Customer Reviews

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

5 star:		(4)
4 star:		(1)
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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!

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.

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.

This book directly addresses the sales truth; customers first decide emotionally and then justify that decision with logic. In a simple direct style, the authors lay out what the bulk of sales people are doing wrong with tried and true ways to remedy this. Now this is not easy to do but once you read the book it just makes sense. This book also ties into our research on the growing use of compelling content to ease the sales job. This book will help you and your team combat the sales stereotypes, increase your ability to differentiate and drive value as a buyer criteria. Their customer profiling is masterful. I loved the data on sales and salespeople. I wish I had this book years ago

If you think that there is such a thing as the "science" of sales, this is the book you need. Easy to understand and apply to whatever product or service you sell. It helped me change the way I approach new clients and service existing clients. Worth the money and more...