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How to Say It: Business to Business Selling: Power Words and Strategies from the World's Top Sales Experts (How to Say It...) Kindle Edition

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Length: 205 pages Word Wise: Enabled Enhanced Typesetting: Enabled

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Editorial Reviews

About the Author

Geoffrey James is the primary sales training writer for Selling Power magazine, and since 2007, he has authored Sales Machine on CBS Interactive's BNET website, a sales-oriented blog that has won prestigious awards from the Society of American Business Editors and Writers and the American Society of Business Publication Editors.

Product Details

  • File Size: 1071 KB
  • Print Length: 205 pages
  • Publisher: Prentice Hall Press (December 6, 2011)
  • Publication Date: December 6, 2011
  • Sold by: Penguin Group (USA) LLC
  • Language: English
  • ASIN: B005GSZI2G
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Lending: Not Enabled
  • Enhanced Typesetting: Enabled
  • Amazon Best Sellers Rank: #270,537 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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More About the Author

GEOFFREY JAMES is the author of 9 books, including the widely-praised Business Wisdom of the Electronic Elite (which was translated into 7 languages and won 3 book club awards) and the classic book of computer humor, The Tao of Programming.

Since 2007, Geoffrey has written a daily blog about sales, marketing and success that has appeared on BNET, CBSi and currently on Inc.com. His blog has won two prestigious journalism awards and regularly receives over 1 million pageviews a month.

Prior to this, Geoffrey wrote articles for magazines like Upside, Computerworld, Wired and Red Herring, and was an industry analyst, marketing manager and system architect inside several high tech firms.

Geoffrey's most recent book, Business Without the Bullsh*t, a collection of secrets and shortcuts to help workers and line managers achieve success and career security, despite the general insanity of corporate life.

Customer Reviews

Most Helpful Customer Reviews

5 of 5 people found the following review helpful By Reg Nordman on January 26, 2012
Format: Paperback
This is a desktop book that every salesman and sales manager needs to have. It is extremely clear, concise and well written. Each chapter is a treasure trove of useful nuggets. He covers the bases:

How to Craft an Elevator Pitch
Find Hot Sales Leads
Negotiate the Best Deal
Sell to Top Execs
Build Sales Partnerships
Get a Customer Referral
Prospect with Voice Mail
Give a Compelling Product Demo
Move a Lead to a Prospect
Develop B2B Campaigns
Close a B2B Deal
and more

He built this book through countless interviews with sales giants like Tom Sant, Wendy Weiss, Linda Richardson, Keith Eades, Jeff Thull, Keith Rosen, Joanne Black, Jeffrey Gitomer and others. As a regular contributor to Selling Power and other publications, the author really knows what works. Buy, read and review.
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6 of 7 people found the following review helpful By Amazon Customer on June 28, 2012
Format: Paperback
Salespeople learn differently from the rest of us. They don't want fluff, B.S., or yet another book that describes what worked for some author when they sold fax machines to Woolworth's. What salespeople do want is straight talk about the tools, the strategies, and the tactics that will help them do one, and only one, very important thing: win business.

Here's the good news: Geoffrey James, the best writer in the B2B sales, has gathered compelling, relevant, and thoroughly field-tested content from the experts in fifteen critical B2B selling areas and served them up for you in a powerful, organized, and deliciously consumable way. If you're in sales or sales management you're going to LOVE this book.
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3 of 3 people found the following review helpful By Kyle Porter on December 29, 2011
Format: Paperback Verified Purchase
When Geoffrey was writing Sales Machine, it was one of only 3 blogs of which I read every post. When I saw that he was writing a book, I bought it pre-sale...and I'm glad that I did.

Geoffrey does an excellent job of taking conceptual ideas, removing the BS, & giving advice that's easy to use. The neat thing about his sales suggestions are that they are provided down to the script level. I particularly suggest that you use it to help craft your sales message, elevator pitch and cold calling/voicemail scripts. These are all never too good to refine and Geoffrey's suggestions are spot on.

I particularly like the fact that the content of this book has been cultivated so deeply from years in research, reading and interviewing the top minds in selling. The additional resources he offers make up wonderful next steps for after you finish this book.

Whether you are new to selling or working to sharpen your skills, I'm confident that you'll find practical, usable value in this book.
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3 of 3 people found the following review helpful By Julia on January 8, 2012
Format: Paperback Verified Purchase
Having come from a service background and asked to step into a sales managers role, I spent a long time reading many different books on the subject in order to increase my knowledge fast and quickly found myself overwhelmed with ideas..

I became a fan of Geoffrey James's sales blog on bnet which was very useful, informative and creative. I then bought this book and found the most useful & easy to understand exercises.

I had struggled for a long time trying to create a story which would interest prospects and it was only after reading this book and asking Geoffrey for help that I achieved a workable story. Great book, easy to understand and very user friendly.

I would recommend it to both seasoned sales pro's and people new to sales.
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4 of 5 people found the following review helpful By Justicio on February 15, 2012
Format: Paperback Verified Purchase
A must read and required reading for all sales professionals.

Every day we are selling, whether it be to look for the next job or improve our careers.

How to say it: Business to Business Selling offers valuable advice for all levels of Sales.

Geoffrey James cuts through the mystery of the sales process with a clear message of understanding that can be applied in all areas of business.

There is no better recommendation for selling today than Business to Business Selling.
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6 of 8 people found the following review helpful By Diana Morris on January 27, 2012
Format: Paperback Verified Purchase
This is a great book. Very honest and full of practical information. I've been selling for 20+ years, and found this to be a welcome change of pace. Gets to attitude, sales process, personal motivation, and other critical topics written in easy to read style. Like having a sales coach sitting next to you.
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3 of 4 people found the following review helpful By DataDoctor on February 10, 2012
Format: Kindle Edition Verified Purchase
I admit to being a fan of James, having first read his blogs on BNET a few years ago. Those blogs were entertaining and informative. Having been in the BTB sales world for 30 years, I find his new book refreshing simple and useful in analyzing and teaching in all phases of the sales cycle. His improvement tips offer quantifiable gains and and that can be readily implemented.
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Format: Paperback Verified Purchase
I have written several new cold call scripts with the help of this book. I especially like the tip to drop the business jargon and make clear descriptions of what is being offered.
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