Nice Girls DO Get The Sale: Relationship Building That Gets Results [Paperback]

Elinor Stutz (Author)

Book Description

Publication Date: September 1, 2006

"Elinor has an amazing way of communicating simple, basic techniques that make the scary topic of sales very accessible to everyone. She shares the secrets that made her a very successful salesperson, from creative approaches to getting appointments to the most effective way to close the sale."
-Kim Fisher, Managing Director, eWomenNetwork

Written by a highly successful saleswoman, Elinor Stutz, this how-to book trains women in field-tested sales techniques that will launch them into the next level of success. They will discover how to use their natural relationship-building skills to close better deals with a higher percentage of business-making sales. They will find solid advice on building a network, dealing with management, prospecting, responding to client needs and managing a career, as well as solutions to problems like selling an unknown brand and getting through office gatekeepers to reach the decision makers.

Nice Girls DO Get the Sale is perfect for all women in sales, whether experienced or not, and will have them passing their male counterparts on the corporate ladder in no time.

Editorial Reviews

From the Back Cover

For any woman who wants to move ahead in sales!

Are you tired of being told you need to be bad
to get ahead?

Are you looking for a creative way to beat out your male counterparts in the business?

Perfect for any woman in sales-experienced or not-Nice Girls DO Get the Sale will have you moving up the ladder and surpassing your sales goals in no time!

“Refreshing, real and an easy ‘how to’ read. Elinor has packed lots of real-life sales tips, stories and techniques into this dynamic book. A must-read for those in any type of sales! Kudos to Elinor for championing women in sales!”
-Diane Fleck, business coach and founder of The Learning Cafe

Elinor Stutz, founder and CEO of Smooth Sale, provides business-to-business sales training and coaching to beginning salespeople and entrepreneurs based on her 11 years of experience as a top performer in corporate sales.

About the Author

Elinor Stutz, founder and CEO of Smooth Sale, specializes in sales training for entrepreneurs, network marketers, and beginning salespeople. After eleven years of working in corporate sales, Elinor now reveals her self-taught approach to sales that leveraged her success beyond that of her most seasoned colleagues.

Beginning her career as a copier saleswoman with a phone book as her only source of leads, Elinor was able to rise past the chauvinism in her male-dominated office and turn ice cold leads into trusted partners. She went on to become the top salesperson in her region. As she advanced her career with other opportunities in networked printers and high tech, recognition in the form of Presidents' Clubs and Regional and National Awards accompanied every step.

Elinor's past client roster includes Visa, Sony, Hewlett-Packard, and U.S. Geological Survey, as well as a growing number of high-tech companies in Silicon Valley. Committed to passing on her knowledge to others, Elinor emphasizes relationship building and adapting sales techniques to suit individual personalities. As an author, instructor, public speaker, and radio guest and show host, she has helped countless individuals and companies incorporate this practice into their businesses.

With the aid of her many services and products including books, CDs, articles, and a sales tips e-zine, Elinor has taught business people across the country to overcome their fears and obstacles of selling through the art of the Smooth Sale.

See all Editorial Reviews

Product Details

• Paperback: 256 pages
• Publisher: Sourcebooks; 1 edition (September 1, 2006)
• Language: English
• ISBN-10: 1402207441
• ISBN-13: 978-1402207440
• Product Dimensions: 7 x 5 x 0.7 inches
• Shipping Weight: 9.6 ounces (View shipping rates and policies)
• Average Customer Review: 4.7 out of 5 stars  See all reviews (12 customer reviews)
• Amazon Best Sellers Rank: #203,618 in Books (See Top 100 in Books)

More About the Author

Elinor Stutz is the CEO of Smooth Sale, LLC, a sales training company. She teaches how to apply relationship selling skills to every endeavor including interviewing, writing a book, and building your business.

Elinor authored the International Best-Selling book, "Nice Girls DO Get the Sale: Relationship Building That Gets Results" published by Sourcebooks. Her book was featured in TIME Magazine, translated into multiple languages and sells worldwide.

Her new book, "HIRED! How to Use Sales Techniques to Sell Yourself On Interviews" is based upon years of community service teaching job-seekers how to land the job they desire.

An international speaker, Elinor delivers both inspirational and motivational talks to standing ovations. Other services include private coaching, team training and the Smooth Sale product line.

Customer Reviews

Most Helpful Customer Reviews

7 of 7 people found the following review helpful:

5.0 out of 5 stars Sell it Sister, June 13, 2008

By 

Elizabeth W. Gordon "Author of The Chic Entre... (Atlanta, GA United States) - See all my reviews
(REAL NAME)   

This review is from: Nice Girls DO Get The Sale: Relationship Building That Gets Results (Paperback)

Nice Girls DO Get the Sale: Relationship Building That Works is a great book that will help you hone a sales style that works for you.
This book is ideal for people who 1) Haven't worked in sales before and are now faced with the prospect of doing so and fear having to turn into someone else in order to be successful, 2) Have worked in sales but never felt very comfortable in the role, or 3) A business owner who finds that the sales function is definitely one they are responsible for and would like to be more effective.

Author Elinor Stutz shares her impressive story of working in an all-male environment that actively tried to make her fail. Her determination and tenacity is inspiring and the book is full of highly practical tips and lessons that Elinor learned along her journey from novice to top performer.

Elinor says to ask great questions to close the deal like rather than use sleazy techniques to trick people. She comes at sales from the approach that you are there to help the customer and be a trusted partner of theirs, and by doing so, sales will be a natural byproduct.

She teaches how to build trust, prepare for an appointment, start your day off right by developing a routine for success, get great referrals, sell against stronger better known competition, stay positive, handle rejection and finish the sales all without selling your soul or sacrificing your integrity. Whether you are Naughty or Nice, you will love the Nice Girl approach to sales!

5 of 5 people found the following review helpful:

5.0 out of 5 stars Be Nice and Still Sell in Business, September 8, 2007

By 

Lynn C. Tolson "author of Beyond the Tears: A... (Colorado) - See all my reviews
(REAL NAME)   

This review is from: Nice Girls DO Get The Sale: Relationship Building That Gets Results (Paperback)

Nice Girls Do Get The Sale: Relationship Building That Gets Results by Elinor Stutz, Sourcebook, Inc. 2006 (paperback)

The author of this book, Elinor Stutz, is the founder and CEO of "Smooth Sale," which provides business-to-business sales training and coaching. Stutz certainly has the expertise to write this book. Her credentials are based, in part, on her attention to detail and ability to determine the needs of both the saleswoman and her clients.

The book is organized into twenty-three chapters, and each chapter offers new and useful information. The author summarizes the key points in each chapter with "Nice Girl Sales Tips" in the form of a list. Using both story form and how-to, Stutz presents a thorough and useful guide to benefit any working woman.

In chapter 2, Stutz tells the story of the beginning of her sales career after spending fifteen years at home raising two children. With humor, she reveals how she entered sales: her husband announced that she had the personality of a salesperson. Stutz asked him, "Is that a compliment or an insult?" Stutz then explains to the reader what her perception of a sales person was, how that perception evolved, and how her personality fit the career. No matter our product or service, most of us have to sell it, thereby putting women in a sales career. At the very least, we have to sell ourselves via the job interview or book proposal. Stutz offers the reader the components of a positive perception of sales.

Chapter 3 encourages the reader to persevere. Stutz plowed through a chauvinistic and sexist "good ol' boys network" in her first sales job. She had no sales experience and was given no training. She quickly earned the nickname "The Bulldozer" by, well, working! The author is a great role model for determination, discipline, and the desire to succeed against all odds.

The main theme of the book is phrased in the sub-title. Selling is relationship building, which begins with establishing rapport with a client and/or prospect. Stutz indicates that women do not have to be pushy. According to Stutz, the salesperson must sell from the "prospect's view of the world." She has defined the "Nice Girl Philosophy," which includes integrity, respect, and kindness. Sales women solve problems for the clients and serve as consultants. Although Stutz states what she sees as differences between how men and women sell, she could easily prescribe the same sales techniques to both genders. However, women are fortunate that she wrote this book just for us!

Stutz offers information on how to use technological data-base contact management systems effectively, as well as how to network face-to-face or on-line. There is also a long list of resources available, an index, and a guide to her line of CDs, e-zine, and other services. As an author, artist, and real estate broker who gets to sell in some capacity everyday, I highly recommend Nice Girls Do Get The Sale.

Review by Lynn C. Tolson

3 of 3 people found the following review helpful:

5.0 out of 5 stars Upbeat, positive and full of useful tips and information, December 1, 2006

By 

Susan S. (California, USA) - See all my reviews

This review is from: Nice Girls DO Get The Sale: Relationship Building That Gets Results (Paperback)

Thanks for your great book which I purchased at the networking dinner event a couple of weeks ago. I've been enjoying it and working my way through it with my highlighter!!