Customer Reviews

Honesty Sells: How To Make More Money and Increase Business Profits

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The title speaks for itself. Over my career of many years in retail and corporate sales, I've seen it time and time again where I've worked with other sales rep who lie to their customers-to make a quick buck only later to earn a reputation as being a con and losing customers in the long-term. The book carries many examples that I was able to relate to where customers haven't told the whole truth, dragged on the sales cycle, and even didn't admit they weren't the actual buyer and had a major influence from other senior management in the company. It gave me a lot of food for thought as well to think about how honest I am with myself in terms of cold calling and how productive I am as a sales rep. It's a book you'll come back to more than once and really provide you a lot of ideas on how you can become the most ethical and responsible sales rep out there!

What a great resource! Having honesty at the heart of communications is detrimental. The personal stories were a great touch and the timing of the book couldn't be more perfect. The world needs this in such a tight economy where it's much more likely for struggling minds to be unethical to stay in the game.

This book does not foster honesty in sales. It perpetuates the myth that sales is about closing. It perpetuates the false assumption that prospects are liars. It perpetuates the misguided belief that prospects are too stupid to figure out what is best for themselves without being guided by you -- the salesperson. It perpetuates the self-centered thinking that a salesperson's job is to guide prospects to buying what he or she sells. It perpetuates manipulative tactics -- even their wording examples for overcoming objections show their complete lack of understanding of what Honest Selling really is.

Bad: This book continues the self-centered, "it's all about the close" thinking that is responsible for everything wrong in sales.

Worse: It does so under the guise of honesty.

If you believe in Honest Selling then do not waste your time with "Honesty Sells."

Gill E. Wagner, President, Founder & Creator of Honest Selling

P.S. If you want a MUCH more detailed version of this review, visit my blog at [...].