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Most Helpful Customer Reviews
2 of 2 people found the following review helpful:
4.0 out of 5 stars
Solid ideas for both new & experienced sales people,
By
This review is from: Mutual Respect (Hardcover)
The book's main premise is that both buyer and seller should be engaged in a relationship of mutual respect. The seller should recognize that s/he provides information, ideas and services that can be of real value to the buyer. Sellers who exercise a discipline the author calls "quid pro quo selling" recognize that it is both fair and prudent to negotiate something in return from the buyer for each step the seller takes in a sales process.
It's a question of establishing and maintaining reciprocity. Without such mutuality, a seller may fool himself into thinking the sale is advancing when the prospect has little interest in buying. For example, when a prospect suggests that a seller send out product literature, Beck suggests that the seller first get a commitment of when the prospect will review it with the seller. If the prospect won't commit at each step to some reciprocal action that helps the seller advance the sale, the seller should either request a different commitment or respectfully decline to take the next step. A prospect unwilling to make incremental commitments is not sufficiently interested. The seller should find or develop another who is more worthy of the investment of time and selling resources. Beck says his method keeps the seller in control and the sales cycle moving forward. While some may debate whether a seller ever truly controls a sales cycle, the seller can and should control the terms of his own participation in every sale. The seller must always be wary that s/he can become a servant to a prospect who has little intention of buying. This point is so valuable that Beck could have spent a lot more time on it. From chapters five through 17, Beck covers such topics as the value of writing personal business plans, prospecting, qualifying, asking effective questions, something he calls "prospect control," the dynamics of the sales cycle, responding to objections, defensible pricing, steps for a success presentation, etc. These topics are less clearly linked to the title of his book than the content of his first four chapters. A careful reader will wish at times the book were more thoroughly edited. Even the seasoned sales professional can benefit from reviewing the ideas in these chapters. And sales people early in their careers will find much of practical value.
2 of 2 people found the following review helpful:
5.0 out of 5 stars
Selling courageously,
By SJones "Scott" (Atlanta, GA) - See all my reviews
This review is from: Mutual Respect (Hardcover)
Beck really cuts to the chase showing real life examples of his no-nonsense, Quid Pro Quo selling approach. While the approach he lays out is extremely effective in boosting sales productivity, it's not easy. To employ his methods takes some serious gumption that, honestly, not all sales people will be able to pull off ... not because it's not do-able, but because it's hard work and takes tremendous courage and confidence. For those with the necessary ability and desire though it will absolutely lead to higher close rates, much faster sales decision cycles and some of the most unbelievable executive level relationships you'll ever have that will last a lifetime.
1 of 1 people found the following review helpful:
5.0 out of 5 stars
Respect for Mutual Respect,
This review is from: Mutual Respect (Hardcover)
Everyone, whether they consciously realize it or not, is constantly engaged in 'selling' and 'buying' by virtue of their interactions with others. Mutual Respect places many things into perspective which go beyond the boardroom and into the realm of everyday living. This book is not only helpful in many practical ways, but also acts as a reminder regarding human nature. Mutual Respect can be used as a guide in dealing with much more than the office because the principles can be applied to other areas such as parenting.
I highly recommend this book to anyone interested in learning more about how to better negotiate business or personal relations with others.
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