Customer Reviews

Decoding the BS of Business, Selling to Executives

5 star:		(6)
4 star:		(0)
3 star:		(1)
2 star:		(0)
1 star:		(0)

 

 

12 years ago I went through VASS Executive Sales Training, read Soft Selling in a Hard World, and doubled my income every year thereafter. In this new book, Jerry and Iris expand further on the foundation for success in persuasion based on the buyer's (in this case, the C-suite executive) 5 fundamental tough questions for all sellers. Do not be fooled by the brevity of the text - every sentence is packed with power for those who are willing to set aside their egos long enough to recognize it. This is a playbook for advancing your sales career to a new level of performance, fun, and money.

I read this book and took Jerry's course on selling to executives. This book, and Jerry's approach overall, are direct and to the point. He nails it.

"Decoding the BS of Business" by Vass & Herrin gave me an inside view of how the executive prospect thinks and shatters some currently accepted ideas about business. In fact, it's a little controversial. In "Decoding", Vass & Herrin pull back the curtain on some real businesses.

"Decoding" challenges some of the basic wiring of business communication. And it delivers some common sense solutions for finding undiscovered profit.

Jerry Vass is a master at penetrating the subtle but costly business communication and sales problems of our age. In "Decoding the BS of Business", he takes his new perspective to a higher level, the executive boardroom and it is a terrific adjunct to his "Soft Selling in a Hard World".

If "Soft Selling" is a tactical hand book for the salesperson, then "Decoding the BS" is a strategy book for the businessperson.

This is the best business book I've ever read. All right...it's the only business book I've ever read. I'm the sort of person who skims the business section of the NY Times only so that I can get to the arts section and the crossword puzzle without feeling guilty. Imagine my surprise to find myself thoroughly enjoying this book about the business of doing business! It's chock-full of business wisdom, of course, its target audience being business professionals, but it's also full of humanity and humor, illustrative anecdotes written with story-telling charm. The authors have created a business book that even a non-businessy book-person can love. Imagine that.

This book is a must read for those truly interested in understanding the selling mind to the executive suite. The sequel to Vass' 'Soft Selling'provides the reader with the next level of critical thinking to why people listen, why people buy.

As a user of the Vass techniques.....I can honestly say they have completely changed my approach to selling and the result has been a quantum leap in my selling success and visibility.

Buy it and succeed.

If you, or someone you care about is in sales, buy this book. Simple (sometimes funny) tactical, and infinitly applicable, this book will help you focus in on what matters most to "buyers", and build presentations that get you to the close faster.

I keep "Soft Selling in a Hard World" in my briefcase, and Decoding the BS of Business will join it. They both keep me focused on selling from the buyers perspective, save time creating presentations, and give me and other people on my team a sales process framework to work from. In short these books have helped me close more sales, faster.

Buy "Decoding the BS of Business" and "Soft Selling" and you have everything you need to know in order to be a successful profitable salesperson.

I'd like to start by saying that Jerry Vass is a breath of fresh air in the stale, smoky room of sales training. His other book, Soft Selling in a Hard World, is one of the best books I have ever read, on any subject, period. I re-read it about once a year.

With high hopes, I pre-ordered Decoding the BS of Business. When it arrived, I read it in a few hours. I was disappointed to see that it is mostly a repeat of things that were said better in Soft Selling. There are a few extra, valuable points, and some good new anecdotes and examples, but nothing earth-shattering. This book doesn't teach nearly as well or as much as the classic _Soft Selling_.

I hope it's just me that feels this way. I hope another reviewer comes along and proves me wrong, saying that this book rules the universe and that everyone should read it. I want Jerry Vass's message to be heard far and wide. But in my opinion, that message is conveyed by Soft Selling in a Hard World. By comparison, Decoding barely delivers. I give it 3 stars.