Customer Reviews

The Eight Competencies of Relationship Selling: How to Reach the Top 1% in Just 15 Extra Minutes a Day

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

 

 

It is clear this book is the product of years of sales training seminars for two reasons: (1) Cathcart discusses selling from a multiplicity of angles, and (2) the text reads like a loosely compiled sales handbook; failing to articulate and sustain a main argument throughout. In the author's defense, he warns the reader of this much in the introduction and opening chapter. Nevertheless, the book would benefit only those looking to reference and sharpen certain aspects of the selling technique. Even then, the book strays too often from giving technical insight into giving a pep talk. The work also suffers from an inordinate number of lists, which leads one to feel he is reading the minutes from a brainstorming session. For this reason it does not deserve the high ratings it has been given by other reviewers thus far.

There could not be a better time for a sales force to soak in all that Sales GURU Jim Cathcart has to say. Relationships are built in tough economic periods. This book details the basic steps each sales person should follow, and offers sound (not soft) motivation for reaching the top. Every sales rep n our firm has a copy.

I have read a lot of books on sales and find this one to not have much that is helpful. The approaches are all consistent with the best values in consultative selling, but none of it is brought to life. It is is full of much "what to do" but I never felt I got any clear "how to do". I doubt anyone reading this will achieve the promise in the sub-title "reaching the top 1 % in 15 extra minutes a day

The Eight Competencies of Relationship Selling is one of the best sales books I have had the opportunity to read. Jim Cathcart's 30 years of sales experience really shows through in this book. His solid ideas have really assisted me in fine-tuning my own sales strategies. This is a great read, filled with powerful ideas and short exercises that really allow you to enhance your sales career.

The Eight Competencies of Relationship Selling is one of the best sales books I have had the opportunity to read. Jim Cathcart's 30 years of sales experience really shows through in this book. His solid ideas have really assisted me in fine-tuning my own sales strategies. This is a great read, filled with powerful ideas and short exercises that really allow you to enhance your sales career.

Book was shipped and received in a timely matter. Book condition was as described. Would order again from this site and supplier without hesitation.

Of course, I'd give myself five stars but here's why: this book is the result of 17 years of experience with my earlier book: Relationship Selling, How to get and keep customers (now in print in English, Japanese, Chinese and Finnish.) I've applied these principles and refined the process over 25 years with 2,000+ clients around the world.
The format of the book is HTML, you can jump directly to the idea you need rather than reading in linear fashion. Take the Sales Readiness Assessment on page 15 then go directly to what you feel you need most right now.
I've filled the book with cartoons, graphs, exhibits, case studies and checklists to make it fun to learn and easy to retain. Enjoy your read and let me know if you need more.