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New Sales Speak: The 9 Biggest Sales Presentation Mistakes and How To Avoid Them Paperback – January 27, 2006


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Product Details

  • Paperback: 269 pages
  • Publisher: Wiley; 2 edition (January 27, 2006)
  • Language: English
  • ISBN-10: 0471755656
  • ISBN-13: 978-0471755654
  • Product Dimensions: 6 x 0.8 x 9 inches
  • Shipping Weight: 4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (18 customer reviews)
  • Amazon Best Sellers Rank: #1,611,602 in Books (See Top 100 in Books)

Editorial Reviews

From Publishers Weekly

Some people believe salesmen are born, not made. Sjodin, a public speaking and sales techniques consultant, insists anyone can become an effective seller by polishing his speaking skills and learning to sell himself and his ideas to business partners, investors, employers and supervisors. "Everybody sells something," she notes. Sjodin's book is based on the idea that presentations are typically torpedoed by nine common mistakes: "winging it" instead of being prepared, being overly informative instead of persuasive, misusing allotted time, providing inadequate support, failing to close the deal, being boring, relying too heavily on visual aids, using distracting gestures or body language and wearing inappropriate clothing. The author provides practical tips for achieving her recommendations and anecdotes to illustrate her points. New to this revised edition are sections about "elevator pitches" (how to close a deal if you're on an elevator with the one person "who could make your dreams a reality") and tales from Sjodin's workshops. While the book entertains, much of it skims the surface and fails to go beyond the realm of common sense ("Expensive clothes aren't essential. What's important is that your clothes look clean, pressed, and coordinated in color and style."), providing tidbits that might be useful to people new to the business world, but it's hard to see what experienced professionals would get out this book. Still, for readers fresh out of business school needing a pep talk and a reminder that it's okay to deviate from the PowerPoint script, this book is worth a look.
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.

From Booklist

Sjodin is a business trainer and full-time professional speaker. She is also the author of SALESpeak: Everybody Sells Something, a small-press title published in 1995. She now updates her advice to reach a broader audience. Although both selling and public speaking are often considered talents, Sjodin insists that they are skills that can be learned. She notes that business people and professionals are given little training in presentation skills and emphasizes her point that "everybody sells something." After offering some basic general tips, Sjodin details the nine biggest mistakes one can make, whether the presentation is one-on-one or before a large group. She shows how "winging it," being too informative rather than being persuasive, misusing allotted time, providing inadequate support, failing to "close," being boring, relying too much on visual aids, using distracting gestures or body language, and wearing inappropriate dress all detract from one's purpose. Sjodin also provides practical tips for overcoming these mistakes, and her good sense will benefit anyone who must use persuasion to make or win a point. David Rouse
Copyright © American Library Association. All rights reserved --This text refers to an out of print or unavailable edition of this title.

More About the Author


Terri Sjodin is the principal and founder of Sjodin Communications.

She is one of America's most highly sought after female speakers and has trained and motivated thousands of people from all over the world. Her unique specialization is advancing the persuasive presentation skills of professionals. She is the author of the national bestselling book, Small Message, Big Impact (Penguin/Portfolio), which hit the New York Times' Hardcover Advice & Misc. bestseller list, Wall Street Journal Hardcover Business bestseller list, and USA Today Money bestseller list.

She is also the author of the highly acclaimed books, "NEW SALES SPEAK - The 9 Biggest Sales Presentation Mistakes and How to Avoid Them" (John Wiley & Sons), and co-author of Mentoring - A Success Guide for Mentors and Protégés, co-written with Floyd Wickman (McGraw-Hill).

Over 20 years ago, Terri went into business for herself, building Sjodin Communications in Orange County, CA from a spare room in her home. Today, Terri's clients include an impressive list of Fortune 500 companies, industry associations, and academic conferences. Her consulting practice has taken her from her house, to the US House of Representatives, where she has served as a keynote speaker for the US House of Representatives GOP Retreat addressing approximately 235 Congressmen and Women. This has led to additional invitations to present and coach leadership on The Hill including the House Republican Press Secretary Conference, the prestigious Heritage Foundation Resource Bank event, and the House GOP Retreat in 2008, 2009, 2010, 2011, and 2012.

In July of 2012, Terri was inducted into the NSA Speaker Hall of Fame. Admission into the CPAE Speaker Hall of Fame is a lifetime award for speaking excellence and professionalism. Inductees are evaluated by their peers through a rigorous and demanding process. Each candidate must excel in seven categories: material, style, experience, delivery, image, professionalism and communication.

In June of 2007, Terri was named one of the top five Women in Business by the Orange County Business Journal at the distinguished WIB awards. This award is presented in recognition of exceptional professional accomplishments, including business success, contributions to industry, and the Orange County community.

Beyond her success as an entrepreneur and author, Terri is a frequent guest on radio and television talk shows throughout the country appearing on CNN, CNBC, and many major network affiliates from ABC, CBS, and NBC, FOX, cable and radio.

In August of 1999, Terri received the prestigious CSP (Certified Speaking Professional) designation. Less than 7% of the 5,000 speakers who belong to the International Federation for Professional Speakers hold this professional designation.

Terri serves on the Orange County Board of Trustees for Olive Crest. Olive Crest is dedicated to preventing child abuse, to treating and educating at-risk children and to preserving the family one life at a time.

Terri graduated from San Diego State University with a Bachelors of Arts Degree in Speech Communication. Before forming her own company, Terri was a top sales producer with both The Achievement Group and Resource Dynamics.

Her combination of academic communication theory, field research, and practical street sales experience collected during thousands of coast-to-coast business presentations cast Terri in the leading role of advising today's professionals on becoming more polished, persuasive presenters and adapting to the changing marketplace.

Terri is a "high content" speaker - Her approach is fresh, real-world, and her style is sassy and practical. Each presentation is loaded with street-worthy ideas, methods, and tips that men and women can use immediately to get results. Many consider Terri to be today's sales professionals' speech coach.

Customer Reviews

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It's organized very well and is easy to read.
"judojim"
This is a great book for individuals in the sales profession.
KAC
Terri Sjodin is a smart, pragmatic gal who knows her stuff!
stilegal

Most Helpful Customer Reviews

26 of 32 people found the following review helpful By A Customer on February 23, 2002
Format: Paperback Verified Purchase
This book, like so many others in the field of selling techniques, is probably useful for people new to selling but disappointing to those with more than a few years of experience. Ms. Sjodin's writing is competent, engaging and easy to read. She illustrates her points with pertinent anecdotes that make the book engaging to read, but the content is definitely "lite," meaning both general and thin on substance. Although she has targeted her book for sales professionals, it may be less useful to sales reps than the many more more substantial books on public speaking and the principles of persuasion written for a broader audience. The points Ms. Sjodin makes about sales presentations are no different from tips presented in any low-level high-school or college speech class.
Importantly for new sales people, Ms. Sjodin makes only passing reference to the critically important differences between complex sales that require many presentations over a long period of time and simpler sales that are likely to be closed after a single presentation.
The book is another volume in a growing library of thinly veiled self-promotion vehicles that provide contact information on the back page in case you may want to hire the author as a consultant.
As a 15-year sales professional who has been closing multi-million dollar software deals for years, I read almost anything about selling techniques in the belief that even a nearly useless book can easily justify its cover price if it provides a single good idea. Even so, I wish I had not spent the money on this book.
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11 of 12 people found the following review helpful By Gregory Bailey on May 14, 2001
Format: Paperback
I have given numerous books and had many training programs given to my sales teams . All feedback from the current Enterprise Software Sales and Technical team was positive.Comments ranged from "I can put this information to immediate use during an upcoming Executive Presentation" to "I make that mistake all the time ". Terri's writing style and practical application with examples make this a must read for anyone involved in Fortune 1000 Software Sales.
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6 of 6 people found the following review helpful By "judojim" on May 13, 2001
Format: Paperback
Terri does an excellent job in helping both the beginner as well as an intermediate speaker in learning how to best prepare a presentation. This is such an important skill and is often overlooked as the necessity it is for salespeople, managers, leaders, etc. It's organized very well and is easy to read. Terri uses lots of great examples which bring the information to life and make it useable. I would recommend this to anyone who would like to see their career step up a couple of notches.
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11 of 14 people found the following review helpful By "dan@schmoozemonger.com" on April 12, 2002
Format: Paperback
Most sales people are not getting the job done. Period. They move around from company to company, making the same mistakes, and blaming their poor numbers on the product, their employer, the economy, or the price of tea in China.
While this book will not surprise top performers with something completely new, these folks may glean some value out of the distinction between an informational presentation and a persuasive presentation.
I could almost guarantee if all sales managers gave this book to the lower 75-90% of their sales teams, and made it a requirement to use the simple outlines in the book, their numbers would improve.... Anyone who cannot use the outlines to build compelling presentations should not be in the sales arena.
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3 of 3 people found the following review helpful By B. D. McMillen on March 14, 2007
Format: Paperback
As a seasoned sales professional, and one who is required to deliver sales presentations in extremely competitive environments, I can say simply that Sjodin nails every point of what it takes to get deals done with this easy to read and use book. I read the first version, and with the updates and added elevator speech chapter in the 2nd edition, I think this book was taken to a higher level: how many times are we caught off guard asking for a clear, concise rendition of what we have to offer, and then close the deal or at least get a meeting? It happens all the time, and this book gives you the tools to do it.

Too many times we fall into the trap of creating a boring presentation without sizzle AND substance, and our presentations get categorized as fluff. This book encapsulates everything we should think about when recognizing who our audience is and how to make an impact and be remembered.

I've seen Sjodin speak a few times, and if you see her speak then you'll realize she is a true saleswoman with grit and she knows her stuff. Many times in just general life interaction I've drawn upon her knowledge and expertise to set myself apart...and it works!

Kudos to the book and Sjodin; if you're serious about selling, this book has nuggets that will get you ahead.
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3 of 3 people found the following review helpful By A Customer on May 22, 2001
Format: Paperback
What is the terrible thing that will happen if you don't buy and read New Sales Speak?
You will miss out on the most timely and useful book on the subject of how to build and deliver a persuasive case to get what you want in any situation and get it now!
It may be the age of information, but it is also the age of enlightened self interest. We all are getting the message that, in this world, we need to ask for what we want. Well, there is a more effective way to go about doing just that and this book shows us how - specifically, through developing and sharpening our persuasive communication skills. Whatever our avenue of endeavour - corporate executive, entrepreneur, mother, teacher, student - being persuasive in our "calls to action" gets us so much closer to our goals than just being merely informative.
New Sales Speak is the definitive blue print to guide and inspire all of us, whether novice or veteran, to face the fear of presenting ourselves and our ideas or to polish existing skills, and to knock on the door of life and ask persuasively for what we want. With Terri Sjodin's help, we have a much better chance of those doors being opened and our requests being granted.
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