Customer Reviews

Mutual Respect

5 star:		(8)
4 star:		(1)
3 star:		(0)
2 star:		(0)
1 star:		(0)

 

 

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.

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.

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.

People who follow a dream or have a deep sense of purpose about their work are rewarded with an almost inexhaustible supply of energy. They use this energy to reach their goals. There has to be an inner reason for this commitment. Defining your own inner focus or purpose is the first step to maintaining and growing your energy. The second step is reading & implementing Mutual Respect. Mutual Respect forms the building blocks for your focus/purpose/mission.

After reading Bob Beck's Mutual Respect, I have seen a dramatic increase in my abilities to sell with efficiency. I now have a greater understanding of how to target my consumers and feel confident in my abilities to boost sales productivity. I have introduced the Quid Pro Quo selling technique to my collegues, and we have all seen an increase in our sales revenues.

While being very educational, the book is entertaining and a fun read!

There are a lot of books on selling but this one really talks about the real world of selling in today's market and not a bunch of hype. I got the feeling that Bob Beck wrote this book from the heart rather than as a textbook manual. The story's and anicdotes really made the point of the book come to life. This book is for anyone in sales whether they are just starting or like me have been doing it for over 30 years. It's full of fresh ideas that make a lot of sense. I've never written a book review before but after reading this one I felt that it was worthy of my thoughts. It's an easy reading book that can be read in a short time but the advice will linger long after the book is finished.

This is a fresh look at the necessary skills and habits required to be CONSISTENTLY successful in sales.

One of the key concepts is that you are not in a subservient position to your prospect. They have the money, but you have something of value to offer in exchange for their money. This same principal must be applied throughout the sales cycle. If they want a demo, what do you want in exchange? If they want to visit your headquarters, what information or access would you like in return? Beck calls this Quid Pro Quo Selling. He likens most sales cycles to a poker game where the prospect is the dealer, you don't know the rules, and at the end of each hand, the dealer tells you whether you've won or lost! What a revelation. I'm kicking myself in hindsight!

Mutual Respect is full of lists, case studies and anecdotes that back up the theory.

Sidebar: An ususual aspect of the book is the double-spaced type, which made it easier on my old eyes to read.

'Mutual Respect' has given me the valuable insight into what has made Bob Beck the Trusted Advisor,that he is today. The book has provided me with a practical and clear understanding of applicable sales techniques and methodology to succeed in the world of sales today. I highly recommend the book

If you are in the business of selling, Bob Beck hits the target on increasing your sales volume. As the Sales & Purchasing Manager of Parts Inc., I have seen immediate results from applying his recommendations. I give credit to the 'Quid Pro Quo' sales technique.