The Fisherman's Guide to Selling

Reeling in the Sale - Hook, Line, and Sinker

In The Fisherman’s Guide to Selling, author and sales expert Joe DiMisa draws upon his own experiences as a seasoned saltwater fisherman to explain, through the eyes of an angler, how to land a sale. DiMisa uses clever fishing metaphors and terms that even landlubbers will enjoy to describe the successful sales process, such as: knowing what the fish are biting, keeping the tackle box full, casting a wide net, checking the lines, sharpening the hooks, and preparing for rough waters. Handy sales tips, useful checklists and lighthearted graphics augment the text.

A listing of chapter titles and topics appear below.
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Chapter I	Identify What You're Trying to Catch
	(Who are you trying to Sell?)
Chapter II	Select and Present the Right Bait
	(Present the Right Offering to Meet Your Customers’ Needs)
Chapter III	Select and Use the Right Gear
	(Assemble the Right Sales Team, The Right Materials: Look and Act the Part)
Chapter IV	Use Your Time Wisely to Learn Where the Fish are Schooling!
	(Don’t Waste Time on Non-essentials)
Chapter V	Chum the Water
	(Create Awareness for Your Product or Offering)
Chapter VI	Put the Lines in the Water
	(Qualify Your Leads and Position Yourself to Meet Their Needs)
Chapter VII	Hook 'em and Reel 'em In
	(Navigate the Sales Process and Close the Deal)
Chapter VIII	Catch Some More!
	(Manage the Account and Maximize Its Potential)
Chapter IX	Know When to Throw Some Back or Cut the Line
	(Is the Sale Worth Your Time and Effort?)
Chapter X	Follow the Fisherman’s Code
	(Treat People Well and Always be Ready to Extend a Hand)

Joe DiMisa has fifteen years of experience in direct sales, marketing management, training, operations, compensation, quota setting, strategy planning, and telephone sales. He has consulted with startup and large organizations. DiMisa is currently head of the Sales and Marketing Practice at Sibson Consulting, a division of The Segal Company.