12 Clichés of Selling and Why They Work (Paperback)

by Barry Farber (Author) "Suppose I asked you to paint a portrait of a typical salesperson..." (more)
Key Phrases: New Jersey, Bell Labs, Green Mountain Coffee

Editorial Reviews

Product Description
Written by Barry Farber, one of the country's "best known, most respected and incredibly successful sales gurus" (Entrepreneur magazine), 12 CLICHES OF SELLING [AND WHY THEY WORK] is steeped in the language and knowledge of what it takes to sell. It uses one cliché per chapter as a starting point-and mines its truth and powerful wisdom.

"Never take no for an answer", for example, belies the image of the stereotypical make-the-sale-at-any-cost salesperson and focuses on finding ways to get around obstacles, such as making the gatekeeper your ally and using humor to open closed doors. "You never get a second chance to make a first impression" shows how to sell yourself first, how to make people like, trust, and respect you, and how and why to make eye contact and keep a questioning attitude. "Your attitude determines your altitude" describes how to build and maintain a positive attitude, even in the face of rejection. "Don't sell the steak, sell the sizzle" gives the 12 steps to a solid presentation. The art of networking and mentoring is covered in "It's not what you know, it's who you know", while the importance of value, including the value of getting your money's worth-and all that it implies-falls under "You get what you pay for". It's the book for everyone who sells-and, as Robert Louis Stevenson once wrote, "Everyone lives by selling something."

About the Author
Barry Farber is the president of Farber Training Systems, Inc., a sales, management, and motivational training company. He writes a monthly column for Entepreneur magazine and is the author of Diamond in the Rough, State of the Art Selling, and Dive Right In. He lives in Livingston, New Jersey.

Product Details

• Paperback: 256 pages
• Publisher: Workman Publishing Company (September 1, 2001)
• Language: English
• ISBN-10: 0761116974
• ISBN-13: 978-0761116974
• Product Dimensions: 8 x 6.1 x 0.7 inches
• Shipping Weight: 13 ounces (View shipping rates and policies)
• Average Customer Review: 4.5 out of 5 stars See all reviews (2 customer reviews)
• Amazon.com Sales Rank: #844,055 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

4 of 4 people found the following review helpful:

5.0 out of 5 stars Common sense selling with uncommon techniques, July 17, 2004

By A Customer

I saw this book at the bookstore and normally I don't buy books on impulse. But I'm glad I bought this one. Farber discusses the 12 universally known cliches that apply to business but are equally applicable to life in general. He gives reasons why these things are common knowledge and why they work. Then he gives great examples of sales professionals who succeeded by applying the principle (the cliche) Farber just discussed.

Not only do these principles work in business, but they are also applicable to everyday living, especially the last one that Farber discusses. My teenage daughter is always asking me to recommend books that she can read to teach her to prepare for college and beyond. This is one of the books I'm recommending for her, along with Masters of Success and The Mental Edge (mainly for sports but applicable in other areas of life), and How to Succeed in Business By Breaking All the Rules.

We have heard of all of these cliches, but it's great to have them reiterated in an engaging, entertaining, and educational manner as Farber did. Definitely should be a part of every sales professional's library.

2 of 2 people found the following review helpful:

4.0 out of 5 stars quick read, back to basics sales philosophy, November 28, 2004

By	Mr. Ree "Sales Manager" (SF, CA) - See all my reviews

This book is simple and to the point. Farber doesn't try to teach you any new "system." These are the basics and the reason I keep this book handy for quick inspiration - to remind me that sales is not that complex.