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 March 21, 2019
The full title of this book by Steve Thompson is
The Irresistible Value Proposition: Make the Customer Want What You’re Selling and Want It Now
In my review posted on Amazon.co.uk, I gave the book a 4 Stars rating. This means it is Good to Very Good.
Here is my book review.
This presents the value proposition at the time of selling a particular deal to a particular customer
The author advises on deal-making, about 50% of the time selling and 50% buying. This gives him an excellent perspective of what you need to do to understand and communicate value and why our business is the one to choose. [continue reading…]
by Paul Simister
on June 7, 2018
The full title of this book by Julian Moore is
The James Bond Cold Reading: A Re-Imagining Of The Classic Reading.
In my review posted on Amazon.co.uk, I gave the book a Four Stars rating. This means it is Good and Well Worth Reading.
Here is my book review.
A clever idea
The idea of using a short James Bond plot to help you cold read is very clever, as are the underlying,12 classic lines.
Inevitably it will still take effort to learn them and even more to practice using them in a love situation. [continue reading…]
by Paul Simister
on April 20, 2018
The full title of this book by Greg Nanigian is
“
In my review at Amazon.co.uk, I gave it a FOUR star rating, meaning I consider it to be good to very good.
Here is what I posted.
More details of the Sandler Pain Step
I find the Sandler Selling System appealing in many ways although I’ve seen it used to bail out of potential relationships too early and recognise that it can be used to manipulate buyers or to give the appearance they are being manipulated.
This book provides a detailed look at the pain step, used to uncover emotionally powerful reasons for the buyer to buy. It also explains where pain lies in the “Sandler Submarine” so that you have a brief understanding of the entire system. [continue reading…]
by Paul Simister
on April 10, 2018
The full title of this book by James T. Squire is
“Get Them Buying: The Secrets to Not Competing on Price“.
In my review at Amazon.co.uk, I have given it a four star rating meaning that I rate it as good to very good.
Here is what I posted.
A wide ranging book that helps you sell without reducing prices
At its heart, this is a book about selling but it takes a wide ranging view of the issues. This is NOT a traditional sales book that will teach you how to handle objections and manipulate or pressurise buyers to close the sales.
Included in the book are: [continue reading…]
by Paul Simister
on August 8, 2017
The full title of this book by Amitav Chakravarti and Manoj Thomas is
“Why People (Don’t) Buy: The Go and Stop Signals“.
In my review at Amazon.co.uk, I rated it as a FOUR stars book, meaning it is good to very good.
This is what I wrote.
Fascinating but quite academic
In my business coaching, I sometimes talk about the Buy or Don’t Buy Scales where buyers weigh the reasons to buy against the reasons not to buy consciously or subconsciously.
This book takes the same principles in terms of buying go and stop signals but adds more more meat to my simple analogy. [continue reading…]
by Paul Simister
on November 23, 2016
The full title of this book by Oren Klaff is
“Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal“.
In my review at Amazon.co.uk, I gave it a rating of Four Stars. This means I think it is good.
Here is my book review.
A fascinating approach to making a pitch about your business
A psychologist turned marketer recommended this book to me because of the way it links marketing back to the way our brains work and I read it with interest.
The author raises finance from investors and institutions by pitching a business idea. The suggestion is that the method can be transferred over to B2B and B2C sales with great success but I’m not convinced. That may be because I have a built-in bias against pitch selling, preferring a much more consultative sales approach to trying to understand what the customer needs. Some of the ideas can be incorporated into a sales presentation with good effect and without being obviously manipulative. [continue reading…]
by Paul Simister
on November 12, 2016
The full title of this book by Richard Klapholz is
“The Cash Machine: Using the Theory of Constraints for Sales Management“.
In my review at Amazon.co.uk, I gave the book a Four Stars rating. This means I think it’s good.
Here is my book review.
Explains the idea of using constraints to improve the sales process and increase sales revenue.
This is a business novel which explains how the Theory of Constraints (TOC) can be used to find ways to increase sales revenue.
It is set in a large ($700 million turnover) digital imaging company which has a seen sales revenues reverse, from growing progressively they have dropped for the last three quarters. The hero has a job swap, from vice president of marketing to the hot seat, VP for sales. Fortunately he had agreed to be open-minded and consider TOC after it had been used effectively elsewhere in the business. [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…]