Most Helpful Customer Reviews
7 of 8 people found the following review helpful:
5.0 out of 5 stars
Great!, March 28, 2000
By A Customer
This review is from: Selling the Way Your Customer Buys: Understand Your Prospects Unspoken Needs and Close Every Sale (Paperback)
This book is great at teaching you how to elicit people's values (ie, what they want, and how they know when they get it). This allows you to much better understand people with whom you are dealing, and gives you the power to please and connect with them in ways that most people would miss. The techniques are simple, involving asking a number of targeted questions. The best thing about the book is that it includes many examples, so you can really "observe" the techniques working.
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10 of 13 people found the following review helpful:
3.0 out of 5 stars
A splendid blending of logic, technique and NLP, April 3, 1999
By A Customer
This review is from: Selling the Way Your Customer Buys: Understand Your Prospects Unspoken Needs and Close Every Sale (Paperback)
My experience with this book has been intense. I teach sales people how communicate with their clients, so the concepts in the book were very important to me. They're amazing. Unfortunately, they're also too much for the average salesperson to comprehend. As marketing books are invitations for readers to make contact with the authors, I tried to reach the authors on-line -- no website to be found. I tried by phone -- busy signal for hours. The book is wonderful, but it's NLP; how could it not be wonderful? I was surprised by the lack of accessability to the authors. Either they're out of business, in which case the book was unsuccessful, or they're reclusive. I recommend the book for sales people who are highly motivated to achieve more. I also recommend it to for sales trainers. It may change the way you conduct your training.
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5 of 6 people found the following review helpful:
2.0 out of 5 stars
Psychological selling - the dumbed down version, June 12, 2002
This review is from: Selling the Way Your Customer Buys: Understand Your Prospects Unspoken Needs and Close Every Sale (Paperback)
Despite the complimentary "Foreword" by Rodger Bailey - whose LAB Profiles material provided the basis for this book, I personally found this to be a distinctly "dumbed down" version of the source material. For example, the authors mention "Convincer Strategy" (how *often* does the evidence have to be presented to the client in order for it to be convincing) but give no space at all to the equally important "Convincer Channel" (what *kind* of evidence do you need to present - demonstration, reports from satisfied customers, product brochures, etc.). What this suggests *to me* is that the authors of this book don't really understand the material they are writing about. The one positive feature of the book should have been the wealth of dialogue included in the book, showing how to elicit a client's position in regard to the various "meta programs" (mental filters) described in the text. Yet even here, the approach is so utterly basic that only a reader with absolutely NO prior knowledge of NLP could be impressed. If you want to REALLY get to grips with the material discussed in this book you may prefer to forget about "Selling the Way ..." and get yourself a copy of Shelle Rose Charvet's book "Words that Change Minds" - also based (with far greater understanding, IMO) on the same source material) instead. Because that's a book that REALLY delivers the goods!
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