Top positive review
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A Great Resource for Sales Initiates and Veterans Alike
on August 31, 2012
Legendary Green Bay Packers coach Vince Lombardi was famous for his emphasis on basics (more on that later). Many others have also recognized and stressed basics and fundamentals to their great success and the success of their teams and organizations of all types, but that's not the important thing right now. What is important is YOUR success in sales. This book will make a huge difference to your sales productivity and results whether you're new to sales or are a seasoned veteran who has "seen and done it all".
I'm the owner of a company that sells an extremely discretionary product--one that a customer can say "no" to without dramatically affecting their immediate future. Using the tools in this book, we drive past the reasons not to buy and close far more sales than we would if we were content to simply be "Presenters" rather than CLOSERS. (Buy and read the book to find out why this distinction is critically important.) The material in this book and the valuable principles it so clearly presents are now a cornerstone of our sales training program. I couldn't recommend it highly enough.
One of the biggest challenges in sales is collecting and sorting through the mounds of "tips" and other good advice that are so common in sales know-how. Mike Kaplan has done the work for us, collected the knowledge, sorted the wheat from the chaff, and put it into an approachable and easily-digested step-by-step process that will keep you on track and winning throughout your sales career. You will have a more focused understanding of the parts of selling and the relative importance of things like "know all of the benefits of your product" versus "get the client's head nodding in agreement" versus "be likable because people do business with those they like". All very important, but these aren't just random tips. The truth is that they're each a part of the sales process and are used in a particular way at particular times. This book will help you sort all of that out (or review and refocus your approach if you're a veteran salesperson).
A major key to success is doing the things that successful people have done and learning the things they've learned. We can take many lessons from Mike Kaplan and Vince Lombardi. I'm very grateful that they've both shared their knowledge so that we can all work efficiently to have the success we deserve. This book is about fundamentals. The principles in this book will change your approach to sales--or reinforce the successful actions you already perform. How important are fundamentals...? Vince reportedly began a summer training camp on a Back to Basics theme by holding up a ball and saying, "Gentlemen, this is a football." Now, that's dedication to basic fundamentals. This book can help you rack up a winning record like Vince and the Packers did.
Happy hunting and best wishes for success with your sales!