more refined approaches to their craft, demonstrating how to:
- create space for the buyer,
- unlock the power of emotional connection,
- ask thoughtful questions that build trust,
- put the buyers’ needs first instead of the product,
- save floundering customer relationships,
- craft messages that buyers actually want to read,
- prevent buyers from ghosting you,
- build the right habits to help you sell more sustainably,
- remain top of mind even when the buyer is not in the market,
- deploy the most up-to-date sales tactics to increase revenue,
- and much more.
Crafting the Sale is the ultimate tool for anyone new to sales or looking to level-up their skills, improve their outcomes, and create lasting connections with customers. Salespeople can be successful by adapting to the changing dynamic between buyer and seller and providing experiences that benefit both sides. All it takes is genuine conversation, a problem-solving attitude, and a commitment to learning.
“Every salesperson looking to improve their results, build an irreplaceable skill set, and make more money should read this book.” —Kris Rudeegraap, CEO and cofounder of Sendoso
“In a sea of sales books focused on either high-level advice or strict sales methodologies, Tuso strikes the right balance by providing real-life experiences for credibility and pairing them with practical cheat sheets any salesperson would benefit from as soon as they manage to put down his book. Since Crafting the Sale is written for the present-day salesperson, Tuso dedicates the final chapters to self-care tactics that help you avoid burnout and neglect of non-work priorities, a welcome focus area for the current generation of salespeople.”—Udi Ledergor, chief evangelist at Gong
“Michael says, ‘Buying shouldn’t be painful’—and honestly the clarity of that thought was enough to keep me reading and wondering where he would take me next. Having ideas on modern selling is one thing; communicating them like a master storyteller is another. Much like old-school sales tactics need updating, so too do old-school textbook-style sales books. This is a book on sales that lets you in on the pulse of modern selling.” —Scott Leese, founder of Scott Leese Consulting, bestselling author of Addicted to the Process and More Than a Number
“Crafting the Sale is essential for adventurous salespeople aiming to reach their full potential in their sales careers.” —Elric Legloire, cofounder of SDR Game
Introduction: The Hard Seller: Why Old-School Sales Techniques Don’t Work Anymore
Chapter 1: How You Sell Is Why They Buy: Why the Sales Experience Matters More than Ever
Chapter 2: Attract, Don’t Repel: How to Earn Trust by Projecting Confidence
Chapter 3: Piecing It Together: How to Understand What Really Motivates Buyers to Act
Chapter 4: One Size Does Not Fit All: How to Sound Like a Human Being, Not a Robot
Chapter 5: Less Is More: How to Become Both Efficient and Effective at Sales
Chapter 6: Credibility and Visibility: How to Be Memorable in a World That Can’t Remember Your Name
Chapter 7: The 8 Cardinal Rules of Selling: How to Level Up Your Craft with Proven Laws from the Field
Chapter 8: Your Job Is Not Your Life: How to Navigate the Human Aspects of Selling
Conclusion: The Uncommon Salesperson: Why a Good Sales Experience Makes Business Better for Everyone