Customer Reviews

Same Game, New Rules: 23 Timeless Principles for Selling and Negotiating

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

 

 

I've become a big fan of the authors Podcast which airs his views of how the modern high achieving sales person thinks and treats customers, prospects, and co-workers.

His basic view is that the most important driver of sales achievement is honesty, integrity, and non-coersive interpersonal behaviors and attitudes. Many of us have heard this over and over from our managers but when push came to shove and the end of the quarter far too many managers have pulled out every "trick" in the book to try and help them make the teams number.

I discovered the author's Podcast while searching through the iTunes store for items of interest to me. It is consistently helpful and informative and is presented in an entertaining way. It really is great.

I decided to buy the book in part because the author's Website promotes it heavily. I found the book to be "OK," but not great. It does contain the major themes of the Podcast but it isn't nearly as entertaining.

I'm a big fan of Mr. Caskey but I would recommend that you download iTunes and subscribe to his Podcast (Advanced Selling) and work on absorbing his unique take on selling. Remember that you don't need an iPod to use iTunes and the many free Podcasts... just download it and listen on your computer.

If you want to have something to read in addition to the Podcast this book does an adequate but not great job of presenting his principles.

As a consumer/buyer/shopper, this is how I want sales-people to treat me. As a self-employed compu-geek, even I can understand the principles taught in this book. Caskey obviously understands righteous principles of interaction between buyer and seller, approaches, problem solving, "pain" resolution, common sense, and the philosophy of buying-and-selling. There's some good philosophy in this book without being preachy or religious.

This book lets me know I was right all along about those pushy high-pressure salesmen that seemed to always turn me off. They don't have to be that way. You don't have to manipulate people into doing business with you.

Caskey presents a whole new mind-set and framework for sales-person/customer interaction, which not only gets the work done, but also makes it pleasant and smooth for all parties. And not only for sales-people, but for anyone who deals with the public or customers.

You can read this book and it is no doubt you will learn useful skill.

On the other hand it is not a read which you can say it is "wonderful" or "the most amazing book ever" or " it changes my point of view' etc. In my opinion it is just a descent book for selling.

I've really enjoyed this book. As the author suggests, I revisit as opposed to reading it straight through.

It's like this: Train yourself to think about solving problems and to always be marketing and promoting your services or products as such. Give up on selling and commit yourself to solving. Sell more like a physician: you don't need or get to see every customer, only those who are qualified to buy from you.

I think his book reads a lot like David Sandler's President's Club. Prospects have to be qualified according to several criteria, one of which is the ability to actually be a customer. Otherwise, you have someone who really just wants free consulting (in most cases).

The authors give great ideas and examples of the "Inner game" - The mental approach, confidence, and thoughts you have about how you approach customers and sales. I have been in sales and sales management for 20 years and I find this book to provide great concepts to consider and be nicely organized. For many this would be a 5 star book but I am a hard grader so I'll give it 4 but I may buy it for my sales reps this holiday. Recommended and priced fairly.