About John F. Lawhon
- CEO, Selling Retail International, Inc. SRI™ Sales Education and Management Systems© are used by successful companies worldwide.
- Author, Selling Retail© and The Selling Bible© - for People in the Business of Selling.
- Celebrated entrepreneur-marketer-educator and author, John F. Lawhon employs a revolutionary approach to salesmanship with proven plans that can be the salvation for those who are in the business of selling.
- John F. Lawhon is a seasoned professional whose creative overview of the business world at large and whose comprehensive grasp of the psychology of selling, enabled him to succeed. The Selling Bible©, his second book is the result of 35 years in selling, management, and ownership plus 15 years of additional research and diagnostic consulting - including hundreds of hours of personal interviews with both highly successful and long-term salespeople.
- His first book, Selling Retail©, (now in its 20th reprint and also available in French) opened doors for his continued research into all fields of selling while becoming the basis of sales education for thousands of retail companies in the U. S., Canada, and Europe. It is credited with having done more to improve the competence of retail salespeople than all other such books combined. Most just say, "It Works!"
Zig Ziglar had this to say about The Selling Bible©:
"At last, a selling plan that has integrity!
The Selling Bible© by John F. Lawhon is a 'home run'. It has it all - specific, workable procedures founded on a moral, ethical base which enable the salesperson to sell more effectively today and in the process build a long-term customer relationship. It is a credit to the sales profession and will be an enormous asset to any business. Excellent."
Getting it SoldA professor introducing Mr. Lawhon to a course in International Marketing at Harvard's School of Business began with this statement: 'In all business, marketing precedes production. If you can't get it sold, it doesn't matter whether you can get it produced. Getting it sold is the basis upon which all other things in business rest.' And yet, there are few colleges or universities which offer courses in selling to the end-user. Business-to-business selling is taught, but bear in mind, every product must ultimately be sold to the end-user. And most of what you read in books on selling to the end-user deals with 'overcoming customer's objections to buying' or 'closing the sale'. Even dictionaries define selling as "to sell ones honor" giving this example: 'They sold him on a scheme.'
The Selling Bible©--for People in the Business of Selling is the first selling textbook, based on Mr. Lawhon's 35 years in business and 15 years of subsequent research, field work, and writing, that not only defines selling (and in the process defines customer, management and business) but contains a probity plan of integrity for people in the business of selling.
Salespeople all over the world say
"Mr. Lawhon’s selling plan has made me proud of what I do for the first time!"
The Selling Bible©The Selling Bible© gives the technical basis of selling as supplying the knowledge and information that the prospective customer needs to make the best buying decision. Without this specialized knowledge and information, none of the skills needed to use it can be developed. When Mr. Lawhon’s plan is followed, the salesperson is caused to gain the specialized knowledge and develop the skills needed to turn prospective customers (even lukewarm and ice-cold ones) into satisfied customers every time who become more satisfied as time goes by. Mr. Lawhon’s "yardstick," when used consistently guarantees improvement. When there is a systematic way to run any business successfully and profitably there is no limit to the growth opportunity.
The wellspring (an inexhaustible fountain, a source of continual supply) for the knowledge and information needed is fully defined in The Selling Bible© for the first time ever. How all salespeople can tap into this wellspring is a part of the plan.
Note: The knowledge and information needed is ever changing. It is the wellspring that keeps it up to the very minute. Not one-in-one-thousand salespeople know what this wellspring is nor how to tap into it because managements don’t know why. It’s in the book.
Every person reading The Selling Bible© will see why he or she can have a proven plan to follow that can actually guarantee that you, too, will have these skills that cause selling to be easier and easier for you, as your income rises on an ongoing basis.
Mr. Lawhon’s first book, Selling Retail© is the biggest selling book ever published on selling to the end-user. It is widely used as a text for colleges and universities today. But, if Selling Retail© is a "high school diploma" in selling, The Selling Bible© is tantamount to a "doctorate degree" in the field. The Selling Bible© is the textbook--and John F. Lawhon, your mentor--an unbeatable combination to allow you to learn what you must learn to be successful not just in your field, but in your life.
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