The full title of this book by Nicholas Bate is
How to sell and market your way out of this recession and get your business buzzing like never before (even though your customers don’t want to know!)
In my review posted on Amazon.co.uk, I gave the book Three Stars. This means Worthwhile.
Here is my book review.
This is a short book of practical tips with the emphasis very much on selling rather than marketing.
It is a general sales book written for you to read quickly without any unnecessary fluff. It has some additional sections added to identify priorities in difficult times.
Each chapter also has short tips for applying some of the ideas mentioned to particular types of small business e.g. a green grocer, tailors, consultancy etc which I think helps to a) think they you can do it and b) see other businesses doing the similar things. If you’ve read other sales books, you won’t find much new here but it’s a good refresher and it emphasises the urgency of taking action quickly.
It will be an uncomfortable read if you’re a reluctant sales person as it’s quite forceful and it urges you to get out there and hustle for business. The approach is likely to burn some relationships (but would the people ever buy anyway) and turn others who are dithering into customers. There is also the important issue of qualifying prospects hard upfront so that you don’t waste your time of people who can’t buy or are very unlikely to buy.
I’d give it four stars if it was just pitched as a sales book but I deducted a star because it doesn’t live up to my expectations on the marketing side.
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