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The Real Secrets of the Top 20%: How to Double Your Income Selling Over the Phone Paperback – July 7, 2008

ISBN-13: 978-0979441622 ISBN-10: 0979441625

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Product Details

  • Paperback: 152 pages
  • Publisher: Sales Gravy Press (July 7, 2008)
  • Language: English
  • ISBN-10: 0979441625
  • ISBN-13: 978-0979441622
  • Product Dimensions: 8.7 x 5.5 x 0.4 inches
  • Shipping Weight: 4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (25 customer reviews)
  • Amazon Best Sellers Rank: #1,043,668 in Books (See Top 100 in Books)

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Customer Reviews

4.7 out of 5 stars
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If you want to make more money as a sales person, READ THIS BOOK.
David Fein
If you ARE in the Top 20% then read this book to move yourself into the Top 1%.
Debra Gravelle
I highly recommend his book to new and seasoned sales professionals everywhere.
Patricia J. Thomson

Most Helpful Customer Reviews

36 of 40 people found the following review helpful By LBLI on October 22, 2010
Format: Paperback
I'm curious, did everyone read the book and write the review or did they actually apply the principles, have great results and then write the review?

Maybe I have read too many truly great sales books, or perhaps I'm a bit advanced but the top 20% that I know personally, myself being one, all feel that it pays to "obsess" about closing ratios and building a qualified pipeline of clients, which Mr. Brooks opposes on page 31. He advises to NOT leave more than two messages (page 55) but this goes against the marketing rule of 7, if you're not familiar with that, you can Google it. I even found some of the responses to be borderline offensive. Does he actually say (page 77) "it doesn't matter to me if you take this now, because I've got 10 other client's waiting for my call?" That would not endear me to him and I certainly would not be receptive to working with him in the future if he doesn't not value me, the client.

There are also a few insights that are solely in the interest of the selfish salesperson. For instance, when someone asks to be sent information and your response is "if you like what you see would you be ready to place an order?" is NOT beneficial, you cannot ask someone to commit that way, similar to the car sales person asking "if I find what you're looking for will you take it today?" This and Mr. Brooks response (the first one) is strictly the sales person trying to see if there's potential so they can decide whether or not to invest time in that client, but you're short changing the client and yourself, do the work, qualify, don't disqualify, you never want to come off as if the client is just commission. If you instead ask "what information would you like?
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4 of 4 people found the following review helpful By Gifford Pace on August 8, 2008
Format: Paperback
Finally, here's a book that provides real world tactics and strategies for success. It's not filled with the "Look in the mirror and be happy" rhetoric, or sleazy and manipulative techniques. It's filled with solid guidance and scripts that help you close more deals...if you use them!
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6 of 7 people found the following review helpful By David Malek on November 30, 2008
Format: Paperback Verified Purchase
This is a short sweet book and it gives you the low down on cold calling. The bottom line in sales is that most of the time the information out there is fluff. The meat and potatoes of selling is that you have to be always prospecting - that's the bottom line. You have to get out there and get the business. If you are serious you only need this one book. How do I know? I've bought most of them. This is a no nonsense approach and it works. Get this book - do what it says and you'll make money.
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2 of 2 people found the following review helpful By J. Widmer on August 7, 2008
Format: Paperback
I have been on the phone for over twenty years and it can be the best and worst career in the world. If you work hard, have a positive attitude, and do what you are able to learn in this book, you will have a great and very successful career. I have read other work Mike has put out and bought copies of those books for my entire sales staff. This book will be no different. He's a straight shooter that shows you what it takes a lifetime to learn. It's simple and to the point leaving you with a hunger to know more and more. Whether you are a CEO, Sales Manager or Account Rep this book should be mandatory reading.
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4 of 5 people found the following review helpful By I. Silverstein on August 12, 2008
Format: Paperback Verified Purchase
About six months ago our company hired Mike to come in and train our Inside Sales team and help with our cold calling scripts. We had a difficult time finding someone like Mike who truly understands cold calling and the unique challenges associated with it. When Mike came in to meet with us we immediately knew that Mike "got it". Our sales team is seeing great results because of implementing many of Mike's techniques and using his scripts.

Mike's newest book, The Real Secrets of the Top 20%, encompasses many of these techniques and scripts. There are plenty of sales books out there, but few that focus on cold calling like this book does. You'll learn everything from how to overcome reflex responses to closing techniques that really work. All of the scripts Mike presents are easily adaptable to any type of business. Whether you are a sales rep or a Sales Manager, you'll learn something new.
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1 of 1 people found the following review helpful By Justin W. Thole on August 17, 2011
Format: Paperback Verified Purchase
Is the profession of selling becoming a thing of the past? The book 22 Immutable Laws of Branding points out a market shift that is taking place. The shift is from selling to buying. Branding is becoming so powerful, that it's reducing the need for salespeople. Also, new methods of purchasing, such as the internet, have helped reduced the demand for salespeople. But fortunately for many who are currently in the profession of selling, there is still a need for salespeople, and The Real Secrets of the Top 20% gives techniques, scripts, and strategies for selling over the phone. The author claims from personal experience that learning and using these skills will put you in the top 20% of sales producers in your company.

The Author's philosophy and training is based on the 80/20 rule in sales, which states that 80% of the sales revenue and income in any company or industry is usually made by the top 20% of the sales force. He says that it doesn't matter the industry, product, or service. This rule always applies in sales. I can vouch for this claim. So it is with the company I am with. The numbers show, year after year, that 80% of the sales are made by 20% of the sales force.

The author puts an interesting spin on what it means to practice. He says that practice doesn't make perfect. Practice only makes permanent, and the bottom 80% practice the wrong techniques day in and day out, and get really good at doing the wrong things. All too often, salespeople practice bad habits and inadvertently become good at doing the wrong things. Moreover, those who are successful at selling weren't born with sales talent that automatically catapulted them to the top 20%. Mastering sales takes a lot of practice and hard work.
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