Product Description
Successful selling starts with a structured set of procedures that you can learn and put into practice. Author Christine Harvey shows you how to become a top-flight salesperson as she takes you step-by-step through the process of acquiring expert knowledge of the product you’re selling, discovering prospective clients’ buying motives, knowing how to overcome their objections, devising an effective sales presentation, and recognizing how and when to close a de… More >>
All Sales Strategy/improvement courses/books are very simple. The problem is that 90% of sales people don’t pick up a book in any given year to improve their performance and, of the other 10% who read a book or do something to try and improve their sales results, 90% of them fail to apply what they have learned on a consistent basis.
That means that 99% of people fail to improve their results via books/courses!
Having said that I absolutely enjoyed this book because of is its simplicity, written in true “little book” form. I really like these books as they are quick reads by cutting through 90% of the crap.
They key to getting long-term value out of a book like this is to practice what you read. I know that when I was applying various techniques I learned in the past my results went up on a consistent basis so I am going back to the books and applying the techniques/skills on a more consistent manner.
Whether you like it or not you are selling everyday. You are selling yourself regardless of what you do for a living. You sell yourself to your family, friends, co-workers, etc. You are creating an image in that person’s mind of what they associate you with (pain or pleasure).
Another insightful book on sales is How to be a Rainmaker, by Jeffrey Fox and Successful Selling by Brian Tracy.
Rating: 4 / 5
This book covers the gamet of successful selling. It is about daily disciplines. As someone who trains salespeople and entreprenuers in overcoming sales call reluctance, the “action provoking binder” idea is great so people will track their progress and know their numbers. Another great idea is to review the day and sales appointments for the glitches and then release! If a salesperson will follow this book, they can truly say ten years from now they have ten years of experience opposed to one year ten times. Christine Harvey has also interviewed top sales performers and shares what works for them!
Rating: 5 / 5