How to Sell Without Being a JERK!: The Foolproof Approach to the World's Second Oldest Profession (Hardcover)

by John Klymshyn (Author)
Key Phrases: selling conversation, selling truth, selling profession, Million-Dollar Questions, Call Burst, Moving Conversations Forward (more...)

Editorial Reviews

Product Description
In this practical, enlightening guide, master salesman John Klymshyn reveals how you can be assertive and effective without rubbing people the wrong way or fulfilling the stereotype of the jerk salesperson. He detonates traditional sales methods and replaces them with modern techniques for reading customer behavior and regulating your own behavior to make more sales without having to get pushy. If you want to sell more and be a nicer person, this is an ideal sales resource.

From the Inside Flap

Tired of cute comments and refried attitude-adjustment theories? Sure there must be some way that you can sell more and develop more return business? Yearning for a more honorable, human approach to selling that will let you make more money, have fun, and feel good about what you do? How to Sell Without Being a JERK! is the no-nonsense guide you've been waiting for.

How to Sell Without Being a JERK! shows you how to make positive and assertive sales presentations in a way that forges long-lasting relationships, builds client confidence, and keeps you out of the "jerk" category for good. Renowned sales professional and mentor John Klymshyn analyzes the structure of a well-managed sales call and shows you how to build your presentation using a logical, creative design and a specific plan that will result in a long-lasting structure.

Using true stories from the trenches, examples of right and wrong approaches, and plain, cut-to-the-chase language, Klymshyn dissects the ideology that makes many salespeople sell with a callous approach. He explains how traditional methods of selling contribute to the "jerk" stereotype and how best to avoid the label.

At the core of Klymshyn's approach is the belief that developing the ability to read your audience is your most valuable tool when it comes to making a sale. He shows you how to hear, read, and know what people say and what they mean. He also presents a series of painfully true stories that underscore the importance of not being a jerk—stories that will have you laughing, nodding, and even cringing. Stop being a jerk—and start selling more.

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Product Details

• Hardcover: 224 pages
• Publisher: Wiley (February 25, 2008)
• Language: English
• ISBN-10: 047022455X
• ISBN-13: 978-0470224557
• Product Dimensions: 9.1 x 6.3 x 1.1 inches
• Shipping Weight: 13.6 ounces (View shipping rates and policies)
• Average Customer Review: 4.5 out of 5 stars See all reviews (6 customer reviews)
• Amazon.com Sales Rank: #138,520 in Books (See Bestsellers in Books)

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Customer Reviews

Most Helpful Customer Reviews

10 of 12 people found the following review helpful:

5.0 out of 5 stars One Of The Best Selling Books I've Ever Read, March 7, 2008

By	Dave Lakhani "BoldApproach.com" (Boise, ID United States) - See all my reviews (REAL NAME)

Length:: 1:32 Mins

How To Sell Without Being A Jerk will cause you to immediately recognize where you've been selling in an old and outdated fashion. I couldn't put it down and I have to admit, the selling stories made me laugh, often because I'd been in very similar situations.

Watch my review, I'll give you a lot more specific detail about why I think this book is great.

Dave Lakhani
Subliminal Persuasion: Influence & Marketing Secrets They Don't Want You To Know

1 of 1 people found the following review helpful:

2.0 out of 5 stars Author sounds like a salesperson I wouldn't personally buy from, January 31, 2009

By	A. Ojastu (Scandinavia) - See all my reviews (REAL NAME)

I've been in sales for 8 years, out of which 3 years as a sales manager and for the last 2 years been working as a sales coach in Scandinavia. During this time I've come to study a LOT of sales books and it is getting more and more difficult for me to find something original or valuable.

I bought this book because of it's title - hoping that the author would map out a guideline to recognize "the jerk" in one's sales (which sounds like an original idea).

What it happened to be instead was a badly written, overtly wordy, self-boasting; "I know what I'm talking about (10 pages); First I will tell you what I will tell you about (10 pages), now I tell you how great I am to tell this to you (10 pages), and if I am going to tell you what's my point (5 pages), then here are the reasons you'll love it (10 pages) and here's the point (1 page)" type of a book.

The book didn't answer it's main question, as a matter of fact it didn't even explain what a jerk in sales means. The book will not be helpful for a beginner in sales, because it is not specific enough and has too little substance and in no case is it a worthwhile reading for an experienced salesperson. If you are afraid of sales, because it feels like a manipulative "jerk like" activity, don't buy this book, it will make you even more discouraged. Get something from Jeffrey Gitomer instead.

Why I didn't rate this book with one star, was simply because it had some funny stories in it and the author clearly illustrated how a bad writing style looks like. So I am grateful for a lesson.

PS! Don't be mislead by the 5 star (friends and relatives) postings, like I was.

3 of 4 people found the following review helpful:

5.0 out of 5 stars Most salespeople are taught to be JERKS and it doesn't work, March 15, 2008

By	Rob Northrup "Entrepreneur" (Norcross, GA USA) - See all my reviews (REAL NAME)

The fine line between being a dependable, hard-working, pro-active salesman (GOOD) and being an annoying, overly aggressive pestilent JERK (bad) is explored in this excellent book. I never heard of Mr. K before this but he has come up with several new things I haven't seen before in my readings of too many sales books..

As professional salespeople, we need to remember that our potential customers have seen every trick that we are taught to throw at them and their defense mechanisms go up rapidly when they encounter the JERK.

Read this book and it will help you identify where you might be sometimes shift over into jerk-like baehavior. You will get your moneys worth out of this book.