"ACE Selling takes skills from the poker table and delivers them to sales professionals to boost sales success," said author Rick Chouinard, a sales expert who has worked for 20-plus years in sales positions ranging from technology startups to Microsoft.
His love of poker led him to observe, research, and document how winning poker and sales professionals use many of the same skills on the path to success.
"Nothing in poker or sales is routine. It takes determination, experience, and a unique set of skills to consistently achieve the desired outcome," said Chouinard who also developed a sales training workshop based on the book.
ACE Selling mirrors the sales process with a poker hand to help salespeople gain a competitive advantage by focusing on:
- Awareness - Gather information to validate potential opportunities.
- Cunning - Generate and evaluate a course of action.
- Execution - Carry out the course of action.
About the book
"ACE Selling" takes the skills used by successful poker professionals - skills that allow these poker professionals to know when to fold and when to raise the stakes - and applies those same skills to the sales process.
Sales professionals can't afford to waste their time, money, and effort chasing opportunities with a low probability for success. "ACE Selling" is designed to improve the quality of opportunities in the sales pipeline and improve the salespersons odds of success.
"In poker and sales, the key to success depends on exploiting opportunities when the situation is favorable and letting go of opportunities when the risk no longer exceeds the reward," he said. "Successful poker players and sales professionals don't waste resources chasing poor opportunities. Instead, they save their resources for when a better opportunity presents itself."
The book includes videos from pokerstars.tv with interviews and televised poker hands supporting the skills and topics being discussed.
Selling skills covered in the book include:
- Eye for tells
- Understanding image
- The ability to listen
- Problem solving
- Understanding resources, risk and rewards
- A sense of timing
"ACE Selling" is available on Amazon in paperback and e-book.
What do poker and sales have in common? Everything.
At the poker table and at the conference table, there can only be only one winner. This book shows you how leveraging the same skills that poker professionals use to win million-dollar pots can improve your decision-making ability—and can be applied to any sales process—giving salespeople the edge they need to reach their sales goals.
By building on three concepts—Awareness, Cunning, and Execution—ACE Selling emphasizes the importance of gathering and processing information to make effective decisions, and then executing those decisions.
For information, go to www.aceselling.com
Praise for "ACE Selling"
"As a casual poker player I really found the book entertaining. It also does a great job addressing the key points in the sales process."
~ Carl Pace, Managing Director, Check Your Security - West Somerton, Norfolk, UK
"I love the idea of combining sales and poker. In both, it is up to the individual to apply their skills to get the desired results."
~ Drew Smith, President, Entertainment Engineering - Houston, TX
About ACE Selling Sales Workshops
ACE Selling workshops mix fun with learning and can provide immediate results since it teaches salespeople skills they can apply during their next customer conversation.
About the Author: Rick Chouinard
Rick Chouinard is graduate of the University of Texas, McCombs School of Business with 20 years in sales positions with companies ranging from technology startups to Fortune 100. Rick's interest in poker led him to observe, research, and document how winning poker and sales professionals use many of the same skills on the path to success. He lives in Seattle.
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SOURCE Rick Chouinard