You're Working Too Hard To Make the Sale!: More than 100 Insider Tools to Sell Faster and Easier! [Hardcover]

Bill Brooks (Author), Tom Travisano (Author), William T. Brooks (Author)

Book Description

Publication Date: March 1, 1995

Every salesperson must ``make the sale''--but chatting, networking, even listening to a customer's ``needs'' will only get them so far. What really spells success in sales is the salesperson's ability to determine the customer's true ``wants''--and appeal to those wants directly. Armed with feedback from hundreds of decision-makers, buyers, and end-users at various corporations, authors Brooks and Travisano show how customers almost always make a partly emotional buying decision and demonstrate how to: identify the ``hidden buying motivation'' defined by a customer's wants; use words, phrases, and techniques that work most effectively to uncover customers wants; create a perception in the customer's mind that is favorable--instead of relying on facts and stats.

Product Details

• Hardcover: 272 pages
• Publisher: McGraw-Hill Companies (March 1, 1995)
• Language: English
• ISBN-10: 0786303956
• ISBN-13: 978-0786303953
• Product Dimensions: 8 x 5.4 x 1 inches
• Shipping Weight: 11.2 ounces
• Average Customer Review: 4.8 out of 5 stars  See all reviews (5 customer reviews)
• Amazon Best Sellers Rank: #780,387 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

4 of 4 people found the following review helpful:

4.0 out of 5 stars Easy Read with Great Information, March 29, 2000

By A Customer

This review is from: You're Working Too Hard To Make the Sale!: More than 100 Insider Tools to Sell Faster and Easier! (Hardcover)

This book really gets to the core of successful selling. It emphawsizes identifying and understanding the decsion makers wants which are personal, emotional, and under the surface. Too many sales people focus on the surface stuff especially customers needs. What we really should do is tie in want based selling into our successful needs based approache we are curretnly using.

This book is a very easy read. Key points are emphasized and repeated several times to make sure they sink in. The charts and exercises used really help you grasp the concepts.

The only downside is the first helf of the book tends to be very repetitive and you wonder are they having going to get to some other points. However the second half of the book is fantastic! It really gives you excellent ideas and techniques for identifying decsion makers wants and applying the concepts to your customrs.

Enjoy and Good Selling!

1 of 1 people found the following review helpful:

5.0 out of 5 stars Go Beyond Needs-based/Surface Level Selling, December 14, 2007

By 

J. Sexton - See all my reviews
(REAL NAME)   

This review is from: You're Working Too Hard To Make the Sale!: More than 100 Insider Tools to Sell Faster and Easier! (Hardcover)

Want to learn basic consultative or needs-based selling? There are hundreds of books out there that'll cover the basics. Want to get beyond surface level needs to the deeper psychology of why people buy? This is by far the best of the 2-3 books available on the subject. Why? Because the book nicely bridges theory and application, rather than just presenting the reader with a grab bag of tricks or some esoteric psuedo-psychological NLP type theory. Get this and Cialdini's book and you'll be well on your way.

5.0 out of 5 stars A Classic, November 9, 2011

By 

C. R. Downing "Chris Downing" (Chippenham, Wilts England) - See all my reviews
(REAL NAME)   

Amazon Verified Purchase

This review is from: You're Working Too Hard To Make the Sale!: More than 100 Insider Tools to Sell Faster and Easier! (Hardcover)

This is a classic for sales people wanting to move up to a sales process where the relationship really matters and where a long term relationship needs to be developed. There are actually very few books out there that deal with this subject in a practical way - lIke the author has been out there and done everything in the book. Most of the other books I've read on relationship selling just use the relationship as a means to an end. This book is about really getting to understand your client or customer and have them come back to you again and again for new business. If you see the sales process as basically a way for you to earn maximum buck, then this book isn't the one for you. If you are a career professional you need to have this book in your study library alngside at least one book by Charles Green and another by Andrew Sobel. Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships All For One: 10 Strategies for Building Trusted Client Partnerships

I have all these books and can thoughroughly recommend them to you if you want to go to the top of the selling profession.