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Strengths Based Selling Hardcover


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Strengths Based Selling + Strengths Based Leadership: Great Leaders, Teams, and Why People Follow + StrengthsFinder 2.0
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Product Details

  • Hardcover: 220 pages
  • Publisher: Gallup Press (March 1, 2011)
  • Language: English
  • ISBN-10: 1595620486
  • ISBN-13: 978-1595620484
  • Product Dimensions: 8.3 x 5.6 x 1.1 inches
  • Shipping Weight: 14.4 ounces (View shipping rates and policies)
  • Average Customer Review: 3.8 out of 5 stars  See all reviews (13 customer reviews)
  • Amazon Best Sellers Rank: #27,510 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Tony Rutigliano is the coauthor of Discover Your Sales Strengths. Rutigliano consults on ways that organisations can improve their effectiveness in assessing, developing, and retaining talented contributors. A founder and leader of Gallup's sales force effectiveness practice, he has expertise in measuring the capacity for success within individuals and teams and helping organizations deploy effective systems to recruit and manage their human capital. Brian J. Brim has worked as a consultant and advisor to some of the world's leading organisations. His insights have supported many organisations to increase performance by maximising their talent and human capital systems.

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Customer Reviews

It's a simple and affordable way to get some really good conversations started on the sales-journey.
Chris Sellers
This book could have been much, much more if the authors had been more specific regarding each theme instead of using the book for marketing the StrengthFinder.
Leanne Hoagland Smith
This book contains more detail on applying your strengths to various sales opportunities as well as guides for sales management.
Reg Nordman

Most Helpful Customer Reviews

17 of 17 people found the following review helpful By Leanne Hoagland Smith on April 2, 2011
Format: Hardcover Verified Purchase
Sales today is about knowing yourself because People Buy You: The Real Secret to what Matters Most in Business, knowing what you do well and knowing how that works with your potential customer. This book uses the Clifton StrengthFinder tool and applies it to those in sales through 34 themes.

To help the reader, the authors in the first chapter defined talents, strengths, skills and knowledge. Then they walked through a rather generic sales process. The authors discussed presenting solutions, negotiating to building long term customer relationships while randomly selected 5 themes within each area.

Two interesting points were the discussion at the beginning of the book on two (2) sales myths and discussion at the end of the book around changing the focus from work/life balance to work/life integration. These viewpoints helped to recognize the uniqueness of each salesperson and how alignment is crucial to the overall act of selling.

Having read and reviewed countless books on selling or sales, I was expecting more especially with regards to relationship selling such as discussion around emotional intelligence and its the integration with strength based selling. For me, this book was more geared toward the new salesperson or possibly the traditional salesperson who focused on pushing the sale instead of being pulled into the sale. I am not sure how a sales manager could use this information just from the book alone.

Additionally, I expected new quantitative data to be shared through the use of actual numbers since this book was written using Gallup research.
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4 of 4 people found the following review helpful By Just the facts, Maam on December 3, 2011
Format: Hardcover
I was really looking forward to this book: a test you can take to identify your top five strengths (out of 34 possible strengths) and then advice on how to apply them, how could you go wrong?

I took the online test and started reading the chapters that follow. I feel the results of the assesment were fairly accurate.

My issue is with the material in the book--it more or less says to think about how your strengths could help you in nine different areas of selling--prospecting, identifying opportunity, negotiating, closing, etc.

The authors do give examples of how certain strengths will be helpful in each area, but they don't discuss each of the 34 strengths in each area of selling--I'm sure it would have made the book impossibly thick to do so. Your specific talents probably won't be mentioned in all or even most of the areas.

Some of the applications seem pretty simplistic too--for example, the person with the strength of "competition" could compare their acheivements with others to become more energized.

I think a better approach would have been to get a more customized report online after having taken the test, showing how my top five sterngths could be used in each area of the sales process.

Overall, I would have to say that I agree with the premise of the book but it doesn't go far enough. I was looking for insight into my personality and how I could take advantage of my strengths and apply it in my daily work. Although it gave me some insight into my self, I think it requires too much of a leap on my part to figure out how to apply the knowledge I gained. You could probably get almost as good an insight from someone who knows you well.
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1 of 1 people found the following review helpful By John Christopher Purvis on October 25, 2013
Format: Hardcover Verified Purchase
I bought this book because I am eager to learn about sales, and the book's title and description indicated that the book would be grounded in real academic research about sales success. Instead I got another self-help, 'think positive!' book full of anecdote after anecdote where the quotations are attributed to "an energy industry executive".

If you are looking for another pep talk, this is your book. If you are looking for anything approaching rigor re. what differentiates successful sales people, look elsewhere.
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2 of 3 people found the following review helpful By CUNPDX on March 11, 2012
Format: Hardcover Verified Purchase
I am a fan of these Gallup books. This one is geared for sales. I have also read 'Now, Discover your strengths' (a prior book) and didn't find this too different. This is geared specifically for sales people who go to vendor sites, it seems. My work is in call center sales, so it is somewhat applicable but not totally applicable. Not bad, but the prior book is more universal. I recommend that you purchase 'Now, Discover your strengths' instead.
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Format: Hardcover Verified Purchase
Very useful in understanding but need more examples to apply. Doesn't feel detailed enough. Also, when I took the test in this book, I got different results than the 2.0. I wonder why.
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Format: Hardcover Verified Purchase
I think it's important that Salespeople 'know themselves'. I have found this to be an excellent tool to build confidence, keep focus and open up conversations on how salespeople can go about achieving goals. I buy this book for every new salesperson I hire. It's a simple and affordable way to get some really good conversations started on the sales-journey.
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By McShopper on September 11, 2013
Format: Hardcover Verified Purchase
This is a great book, focuses on strengths when it is so easy to always focus on people’s negatives. It has helped me think of the way I manage in a different light, and also helps me coach my team for strength selling and quit using tools that they are uncomfortable with, use what feels right and make those your closing tools. Comes with a test in the back so you can find your strengths (so if you buy it used, you will lose value in the book unless you take the test)
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