2 of 2 people found the following review helpful
Eureka! For Many, THIS is the Missing Link in Selling,
This review is from: High-Profit Selling: Win the Sale Without Compromising on Price (Paperback)
I read a lot of sales books with the intention of staying on top of industry trends and what resources are available. The best ones offer new ideas or at least put a new spin on the old ideas.
This book does something more. The author grabs you by the lapel and shakes a little sense into readers. Or, at least he did for this reader!
"High-Profit Selling" made its way to the top of my airplane reading stack at just the right moment. I was on my way to a sensitive negotiation meeting, and I was preparing to make price concessions. As an escape from my planning, I pulled this book out and began reading. At first, I wasn't even making the correlation between my current situation and the book's focus. Fortunately, that all changed just in the nick of time.
What got my attention in the initial skim-through was a reference to asking questions in order to zero in on customer needs. I'm all for that, and it's a strategy that was relevant to my pending negotiation. But then I read the words "sell first and negotiate second." That phrase made me do a double-take, and I dove into this book with great gusto.
I'm glad I did. It completely changed my mindset and my approach to that customer meeting, and I've been doing things just a little bit different ever since in selling. Like he does with his blog, The Sales Hunter, Mark Hunter genuinely helped me (a seasoned and successful seller!) with this book.