Customer Reviews

The New Science of Selling and Persuasion: How Smart Companies and Great Salespeople Sell

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

 

 

There are way too many books out there on persuasion. Most of them are fluff, or a rehash of the same old concepts. Not this one. I found this book to be a deep, thoughtful, wise revelation about the true nature of human nature. If you're looking for something on the level of a comic book, pass on this one. If you want to sink your teeth into a true meaty work on the real principles of persuasion today, then get this one now.

This is one of those books where the expression, "Don't judge a book by its cover" applies. As a new student of selling, between the title and the jacket description, I thought this would be a good back to have. Unfortunately for me, the emphasis of the book was on sales management, not selling. So if you are looking to either learn to sell or improve your sales technique, I would recommend you only borrow a copy of this book from a library and read the two chapters applicable to selling. However, based on my knowledge of today's management literature, if you are either a sales manager or want to become one, I would strongly recommend you purchase, read and use the information contained in this book. The book is an easy read, contains a lot of good management related information and its lists, truths and sales management audit forms alone are worth the price of the book.

This book is not so much about the act of selling as understanding and setting the context for sales performance.

I've managed a force of 40 salespeople without prior experience as a salesperson. I didn't have the baggage of many myths (notable exception of people buy from people they like). It would have been great to have this this book. As it was, I didn't have answers, but knew enough to ask the right questions and was stubborn enough to drive past the rote asnwers.

This book is a validation of most of what we discovered in terms of managing sales people. It isn't brilliant, but it is very sound. Expect a lot of validation and some things that will be obvious after you see them.

We're in process of launching a CRM Sales Force Automation project. We're on track in terms of scope - delivering simplicity - but we're making some modifications to the qualification guidelines and the change readiness assessment based on what was in the book. Our bias in qualification was toward deal size. We'll be providing much better balance with decision making authority, time frame for purchase, urgency to resolve the need, and other factors (see Myth 5 - create a need and people will buy).

Sales performance is always in a context. We had 4 principles - speed and simplicity, the job of sales people is to sell, make decisions as close to the action as possible and we win as a team. We're adding more on accountability. This book helps avoid errors of omission because it is broad in scope.

This book is one of the best I've read on sales management and overall business strategies in years.

The principles and ideas Brooks presents in "The New Science" are causing me to re-think the way I'm running my operation...and I've been running a sales-driven organization for over 30 years!

I'd highly recommend this book to anyone whose income and success are driven by the performance of a sales team.

I have been in sales and sales management for over a decade and managed a division of 150 people. Never have I found a single resource like this book by Mr. Brooks that so concisely provides every bit of wisdom a sales manager MUST have to be successful.

If you are in sales management OR IF YOU OWN A COMPANY, you simply must purchase this book, study it and implement every last word of it. Your staff will thank you, your clients will thank you, and your healthy bottom line will be more than enough reward.

This book is a thorough treatise on how to create an environment for salespeople in a company.
Most companies do not have a systematic approach to hiring, training and retaining salespeople.
This book provides an approach that is tested to help sales managers implement this approach.

As a Sales Trainer for 22 years, I recommend this book as a must-have, must read book for any serious student of selling and sales management. I will recommend it in all of my seminars. Bill Brooks has shown again his grasp of what it takes to build a successful sales career and a successful sales organization.

This is a book about sales management and not as much about selling. It is also a commercial for these Trimetrics assessments that Mr. Brooks must market and sell. I can't imagine that past the first chapter or 2 a salesman would get much out of it. It is certainly a decent book for sales managers but not so much for sales people.

This is a dramatic, breakthrough book on selling. It takes a new and relevant approach to sales from both an organizational and individual point of view. This is an extremely important addition to the field of sales training.

This book is the premise for an excellent training provided by the author's company, The Brooks Group. Our organization has employed this company to further develop our Sales Managers, and use this book for 'homework' assignments. Applying the recommendations in this book, we have already seen improvement in sales results as Sales Managers are given tried and true tools to manage their sales teams.