by Paul Simister
on April 9, 2019
The full title of this book by John Rosso is
Prospect the Sandler Way: A 30-Day Program for Mastering Stress-Free Lead Development
In my review posted on Amazon.co.uk, I gave the book a 5 Stars rating. This means it is Excellent.
Here is my book review.
How to prospect without crushing your soul
Picking up the telephone and calling someone who could/should be interested in what you sell forces you to confront the possibility that person may not be receptive at this time.
This book will help you to do it without crushing your soul. [continue reading…]
by Paul Simister
on November 7, 2016
The full title of this book by Lawrence Steinmetz and William Brooks is
“How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, or Fee“.
In my review at Amazon.co.uk, I gave the book a rating of FIVE stars. This means I think it is excellent.
Here is my book review.
Packed with great tips and advice on how to withstand pricing pressure from buyers
The content in this book is fantastic for anyone in business who comes under pricing pressure, either directly from customers or from sales people who have limited selling skills beyond offering discounts.
I tell my coaching clients that price is where your strategy hits the road and is truly tested. To increase sales, you need to offer better value than competitors but it’s so much nicer when those customers believe your product or service is worth more. [continue reading…]
by Paul Simister
on December 12, 2015
The full title of this classic book by Joe Sugarman is
“Triggers: How to Use the Psychological Triggers of Selling to Motivate, Persuade & Influence“.
In my review posted on Amazon.co.uk, I rated the book as Five Stars. This means I think it is Excellent and is Very Highly Recommended. I don’t give many Five Star Ratings.
It explains the 30 psychological factors that help the customer to buy
Triggers is a terrific book by Joe Sugarman, one of the leading direct marketers in the world who has used these factors over many years to make a fortune in direct response mail order advertising.
In fact I wish that I had read it years ago. The book is beautifully written with each chapter focused on one psychological trigger with explanations of how the factor can be used in copywriting/print and in a direct, face-to-face selling environment. [continue reading…]
by Paul Simister
on February 12, 2014
When I read
“The Secret Of Selling Anything” by Harry Browne
I was so impressed, I gave the book Five Stars in my review posted on Amazon.co.uk. This means it is Excellent and Very Highly Recommended.
Here is my book review.
This is probably how you’d like to be treated as a customer
This is a short quote from the book to give you a flavour:
“Selling is easy. It’s always easy if you think of the prospect as someone you’re trying to help. It becomes difficult when you think of your prospect as an adversary who must be out-maneuvered.” [continue reading…]
by Paul Simister
on May 10, 2013
You Can’t Teach A Kid To Ride A Bike
At A Seminar by David Sandler
Book Review Rating – 5 Stars
In 1995 when I started my self employed adventure, a former boss of mine who had ploughed the same path told me to read a book about sales training every year.
Since then, I’ve read plenty of sales books and listened to sales training CDs and watched sales DVDs.
You Can’t Teach A Kid To Ride A Bike At A Seminar by David Sandler with John Hayes PhD is the most different and the most memorable but it might not be the best.
As far as I am concerned, this is a must read book for you to establish how far you are prepared to go to manipulate a customer to get the money. There’s something here that makes me feel very queasy because it’s asking me to be someone I’m not.
At the same time, this is a “no manipulation” manipulative selling system. It’s dressed up in a way to appear as if you’re not really that interested in selling to the potential customer and he or she must convince you that the deal is right. [continue reading…]
by Paul Simister
on May 8, 2013
The Ultimate Sales Machine by Chet Holmes
Book Review Rating – 5 Stars
This is the long-awaited book from Chet Holmes. The full title is “The Ultimate Sales Machine: Turbocharge Your Business With Relentless Focus on 12 Key Strategies.”
The Big Idea in The Ultimate Sales Machine
People over-complicate what is needed for business success.
Chet Holmes believes you just have to:
Focus on 12 key strategies rather than trying to master hundreds of different ideas and techniques.
You implement these 12 strategies with pigheaded discipline and determination.
I fully commend the last point. Too often people try something that looks a great idea in a half-hearted way. They are then disappointed with the results, decide that the idea wasn’t so good after all and move on to the next big thing. [continue reading…]
by Paul Simister
on May 3, 2013
Competing On Value by Mack Hanan and Peter Karp
Book Review – 5 Stars
“Competing on Value” by Mack Hanan and Peter Karp is a terrific book that was published in 1991.
Please don’t let its age put you off because the advice it gives is timeless. Some of the examples are dated but the message comes through very clearly.
Competing On Value is a sales book, pricing book and marketing book all rolled into one.
The concept of economic customer value is well established in the more specialised sectors of marketing and pricing. When “Competing On Value” was published, I believe that the concept of fixing your price on the value (or gain) your customer made from buying was very new. [continue reading…]
