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The Secret to Selling More: It's Not Where You've Been Looking--If It Were, You'd Have Found It Already Paperback – October 1, 2014

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Editorial Reviews

Review

Mitch Goozé has done it again! He has provided a clear, straight-forward path for all professionals to successful selling. -- Robert D. Liodice, Executive Vice President, Association of National Advertisers ANA

Mitch identifies and simplifies the complex issues of sales and marketing. This book presents solutions in Mitch’s own down-to-earth style. -- Chris Mottern, President & CEO, Peet’s Coffee & Tea, Inc.

Mitch shows that efficient communications and programs designed to solve problems are a requirement for success. -- Gerald S. Hobbs, President & CEO, VNU, Inc.

This book goes beyond conventional sales books. Implementing the techniques in this book will increase sales for almost any business. -- Prentis Hall, Publisher, The Industrial Marketing Practitioner

From the Author

The Secret to Selling More is my second book on the topic of marketing and sales. This volume evolved out of the frustrations my clients and I have experienced while working together over the past several years. Many of my insights came from helping them increase sales.

In this book I’m going to examine two methods for improving the performance of your sales organization. The first method looks at efficiency, and the second looks at effectiveness. I guarantee that once you read this, you will be able to construct a selling machine that will Manufacture® Customers for your organization.

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Product Details

  • Paperback: 160 pages
  • Publisher: Institute for Marketing and Innovation (October 1, 2014)
  • Language: English
  • ISBN-10: 1889772062
  • ISBN-13: 978-1889772066
  • Product Dimensions: 8.9 x 5.8 x 0.5 inches
  • Shipping Weight: 12.8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.0 out of 5 stars  See all reviews (9 customer reviews)
  • Amazon Best Sellers Rank: #2,488,745 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful By Reader Views on October 11, 2006
Format: Paperback
Reviewed by Stephanie Rollins for Reader Views (9/06)

"The Secret to Selling More" by Mitch Gooze poses the question, "Are you happy with the performance of your sales force?" Of course, everyone wants more sales. The question is how to get everyone to sell like the top performer of the sales force. Also, is your top performer maximizing his or her potential? Do you need to set your goal higher than the performance of the top performer?

Gooze focuses on effectiveness and efficiency. He defines efficiency as "increase in sales' performance at the same or lower cost of selling, or by achieving the same sales' performance at a lower cost of selling." In this section he encourages old-school salespeople to not be in the field as much.

He explains that the one-on-one attention to clients has proven not to be as valued as it used to be. He encourages more phone contact and internet contact. He also explains that this keeps the salespeople near the customer service people. This helps when a client calls for assistance. The salespeople can reach the customer service department much more easily than if they are in a field, placed on hold.

"Improved effectiveness indicates sales' ability to sell more of the "right" customers "right." Why waste time with people who clearly are not your potential clients? Also, know who your clients are and how to sell to them.

Throughout the book, I kept thinking that he was referring to the need to "brand." The new paradigm is to think how to establish a brand. In the end of the book, he did touch on the subject. According to Gooze, branding is "A brand is a short-hand trigger for the positioning in the buyers' mind to remind them of what they get from buying this product or service.
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1 of 1 people found the following review helpful By Kirk Mansberger on January 25, 2007
Format: Paperback
Initially introduced to Mitch Gooze as a Vistage guest speaker, he was kind enough to offer his book "The Secret to Selling More". What a wealth of knowledge in a concise easy to read format. Much of the case studies had to do with the notion of forgoing the traditional external salesperson approach and moving in the direction of internal sales representatives (ISR's). My company sells a service not a commodity...I phoned Mitch with questions on the how-to of implementing his strategies in a service environment, he was gracious enough to return my call with a matter of hours and share with me very insightful thoughts, guidance and direction relative to applying the concepts of selling a commodity via ISR's without hesitation. I never expected such a meaningful conversation with his earnest and sincere desire to assist myself and company. I would encourage everyone struggling with ineffective traditional sales methods to read this book! Thanks Mitch!
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1 of 1 people found the following review helpful By J. Trower on April 5, 2005
Format: Hardcover
I found the information presented in this book to be both fresh and thought provoking (I read it twice). I have read a lot of sales training books and it is rare to find one that truly presents new ideas and ways of looking at the sales/marketing process. I found the anecdotal references to be insightful and useful in relation to my own day to day business. Mitch Gooze has a entertaining style backed up by experience and a clear, strong thinking process. The aspects of marketing and the responsibilities of marketing particularly on pages 132-136 really hit home for me as did the strength of positioning statements. The premise that personal visits may or may not be necessary should cause a lot of salespeople to reconsider what they assume to be the benefits of personal sales calls.
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1 of 1 people found the following review helpful By Greggory on November 4, 2004
Format: Paperback
This is a refreshing book written in an easy to follow, conversational style that gets to the point. If you want to help your company increase sales, this book tells you the secret. However, knowing the secret and doing something with it, are not the same thing.
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1 of 1 people found the following review helpful By Reg Nordman on February 21, 2007
Format: Paperback Verified Purchase
The second of the three Gooze books. Finding his work has made a terrific boost to my income and career. Every complex sales person, CEO should read and reread his stuff.
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