by Paul Simister
on November 1, 2013
The full title of this book by Mitch Axelrod is
“The NEW Game of Selling: Attract, Convert and Keep More Customers and Multiply Profits“.
In my review posted at Amazon.co.uk, I gave the book Four Stars. This means it is Good and is Well Worth Reading.
Here is my book review.
Great ideas to help you to boost your revenue by doing good for your customers
Mitch Axelrod has been one of my mentors for about five years and I have a great empathy with how he believes customer relationships should be developed.
Many years ago, a long term client asked me “what selling system or sales techniques do you use?”
I replied “I help people to buy if I believe that I can really help them to achieve their goals.” [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…]
