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 February 11, 2017
The full title of this book by Simon Kelly, Paul Johnston and Stacey Danheiser is
Value-ology: Aligning sales and marketing to shape and deliver profitable customer value propositions
In my review of the book posted on Amazon.co.uk, I gave the book Two Stars. This means Disappointing.
Here is my book review.
Very disappointing
I had high hopes for this book but unfortunately I’m left feeling it is “intellectual claptrap”. I know that sounds harsh but let me explain.
It’s one of those books that you can read paragraphs and get no meaning from and, when you go back to read them again, you realise that it’s describing something obvious to anyone who has commercial experience but it’s dressed up in corporate-business-speak. [continue reading…]
by Paul Simister
on January 19, 2017
The full title of this book by Ace McCloud is
Sales: Sales Strategies: The Top 100 Best Ways To Increase Sales
In my review posted on Amazon.co.uk, I gave it 3 Stars.
Here is my review.
The author is prolific – business, personal self help, health, sports, pets, dating – as a sales book it’s OK
I’m not sure what’s going on here and whether the download I received though the kindle unlimited service is intended or an accident.
What I have is a short book about selling techniques and then a series of bonus books. The author is prolific and writes about just about everything you can think of – business issues, personal self help; health issues, sports, pets, dating… [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 9, 2016
The full title of this book by Dennis Lewis is
Combat Zone: The Value Based Proposition
In my review posted on Amazon.co.uk, I gave it Three Stars.
Here is my review.
Interesting For Sales People In B2B Markets
This wasn’t the book I was expecting to read as I thought it was about strategic marketing style value propositions.
Instead this is a book about selling in B2B markets where products can be sold on the basis of financial justification e.g. a chemical company might sell a new type of fertiliser that increases wheat yields per acre by 25% over the next best alternative. Depending on what you’re selling, you can therefore explain your advantage based on costs savings, extra revenue generated, faster payback for a machine or a combination of all three. [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 October 14, 2016
The full title of this book by Robert DeGroot is
Competitor Analysis: Find Your Unique Selling Points, Know What Objections to Expect, and How to Neutralize Them
In my review posted on Amazon.co.uk, I gave the book Three Stars. This means Worthwhile.
Here is my review.
Useful technique for sales presentations
This is a short book that looks at how you can sell against your competitors by neutralising their unique selling points whilst emphasising your own. [continue reading…]
by Paul Simister
on June 27, 2016
In my review of the book
Attention: Make Irresistible Compelling Offers by Bob Oros
posted on Amazon.co.uk, I gave it 2 Stars.
Here is my review.
Not what I was after, it’s more about improving selling skills and getting the customer to listen to you
I bought this book because I believe “crafting offers” is an overlooking skill since phrasing the offer, “this is what you get for your money”, is the core of marketing.
The book turned out to be one of a series about improving your selling skills and the focus is very much on what you can say quickly to encourage the customer to listen to you.
It didn’t meet my needs or live up to its title “Attention: Make Irresistible Compelling Offers” although some may find it has some good points.
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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…]
