Customer Reviews

Why People Buy : Achieving the Selling Zone

5 star:		(13)
4 star:		(0)
3 star:		(0)
2 star:		(1)
1 star:		(0)

 

 

Whether you are new or an veteran in the Financial/Insurance business, this book is a must if you want to increase the odds of turning that "Mr. Big" prospect into an happy client/advocate of yours and take your production to the next level.

Guy Baker introduces us to a proven system, a "track" if you will, we can run on time and time after again to keep us on the right course. What I liked about this book is, Guy shares with us exactly how the system works in "real" life through his own experience and why it works, so we have a proven "Blue Print" to follow without re-inventing the wheel. If you do not know who Guy Baker is, he is one of the Top Life Insurance professionals in the industry so you are getting educated by one of the best in the business on how he exactly does it.

For me, having this process become very important when we are working on larger cases since having that "track" can typically make or break a case. So if you want to learn this proven system from one of the master of our business, I highly recommend for you to get this book.

I was amazed to find a simple, easy to understand concept for beginning a sales relationship. This author has crystalized into a short 15 minute interview everything I need to say to move the prospect to the next level. The concept of the MAGIC BOX made me understand for the first time how important it is for me to pick who I am going to deal with. This is a great book.

A spectacular discussion on selling psychology. It is easy to see why this author has been so successful in sales. The book goes into great detail about the buyer's motives and how the seller needs to recognize those buying signs.

I know that there are lots of books on selling - but this one is one of the best I have ever read. It not only gives a clear picture of how the buyer thinks, but shows the seller how to assist the buyer in their quest to make a GREAT decision.

The author's insight and understanding of the sales process shows why he is one of the top financial advisors in America. It is a wonder more people who want to be world class have not read this book.

I would think any sales trainer would use this book as their guidepost to selling. Terrific book - a terrific read.

I don't usually like how to books - because they don't really tell you anything. But this book is different. I learned more about selling from this book than any other sales training class I have ever taken. This book deliniates the essence of selling. The author's understanding of sales psychology is uncanny and intutitive. I would highly recommend this book for any person who is starting in sales or has been in sales for a long time. It is worth studying.

I finally discovered why I am not making more sales. I have been plateaued for 5 years. this book opened my eyes and showed me that if I understand where my buyer is in their process, I can then time my sales thoughts. Every sales person should read this book.

Anyone who wants to excel in selling financial products should read this book.

This book gave me a good over view of the sales process and specifics on how to relate to the buyer. I have read many sales books, but this one hits the mark. I would recommend anyone who is either a professional sales person or striving to be one read this book. It goes way beyond basic sales training and gets into the mind of the buyer and the seller. Great Job.

This book capsulizes the essence of the sales process. Anyone - and I mean anyone - in sales should read this. It is a primer or a review. Either way the reader will walk away with practical hints and selling concepts that will inspire you to greater selling heights.

This is an incredible book with great insights for CPA's and attorneys. This author brings new understanding to the buyer's process and helped me see why I was losing client opprotunities. I think any professional - whether in direct sales or not should read this. Great Book.