Customer Reviews

The Market Has Changed: Have You?: Sales Strategies that Work

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In his new book, Paul has skillfully woven the powers of philosophy, human psychology and professional selling around the spindle of change. What managers often overlook is the fact that all business progress demands that we change how we think, how we approach customers, how we sell and how we define and create customer value. Paul, who has the mental flexibility of an acrobat explains that when it comes to buying the latest and greatest technology, we act like children. We are always eager to explore the latest and greatest. Without hesitation we discard obsolete products and celebrate another leap forward. The point is that we all love to buy external change, but we all resist internal change. We all know that many people resist rapid change to the extent that they become unproductive, unhappy and often unemployed. Paul reminds us that we are all in the driver's seat. We can make a conscious decision to allow ourselves to win through change. The sole purpose of Paul's book is to learn how to drive change; to be the master, not the slave of change. When we empower ourselves to change, we'll liberate ourselves from the ever-present threat of obsolescence.

Mr. D'Souza's book "The Market Has Changed Have You?" is a must read for every sales person and at that point every business person. I really enjoy reading business books but most of the time they are primarily the same. Paul's book is interactive, makes you think and gives you a different way of looking at things. It is not like other business books. This is a must read! It is what every business person needs to succeed in today's market. Mr. D'Souza I hope you write more books like this thank you!

I have just finished reading this book for the first time and I'm going to reread it tomorrow. The reason being it was very insightful and I want to go back and fill in the work pages. I really like the idea of taking notes as well as having "assignments" within the book. I am embarking on a new venture in a company that is sales driven and this book talks as if were written directly to me. I highly recommend this to any entrepreneur, salesperson, or small business owner. Simply written and succinct in it's message.

Throughout most of our adult lives we spend far too much energy on resisting the inevitable; change.
When we were young and growing up the world seemed to come at us at amazing speed filling up our senses and emotions. We were excited about the new day and anxious to see what each day would bring. We were growing, learning and experiencing change without resistance.
Then, it seems, over time we grow cynical, complacent and resistant to the changes happening around us.
It is so easy for all of use to fall into the mundane. Day to day life in a convenient repetitious world of hard work, struggling business, and excessive traffic twice a day is enough to make anyone forget that we control our destiny and to do that we must embrace change.
Paul's book is your tool kit for embracing change in your business and your life. Thanks Paul your book inspired me to write about change!

I've been involved in complex sales cycles for the last 7+ years. For salespeople such as myself, this means that the price point is usually high, the sales cycle is anywhere from 6-18 months, and there are a number of decision makers involved in the process. With that being said I have for years, read a number of books and articles on improving my sales approach. Paul's book, "The Market Has Changed Have You" opened my eyes to some new tactics that I could execute on today.

The book is loaded with helpful hints and strategies but what really helps drive home the details are the exercises that he incorporates in each chapter. The beauty of the book is that it is divided into easy to read chapters with the focus of each chapter on only one idea. There are 5 Parts, and 25 Steps over the 160+ pages, an easy read in one day or two. Each chapter has very simple and focused titles, "Qualify Fast" or "Move Powerfully with Teams" which creates a sense of urgency with its proactive approach. You feel as if you can execute on these topics quickly and with little fanfare. I'm able to get the gist of the chapter without being bogged down on way too much background information and for busy professionals, this is key.

I had the pleasure of meeting Paul at a Sales 2.0 Conference in San Francisco in March, his energy and enthusiasm for learning about sales shines through when he speaks with you. He's engaged and open minded to new ideas coming from seasoned and not so seasoned professionals.

- Dennis

Hello,

This is a great book if you are trying to make money in this economy. It offers practical tips, and great exercises that help you increase your business while others are closing theirs. I really enjoyed reading this book, and would highly recommend it to anyone.

Ashley West

I have ready many books in the past including Dale Carnegie' and Malcolm Gladwell's. Paul D'Souza ranks in the top tier of practical business practices. One of my favorite parts of the book was the practice sections. Great book.. Can't wait to see what D'Souza will write next.

Hi everyone,
I am student at the University of Central Florida in a program specifically dedicated to sales.
This book has been extremely useful in our class and in the real world! Thank you Paul!!

Danielle Drake
UCF, Professional sales Program Memeber

Books should lead people to question 'the way things are' and inspire the reader to take action. Paul's book accomplishes this. He gets you to think about selling at a deeper level, which is a welcomed and needed new perspective. It's a quick read that should uncover some valuable nuggets to help you become a better salesperson.

The recent economic downturn (which is far from over yet) has caused many to wonder "when things will turn around." Paul D'Souza knows it's not about the market...it's about you. What are YOU going to do in this new world to take command and control? Warning: This is NOT a book of tips and tricks and one-shot gimmicks. The Market Has Changed...Have You? is a holistic approach to defining, designing, and then bringing to life your professional ambition. Some may read this book and will nod in affirmation to Paul's strategic approach, but the savvy select who put his teachings in practice will reap the benefits in all aspects of their lives. If you sell anything...from widgets to ideas, this is required reading.