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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]

Geoffrey James
4.6 out of 5 stars  See all reviews (19 customer reviews)

Print List Price: $18.00
Kindle Price: $10.99
You Save: $7.01 (39%)
Sold by: Penguin Group (USA) LLC

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Book Description

There are approximately 35 million business to business sales reps in the country selling everything from books and computers to furniture and flooring. They know as well as anyone that selling to other businesses is not the same as selling to consumers. Businesses have different budgets, needs, demands, and expectations from those of general consumers. That means an entirely different skill set is required of business to business sales reps.

How to Say It: Business to Business Selling is the only book of its kind that caters exclusively to business to business sales professionals. Its short chapters provide tips and strategies tailored especially for the unique business to business selling process. You'll learn how to:

Motivate Yourself to Sell
Craft an Elevator Pitch
Find Hot Sales Leads
Make a Cold Call
Use Voicemail to Sell
Give a Sales Presentation
Write a Sales Proposal
Give a Product Demo
Negotiate the Best Deal
Close a Sale
Create a Powerful Sales Process
Sell to Top Executives
Build Sales Partnerships
Get a Customer Referral
Accelerate Your Sales Cycle

With How to Say It: Business to Business Selling you can sell business to business like a seasoned pro.

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)
  • Sold by: Penguin Group (USA) LLC
  • Language: English
  • ASIN: B005GSZI2G
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Lending: Not Enabled
  • Amazon Best Sellers Rank: #190,077 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

4.6 out of 5 stars
4.6 out of 5 stars
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Most Helpful Customer Reviews
5 of 5 people found the following review helpful
5.0 out of 5 stars Buy, read and review - everyone in Sales January 26, 2012
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
5.0 out of 5 stars Geoffrey James: Best Writer in B2B Sales! June 28, 2012
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
5.0 out of 5 stars The Sales Machine: solid, usable, non-fluffy sales advice 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
5.0 out of 5 stars Very user friendly advice January 8, 2012
By Julia
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
5.0 out of 5 stars An opportunity not to be missed 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
5.0 out of 5 stars Excellent! 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
5.0 out of 5 stars Great Resource for BTB Sales Pros 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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3 of 4 people found the following review helpful
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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Most Recent Customer Reviews
5.0 out of 5 stars Such a great book, this is my second copy as I ...
Such a great book, this is my second copy as I give them away! If you need a great business book with exactly what to say, then look no further.
Published 1 month ago by Elizabeth E. Peterson
5.0 out of 5 stars this book is a great tool to help clarify your message and put you ...
If you are in Business to Business sells...this book is a great tool to help clarify your message and put you on the right track for great success in B2B selling... Read more
Published 4 months ago by Sarah
3.0 out of 5 stars Good not great.
I pulled a few highlights and workable items. No earth shatteing insights but always good to get another perspective. Did not read cover to cover.
Published 12 months ago by paul tomezak
5.0 out of 5 stars Very helpful
This is a succinct book full of great advice. I've read lots of sales books through the years, between graduate school and corporate sales courses, and so far this is the best.
Published 14 months ago by Jennifer Wilson
5.0 out of 5 stars Great read
Very solid principles and advice. Glad I bought it and read it. And I still re-read some of the chapters.
Published 19 months ago by Shane Frost
5.0 out of 5 stars I will share this book with every member of my sales team.
Definitely worth reading multiple times. Common sense wisdom to make sales straight forward and predictable. The advise to qualify your prospects objectively is key.
Published 20 months ago by M. Currie
5.0 out of 5 stars Excellent resource!
This book has a lot of information I wish I had known about sales. Well researched, well written and well done.
Published 22 months ago by Jack Aude
4.0 out of 5 stars Good advice
Well structured book with some good advice about B2B selling. I would recommend it as a read if you want to improve your sales.
Published on May 27, 2013 by
5.0 out of 5 stars Words make all the difference . . . .
We may be great, our company may be, our product and service may be ... but in the beginning, when we sales people are trying to persuade people to talk with us and try us, we have... Read more
Published on November 22, 2012 by S. Gatter
1.0 out of 5 stars How to say it-business to business selling
Pretty much should of been business to business sales 101. Did not gain any knowledge or value.....

I am always trying to be self motivating, could not find anything... Read more
Published on November 14, 2012 by Lizzie
Search Customer Reviews

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 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.


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