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The Death of 20th Century Selling Paperback – April, 2002

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Editorial Reviews

Review

...absolute, unequivocal "must-read" and makes for fascinating, uproarious, and utterly addictive reading for just about anyone related to selling. -- The Midwest Book Review

A great, no-nonsense guide to why salespeople fail, fixes, new tools to insure greater sales success, and much more. -- Bookviews

Anyone who sells or knows someone who sells will laugh and learn from this unusual resource. -- Money Makers Monthly

I would highly recommend this book for anyone in sales or sales management. -- Sales & Marketing Executives International, Willis Turner, Editor & Managing Director

Such lessons, combined with humorous true tales of sales disasters, may just make this book worth its weight in gold. -- Fearless Books, March 2002

From the Publisher

A collection of the funniest and most embarrassing sales moments from 15 years of sales training. This book is most useful for sales professionals, managers and trainers. An engaging blend of education and entertainment from one of America's top sales coaches, Dan Seidman of SalesAutopsy.com.

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Product Details

  • Paperback: 216 pages
  • Publisher: Sales Autopsy Press; First Edition edition (April 2002)
  • Language: English
  • ISBN-10: 0971291101
  • ISBN-13: 978-0971291102
  • Product Dimensions: 5.5 x 0.5 x 8.5 inches
  • Shipping Weight: 10.7 ounces (View shipping rates and policies)
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (14 customer reviews)
  • Amazon Best Sellers Rank: #4,292,806 in Books (See Top 100 in Books)

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19 of 19 people found the following review helpful By Robert Morris HALL OF FAMETOP 500 REVIEWERVINE VOICE on February 7, 2002
Presumably the salespersons involved did not find their blunders "hilarious." Hopefully, they learned something of value from them. Seidman has written a book about 50 "blunders" and then helps his reader to understand how to benefit from them. Each situation is followed by a brief "Postmortem." Seidman correctly suggests that his book not be read non-stop from beginning to end but I suggest that you skim read it, locking in on those specific situations which correlate with your own experiences. One of his most important points is that every salesperson makes "blunders" and each is a learning opportunity. His book enables readers to learn from the mistakes of others which range from not listening carefully to refusing to accept "Yes" as an answer. No single book on the general subject of salesmanship can possibly address all issues and all situations, much less provide definitive guidance on which strategies and tactics are most appropriate.
When I devise and then conduct what are necessarily "customized" sales training workshops, I first learn all I can about the specific marketplace in which the participants compete. Also, I learn as much as I can about the individual participants. Another important point which Seidman reiterates throughout the book is the importance of credibility which, really, is determined by the authenticity of a salesperson. Obviously, it is important to be fully-informed about the functions, features, and benefits of whatever is offered for sale. However, people do or do not "buy" the salesperson before agreeing to a purchase. Therefore, being (and being perceived to be) sincerely interested in the prospect's needs as well as the needs of the prospect's organization is of paramount importance.
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15 of 15 people found the following review helpful By Knitter on December 2, 2001
As you read this unusual book a pattern emerges... first you'll laugh - loudly - at some of the really funny sales failures. Then you'll read Dan's "postmortem," (his analysis and suggestions on what to do), you'll nod your head and mumble, "hmm, yes. I never thought of handling a sales call that way." Back and forth, laughter and wisdom, humor and strategy until you realize that this book is truly special. Dan encourages salespeople to be different from the average. And he shows you how to do it. His "Teaching Consequences to Prospects" technique is ingenious. I immediately began re-working my literature and my conversations with potential customers to use this concept and found that it is extremely effective in motivating buyers to take action. This book is well worth owning for the laughter and the learning. If you're looking for a gift for a salesperson you know, pick up this rare present that should make them laugh AND make them more money
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14 of 14 people found the following review helpful By Duel D. Christian, Jr. on February 5, 2002
Verified Purchase
Dan has done a wonderful job in the classification of sales professionals. In my career of sales I have not only been able to match certain personalities to Dan's descriptions, but was able to see myself as the sales "tourist," and took steps to correct my shortcomings.
Dan's book also debunks old closing tactics that may have worked in the past, but are now cliche'd and trite.
He also recommended "Cash Copy" by Jeffrey Lant, a truly effective book for anyone who writes copy.
I laughed at nearly every story in the book, because we are all human, and we all make mistakes. This book is well worth reading, and it just may help make you a better salesperson.
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13 of 13 people found the following review helpful By Midwest Book Review on February 6, 2002
The Death Of 20th Century Selling: 50 Hilarious Sales Blunders And How You Can Profit From Them is far more than an just another amusing collection of anecdotes about prospective sales gone bad. Expert sales speaker and trainer Dan Seidman describes in fascinating detail how the Information Age has made buyers better educated than ever -- meaning that the old selling techniques from the 1980's and earlier are no longer effective against modern-day executives, who have already experienced strategies like the "Porcupine Close" countless times, and indeed, see what used to be the standard sales practice as manipulative or worse. The Death Of 20th Century Selling analyzes fifty sales blunders with a careful, searching "post-mortem" that dissects exactly what went wrong and how the salesperson might have avoided disaster. In addition, tips on reading body language, structuring a system, and especially dealing with sales partners and co-workers make for an indispensable reference. Written in open, frank, clearly understandable, no-nonsense layman's language, The Death Of 20th Century Selling is an absolute, unequivocal "must-read" for anyone and everyone in the business of sales, and makes for fascinating, uproarious, and utterly addictive reading for just about everyone else.
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9 of 9 people found the following review helpful By Willis Turner, CSE on February 9, 2002
I keep Dan Seidman's "The Death of 20th Century Selling" on my desk and use it regularly to inoculate myself against Silly Selling Syndrome. Although I laugh often at the short easy to read sales blunder stories, I often spot myself and the people I coach in the stories as if there were a beacon on the page that says "You are here!"

I would highly recommend this book for anyone in sales or sales management and especially for SME-International's professional Certifed Sales Executives (CSE®).

I especially enjoyed the pointed lesson in the story about the two reps who slurped down flourescent colored frozen pop before visiting a client. How many times have we all blundered in this area by doing something just before a sales call that marred our professional appearance?

It reminds me of the time I visited the men's room in my office and noticed a chap who didn't wash his hands after using the facilities. Guess what? He was the body wearing those hands when he showed up in a few minutes on a sales call in my office. Not only did we not shake hands, he was sent on his merry way.

In life we can all learn from consequences, and now Seidman effectively teaches this as a strategy in sales. What a concept!
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