Heroes, Villains, and the Thrill of Professional Selling

When thinking of sales, it’s easy to pick out the heroes and the villains, but
Adrian Davis is here to spell it out in detail. With relatable analogies of
comparing sales to cinematic superhero tropes, Heroes, Villains, and the
Thrill of Professional Selling explains how to find success in every story in
the marketplace. Rooted in SAMA and the concept of “Co-Creating Value” this
book describes an approach to creating value that draws upon an ideal from the
movie industry and is imperative for mutual success: Your client is the hero
in the story.

Adrian Davis simplifies the hero’s journey with real-life examples, compelling
stories, and templates to guide your learning. Movie genres are compared to
different client types, and analogies are drawn between the screen and the
sales floor to educate the salesperson, or in this case, the director, on
creating a positive buying experience for clients. Adding to this insight,
Adrian offers a path to develop your SOCKET solution, and a way to engage
“inside-outsiders” to help in the journey. Find a robust series of 100
questions to discover value and a stakeholder checklist to guide you through
the maze and knowledge on “Co-Creating Value” to garner success.

Whether you prefer action, mystery, romance, sci-fi, comedy, horror, or drama,
Adrian’s explanations are sure to make you a sharper salesperson and cinephile
as you continue working with your client.

Take Adrian’s advice and don’t come out of the story to editorialize — let the
story do the work! You can read his lessons learned, put them into practice,
and embark on your own journey for stronger relationships and success.