Customer Reviews

Selling the Way Your Customer Buys: Understand Your Prospects Unspoken Needs and Close Every Sale

5 star:		(6)
4 star:		(1)
3 star:		(1)
2 star:		(1)
1 star:		(0)

 

 

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.

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.

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!

If you really want to learn how to work with people and influence them, this is the ONLY BOOK YOU NEED. Clear, concise, and easy to read and understand. Gives great examples.

This is the master book of influence, not just selling. All you need to learn is 8 questions that will make you more effective in presenting your product, service or idea to others.

Forget anything else about selling you've ever learned... I mean everything else. Without using the 8 questions found in this book, it's all a shot in the dark anyway.

This book gives you the tools to walk the path to the sale with your customer on their path... not yours. You can double, triple or even quadruple your sales effectiveness (or influence with others) by using the principles in this book.

This book was able to really teach me without the normal intellectual BS I have found in other NLP type information. It is practical and aligns well with most people. It has helped me get results. I have had numerous NLP trainings and this book got to the bottom line. It was great and I would recommend that some of the NLP experts read it and learn how to relate more respectfully with the average working reader.

If you want to learn how your customer makes buying decisions, this is the book to read. Take one chapter at a time, read it carefully, and PRACTICE the questioning technique, then go on to the next. Sadovsky really helps you get inside your customer's head to help them get what they want--from you!

Great book for developing rapport with you future clients. The points in this book will allow you to become more credible and likeable in the eyes of your prospects. Likewise, your sales will increase.

This book does a good job of covering some of the basic meta programs in NLP. I have taught this material in trainings I have done and enjoyed the authors additional insights. The book is structured nicely in that it explains each program and then gives examples at the end of each chapter. It's lack of theory and depth will not be missed by those who just wish to understand how to use these techniques