2 of 3 people found the following review helpful
Excellent Book on Sales - Smart and In-Depth, but Easy to Digest,
This review is from: Selling Change: 101+ Secrets for Growing Sales by Leading Change (Hardcover)
"Selling Change" is a great book that provides a new look at the sales process. The book's primary message is that salespeople must look beyond talking about features, espousing benefits, and solving problems, and start helping customers "change." It is a great way of re-framing the sales process in a way that leads to a consultive selling approach.
What I really like is the contrast between the depth of information in the book and the ease with which the concepts can be grasped. Brett references psychology, physics, mathematics, and military strategy, yet each chapter is exactly two pages long. Each of the chapters is also broken into three sections: 1) what I need to know, 2) what I need to do, and 3) action summary.
There really is a wealth of knowledge here, and it may seem overwhelming, especially for someone who is looking for a simple, "1-2-3 system" to sales success. Personally, I prefer a lot of information that explains both the "how and "why." In fact, to be able to implement the "Selling Change" method, I believe you have to have a deep understanding of the ideas along with a willingness to work the process.
But that's the point; transactional selling is being taken over by websites. To be able to offer real value to a client, we must help them change, and in order to do that we need a deep understanding of both the client and the change process. "Selling Change" gives plenty of information on how understand both of those things, and then gives action steps for what do with that knowledge.
If you are looking for a smart, in depth, and effective book on sales, then I heartily recommend you pick up, "Selling Change." You won't be disappointed.