Customer Reviews

Sales Autopsy: 50 Postmortems Reveal What Killed the Sale (and what might have saved it)

5 star:		(3)
4 star:		(1)
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Excellent book. Better to learn from these guys mistakes and sales bloopers than to have to experience them first hand. This book does a good job of making reading fun and teaching at the same time. If you can make it through reading about the salesmen that looked like circus clowns without falling to your knees in laughter, more power to you.

Length:: 0:59 Mins

Sales Autopsy reveals 50 of my funniest selling blunders, out of 600+ collected. This is a unique and useful sales coaching or management tool. Check out the book: Sales Autopsy: 50 Postmortems Reveal What Killed the Sale (and what might have saved it)

Or get the Kindle edition: Sales Autopsy: 50 Postmortems Reveal What Killed the Sale (and what might have saved it)

By the way, if you have a most embarrassing sales moment of your own, send it to me, perhaps you'll gain selling immortality in my next book (anonymity guaranteed) dan@salesautopsy.com.

The ability to learn from one's mistakes is essential to business success, if not outright survival. Better still is to learn from someone else's mistakes. Dan Seidman gives readers this rare opportunity in his first book, "Sales Autopsy".

Pulling from 600 of some of the worst real-life sales scenarios, Seidman conducts an analysis of what went wrong as well as his recommendations for how it could have gone better for 50 of the most egregious (and amusing). The concept itself is quite clever and well played by Seidman, who offers sound, practical advice for both the novice as well as some needed reminders for the seasoned sales professional in a concise entertaining read.

As a small business owner constantly pressed for time, I was particularly helped by Seidman's work on how to quickly qualify and, more importantly, disqualify prospects. Developing a set of criteria and insightful questions to determine if a prospect is worth your limited resources is critical to effective sales management - a tool that will save you and your prospects a lot of time and headaches.

Seidman also stresses the need to re-tool your sales process to respond to more sophisticated buyers, noting the most successful sales professional know how to listen, not just pitch. By asking the right questions to determine your customer's real need is much more effective than spouting your product features and benefits. Good advice, worth the read.

I loved this book! There's nothing like a little schadenfreude to make you feel better about yourself! More than just horrifically embarrassing stories, this book shows you how to learn from a mistake, or just let it go and move past it. I can already think of a few people this would be perfect for. I can't recommend it highly enough.

Some of these stories are so ridiculous that they are not even usable because they've probably happened maybe once in the history of life. A lot of them aren't even funny, they are just sad...For example, almost hitting a prospective client's kid with your car? I don't even want the sale at that point nor would I want to try and save it...

Skip this one and buy an Audio CD for your car...

All salepeople have heard the "do your homework" basic tenet. "Sales Autopsy" helps bring it to life with a number of real-life examples that the reader will now be able to avoid - situations include dressing appropriately for the locale, knowing whether the target "crane company" deals in heavy lifting or birds, checking out new hires, assuming a prospect can't year you (he/she may read lips; sound travels quite far in marbled halls), etc.