by Paul Simister
on December 11, 2015
The full title of this book by Brian Tracy is
“Be a Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Markets“.
In my review posted at Amazon.co.uk, I rate the book at the Four Stars level. This means I think it is Good.
Here is my book review.
If you’ve never read a book about selling, this is a good place to start.
The author believes that most salespeople have never been professionally trained and that 95% can increase their sales (benefiting themselves and their employees) through additional knowledge and skill.
There are several key principles.
1 – Small differences in ability can make a big difference in performance.
2 – We are often held back by our weakest skill set.
[continue reading…]
by Paul Simister
on December 8, 2015
When I reviewed
Sales On A Beermat by Mike Southan and Chris West
on Amazon.co.uk I gave it a rating of Four Stars. This means I think it is Good and Well Worth Reading.
Here is my review.
A British approach to consultative selling aimed at helping the customer to buy
The popular Beermat Entrepreneur book has been followed up by this one with the key message of:
Be Liked. Qualify. Close. [continue reading…]
by Paul Simister
on December 8, 2015
The full title of this book by Michael Port and Elizabeth Marshall is
“The Contrarian Effect: Why it Pays (Big) to Take Typical Sales Advice and Do the Opposite“.
In my review posted on Amazon.co.uk, I gave the book Four Stars. This means I consider the book to be Good and Well Worth Reading.
Here is my book review.
A well argued and powerful punch against the old, tired, hard-sell tactics
This fascinating book is a well argued and powerful punch against the old, tired, hard-sell tactics.
The world has changed from the time when John H. Patterson introduced sales training to overcome objections and how to close a sale which was eventually developed into the NCR Primer in 1887. That’s over 120 years ago but if you read some of the sales training books, the ideas still seem horribly familiar. [continue reading…]
by Paul Simister
on December 7, 2015
The full title of this book by Spencer Johnson is
“The One Minute Salesperson: The quickest way to more sales with less stress“.
In my review posted on Amazon.co.uk, I gave the book Four Stars. This means I think it is Good and Well Worth Reading.
Here is my book review.
A book to help you to feel good about selling
This is a short, simple story based book which is designed to communicate the basics of selling.
It is anxious that you see your role as a sales person – and the book says that everyone is selling something – in a positive way. It defines the purpose of selling as “to help people get the good feelings they want about what they bought and about themselves.” [continue reading…]
by Paul Simister
on December 7, 2015
The full title of this book by Sam Deep and Lyle Sussman is
“Close The Deal: Smart Moves For Selling: 120 Checklists To Help You Close The Very Best Deal“.
It has been written with The Sandler Sales Institute.
In my review at Amazon.co.uk, I rated the book as Four Stars. This means I think it is Good and Well Worth Reading.
Here is my book review.
A series of list based articles to improve your selling, based on the Sandler sales system
This is a very interesting and practical guide to sales training written in the form of 120 list based articles for sales success. It is based on the Sandler Sales system which is one of the best known international sales systems sold through franchisees and is well known for the different approach to selling. [continue reading…]
by Paul Simister
on December 7, 2015
The full title of this book by Harry Washburn and Kim Wallace is
“Why People Don’t Buy Things: Five Proven Steps to Connect with Your Customers and Dramatically Increase Your Sales“.
In my review on Amazon.co.uk, I rated this book as Four Stars. This means I think it is Good and Well Worth Reading.
Here is my book review.
How to adjust your sales process to the different types of buyers
This is an interesting book and stands out from a traditional sales training book which looks at topics like prospecting, getting past the gatekeeper, handling objections and closing.
One minor gripe is that I don’t think the title reflects the book. I didn’t get the book I thought I was buying. The focus is very much on the customer or buyer, their buying process and how you can use buyer path selling. [continue reading…]
by Paul Simister
on May 29, 2015
The full title of this book by Michael Maslansky is
“The Language of Trust: Selling Ideas in a World of Skeptics“.
In my review posted to Amazon.co.uk, I gave the book Four Stars. This means it is Good and Well Worth Reading.
Here is my book review.
A challenge to traditional selling
This book is well written and although the authors specialise in financial services – an area where there is a huge problem of sceptical customers – it provides plenty of examples that are easy to relate to.
However the book does challenge a lot of the orthodox sales thinking and it’s a challenging read since it says that many beliefs and common practices are wrong or at least don’t work any more with sceptical prospects. [continue reading…]
by Paul Simister
on May 13, 2015
The full title of this book by Steve Deery is
“How Customers Think: Or, How Customers Like to Buy“.
In my review posted at Amazon.co.uk, I gave this book Four Stars. This means it is Good and Well Worth Reading.
Here is my book review.
Your customers aren’t you
This book reminds me of the distinction that Tony Alessandro made between the golden rule (treat people as you’d like to be treated) and the platinum rule (treat people as they’d like to be treated).
Is it more important for the buyer to adapt to the way the seller likes to sell or for the seller to adapt to the way the buyer likes to buy?
Common sense says that it should be the seller who changes because otherwise the buying experience is frustrating and, understandably, often fails to result in a purchase. [continue reading…]
by Paul Simister
on October 4, 2014
The full title of this book by Drew Eric Whitman is
“BrainScripts for Sales Success: 21 Hidden Principles of Consumer Psychology for Winning New Customers“.
In my review posted to Amazon.co.uk, I gave the book Four Stars. This means it is Good and Well Worth Reading.
Here is my book review.
Interesting book on the psychology of selling
This is an interesting book to read but the contents is hard to remember.
The contents includes:
- 8 primary desires
- 9 secondary desires (or learned wants)
[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…]
