Consistency Selling

By: Weldon Long

Narrated by: Weldon Long

Are your sales results always awesome? Or do some months leave you wondering if you’ll be able to pay your mortgage?

One of the most difficult parts of being a professional salesperson is managing the emotional peaks and valleys that accompany the ups and downs of sales. But according to Weldon Long, there is no challenge you can’t overcome, and he shows how salespeople can thrive in the face of adversity if they are just willing to create the right mindset and implement the right sales process—consistently.

Unreliable performance and unpredictable results are likely, says Long, because you aren't doing the same thing consistently on every sales call. If sales activities are random, results will be random. And random sales activities will never accidentally start producing consistent sales results, just as consistent sales activities will never start producing random results. It just can’t happen.

Whether it’s a bad economy, a cheap competitor, bad leads, or a personal challenge, Long provides step-by-step advice on how you can make committed, consistent activities part of your daily sales routine so you will consistently be rewarded with the sales you deserve.

Weldon Long is a successful entrepreneur, sales expert, and author, who—in 2003—walked out of a homeless shelter where he was living and within sixty months, had grown a sales organization to over $20 million in sales.

©2018 Weldon Long (P)2024 Greenleaf Book Group

Great book with techniques on proactively handling common sales objections.

"Consistency Selling" offers a fresh and practical approach to sales, cleverly using the metaphor of walking a buyer down a hallway filled with doors—each door representing a potential objection. As the salesperson progresses through the conversation, they strategically close each door, addressing concerns early and thoroughly, so that by the time they reach the end of the hallway, no objections remain to derail the sale.

This book stands out by emphasizing the importance of handling objections proactively rather than reactively. The hallway metaphor makes the process easy to visualize and implement in real-world scenarios. The step-by-step approach ensures that buyers feel their concerns are understood and resolved, which builds trust and moves them naturally toward the close.

"Consistency Selling" also provides practical techniques for objection handling, helping salespeople anticipate and address challenges before they become roadblocks. This method reduces buyer resistance and fosters a smoother, more consistent sales process.

Overall, this book is an excellent resource for sales professionals looking to refine their process, reduce objections, and close deals with confidence and ease. It’s a highly actionable guide that emphasizes preparation, persistence, and empathy—all critical elements of successful selling.