The "OH Norman" Diary: The Moment of Truth - Selling to Your Customer's Needs (Paperback)

by Uly Meixner (Author), Erich Mock (Author) "What kind of world are we living in today?..." (more)
Key Phrases: good morning diary, consultative sales skills, best buying decision, Mary Lee, Leo Barry, Tom's Diner (more...)

Editorial Reviews

Product Description
The "Oh Norman Diary" provides a comprehensive introduction to consultative selling skills and shows how to instill a sales culture into a business where one does not currently exist. It is targeted at individual sales people and their companies who face the daily challenge of trying to sell to their customers. This fictionalized account of a sales person's life and his company, is seen through the eyes of Mr Joe Average: Norman G. Getit. Written by sales people for sales people, this entertaining yet enlightening book shows how the "Norman's" of the world can succeed and build lasting customer relationships using consultative selling skills.

This book shows how sales people and their companies are better off thinking about intelligent and individual strategies that will make their customers more successful. To achieve this, "Norman" starts learning from the customer, using new ways of communicating and adopting a modern approach to selling.

About the Author
Uly Meixner & Erich Mock are leaders of their field in sales training and have been awarded by their peers worldwide. 2 ASTD (American Society of Training & Development) awards for excellence and numerous video awards for their sales training videos credit their work with multinational companies. Their company, Global Partners & Associates has been implementing their unique sales training programs in consultative sales skills and sales management for many years.

Product Details

• Paperback: 148 pages
• Publisher: Global Partners & Associates (September 2001)
• ISBN-10: 0957944802
• ISBN-13: 978-0957944800
• Product Dimensions: 8.4 x 5.8 x 0.5 inches
• Shipping Weight: 8.8 ounces (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars See all reviews (12 customer reviews)
• Amazon.com Sales Rank: #1,779,445 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful:

5.0 out of 5 stars Highly recommended for managers and staff alike., June 7, 2005

By	Karl Krause (Tulsa, Oklahoma) - See all my reviews (REAL NAME)

At first, when a colleague recommended this book to me, I thought.."Oh great, another motivational book,...80 percent motivation, 20 percent meat..." I`ve been general manager of a quality plastics manufacturing company for over 20 years. I have been fully involved in all areas of sales and negotiations with our customers, and strive to stay in tune with the most effective techniques and technologies available to assist me and my associates in selling our fine products. I thought I was on top of my game, but after just a few pages, a burning sensation started in my chest as I saw several direct references to the same problems and pitfalls that we have experienced just recently in our dealings with new and old customers alike. After reading "The Oh Norman Diary", I discovered there was one key ingredient in our sales strategy that was not being utilized to it`s fullest potential....the customer.
This priceless work by U. Meixner and E. Mock is simple and striking. It has been quite an eye opener for us, as it helps to break down many of the barriers that we face in our sales process. It has helped us to ask the "Right" questions, and avoid making the wrong assumptions about our customers needs.
We are also able, now, to learn and profit from our past mistakes as never before!
Our customers are responding very favorably to our new methods and mind-set, and my company is already reaping the benefits from the new insight and skills we`ve gained by reading this fine book. I would highly recommend this book to
owners, managers and salespeople. It`s well worth the time.

Karl Krause
Krause Plastics
Tulsa, OK

5.0 out of 5 stars "OH Norman" , February 7, 2008

By	Robb Ross (San Jose, CA USA) - See all my reviews

We are in the Network Service consulting business where our product is the delivery of services through technical people dealing directly with our customers. We often encounter situations where our engineers do not have the sales knowledge to properly deal with our customers. The issue we have is that our business depends on developing strategic relationships with our customers for us to get the next sale. In the Oh Norman Diary, the authors, Uly Meixner and Eric Mock, discuss the art of sales communication in a manner that's clear and easy to understand. They draw on years of experience in sales training at all organization levels and with varied clients, they are able to identify the "keys" to a successful sales program. The importance of developing a customer focused and oriented approach is very well illustrated with the to-the-point examples that explain the importance of each step as they relate to the sales cycle. Using OH Norman to help train service delivery engineers about sales has been very effective and fun.

5.0 out of 5 stars Norman Delivers!, July 30, 2004

By	SWinters (Providence, RI) - See all my reviews

This is a really useful volume. Simple, common-sense examples, and punctuated by humor, not another deathly dull how-to book. Full of the kind of sales insights that you might not be practicing, but when seen in print make you exclaim, "Of course!" You want to rush right out and start to utilize 'em.

Definitely a favorable addition to my library.