Customer Reviews

Selling To the VP of No

5 star:		(10)
4 star:		(1)
3 star:		(1)
2 star:		(0)
1 star:		(0)

 

 

Don't get me wrong, this is a good book. The problem is that I had high expectations based on the work from Dave gray, as founder of Xplanations. I am a big believer in the need for simplicity in marketing (and sales). Dave is a genius in conveying complex messages in a simple and visual way as you may have seen on his illustrations on Business 2.0 Magazine.

However this book ("booklet" is more appropriate, it's a 30 minute read), talks about the sales process from the perspective of the customer and how to handle objections. Lots of good points, nothing revolutionary, especially if you have a few years of experience under your belt.

Still, worth your 30 minute investment as a refresher. But I was hoping for something really powerful from Dave. Maybe next time?

I have a small business and I'm always looking for new ways to communicate with my employees without seeming like I'm lecturing. I bought this book and everyone in the company read it and talked about it. It is simple and easy to read and very, very insightful. I think it would be especially helpful for those new to the selling world.

The speed of business has increased. The rate of change continues to accelerate. That is why Dave Gray's book is so fundamental. By using "smart" visuals, it quickly conveys the meaning of core business concepts such as value proposition, positioning, competition and more. This is a must in your collection. Chances are it is the only one you will find yourself going back to... for fun.

Everyone is selling something (his/her self,a product,an idea etc.)

In this brief "How to" book David Gray,who has built a multimillion dollar business based upon explaining concepts to Fortune 500 companies, explains his selling technique to the reader.

This small book carries the reader, step-by-step (with check lists), through the selling process.It should be in everone's brief case.

... but this one is easy to read. I consider myself a slow reader but I read this one in less than an hour. This book will be valuable to the beginner, but also has plenty of information that will help the seasoned professional.

You would have to read ten traditional business books, and spend hundreds of hours, to learn the same things you can get in 45 minutes by reading the VP of NO. It has my highest recommendation.

Dave Gray is a marketing and communication genius. His ways of thinking work well not only for "visual thinkers" but also for millenials. I am a professor and I've made this book required reading in my classes for future managers. Students grasp the concept and Dave's writing style help students move beyond an "it's all about me" mindset. A number of students have written to me after graduating about how much the book helped them in their workplace adjustment. This is an excellent and accessible find!

This book cuts through the baloney that you will find in most selling books and seminars. It is simple and straightforward, yet informative and useful to any new or seasoned salesperson. In today's world more than ever, success in sales depends upon having a streamlined approach and message for the prospective customer. This book helped me to understand that more clearly, and I would definitely recommend this book to anybody.

I guess like most people you'll read this and think "yes, that's obvious", but the book covers virtually all the steps a good salesperson follows and which most learn (badly!), losing good prospects along the way until they build their own collection of "lightbulb" moments the hard way. If you've got sales staff with short attention spans but who could benefit from the experience of others - without losing customers - it's a super, compelling read.

Short and simple. A great introduction to communicating ideas to key decision makers.

As you probably already know, most sales books are bunk. Few are worth reading and even fewer are worth keeping.

However, this book escapes that label. And if you're looking for reliable insight into one of the many things a company must do well to succeed at any level, you'll find it in this book.

I experienced working closely with Dave Gray in the early days of XPLANE. Dave and XPLANE have a unique ability commnicate complex ideas and processes in a manner that is not only easy to understand, but almost impossible to forget.

This book is no exception.

So buy it, read it, practice it. I believe it will be a book you add to your permanent collection.

Former CEO of XPLANE, Ted Elsas