Kindle Price: $12.99

Save $5.01 (28%)

These promotions will be applied to this item:

Some promotions may be combined; others are not eligible to be combined with other offers. For details, please see the Terms & Conditions associated with these promotions.

Deliver to your Kindle or other device

Deliver to your Kindle or other device

How to Say It: Business to Business Selling: Power Words and Strategies from the World's Top Sales Experts (How to Say It... (Paperback)) by [James, Geoffrey]
Kindle App Ad

How to Say It: Business to Business Selling: Power Words and Strategies from the World's Top Sales Experts (How to Say It... (Paperback)) Kindle Edition

4.7 out of 5 stars 20 customer reviews

See all 9 formats and editions Hide other formats and editions
Price
New from Used from
Kindle
"Please retry"
$12.99

Length: 205 pages Word Wise: Enabled Enhanced Typesetting: Enabled
Page Flip: Enabled

Kindle Daily Deals
Kindle Delivers: Daily Deals
Subscribe to find out about each day's Kindle Daily Deals for adults and young readers. Learn more (U.S. customers only)
click to open popover

Enter your mobile number below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
Getting the download link through email is temporarily not available. Please check back later.

  • Apple
  • Android
  • Windows Phone
  • Android

To get the free app, enter your mobile phone number.


Editorial Reviews

About the Author

Geoffrey James is the primary sales training writer for Selling Power magazine, and since 2007, he has authored Sales Machine on CBS Interactive's BNET website, a sales-oriented blog that has won prestigious awards from the Society of American Business Editors and Writers and the American Society of Business Publication Editors.

Product Details

  • File Size: 1068 KB
  • Print Length: 205 pages
  • Publisher: Prentice Hall Press (December 6, 2011)
  • Publication Date: December 6, 2011
  • Sold by: Penguin Group (USA) LLC
  • Language: English
  • ASIN: B005GSZI2G
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Lending: Not Enabled
  • Enhanced Typesetting: Enabled
  • Amazon Best Sellers Rank: #355,176 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
  •  Would you like to give feedback on images or tell us about a lower price?

Customer Reviews

Top Customer Reviews

By Reg Nordman on January 26, 2012
Format: Paperback
This is a desktop book that every salesman and sales manager needs to have. It is extremely clear, concise and well written. Each chapter is a treasure trove of useful nuggets. He covers the bases:

How to Craft an Elevator Pitch
Find Hot Sales Leads
Negotiate the Best Deal
Sell to Top Execs
Build Sales Partnerships
Get a Customer Referral
Prospect with Voice Mail
Give a Compelling Product Demo
Move a Lead to a Prospect
Develop B2B Campaigns
Close a B2B Deal
and more

He built this book through countless interviews with sales giants like Tom Sant, Wendy Weiss, Linda Richardson, Keith Eades, Jeff Thull, Keith Rosen, Joanne Black, Jeffrey Gitomer and others. As a regular contributor to Selling Power and other publications, the author really knows what works. Buy, read and review.
Comment 5 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Paperback
Salespeople learn differently from the rest of us. They don't want fluff, B.S., or yet another book that describes what worked for some author when they sold fax machines to Woolworth's. What salespeople do want is straight talk about the tools, the strategies, and the tactics that will help them do one, and only one, very important thing: win business.

Here's the good news: Geoffrey James, the best writer in the B2B sales, has gathered compelling, relevant, and thoroughly field-tested content from the experts in fifteen critical B2B selling areas and served them up for you in a powerful, organized, and deliciously consumable way. If you're in sales or sales management you're going to LOVE this book.
Comment 7 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Paperback Verified Purchase
When Geoffrey was writing Sales Machine, it was one of only 3 blogs of which I read every post. When I saw that he was writing a book, I bought it pre-sale...and I'm glad that I did.

Geoffrey does an excellent job of taking conceptual ideas, removing the BS, & giving advice that's easy to use. The neat thing about his sales suggestions are that they are provided down to the script level. I particularly suggest that you use it to help craft your sales message, elevator pitch and cold calling/voicemail scripts. These are all never too good to refine and Geoffrey's suggestions are spot on.

I particularly like the fact that the content of this book has been cultivated so deeply from years in research, reading and interviewing the top minds in selling. The additional resources he offers make up wonderful next steps for after you finish this book.

Whether you are new to selling or working to sharpen your skills, I'm confident that you'll find practical, usable value in this book.
Comment 4 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Paperback Verified Purchase
Having come from a service background and asked to step into a sales managers role, I spent a long time reading many different books on the subject in order to increase my knowledge fast and quickly found myself overwhelmed with ideas..

I became a fan of Geoffrey James's sales blog on bnet which was very useful, informative and creative. I then bought this book and found the most useful & easy to understand exercises.

I had struggled for a long time trying to create a story which would interest prospects and it was only after reading this book and asking Geoffrey for help that I achieved a workable story. Great book, easy to understand and very user friendly.

I would recommend it to both seasoned sales pro's and people new to sales.
Comment 4 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Paperback Verified Purchase
A must read and required reading for all sales professionals.

Every day we are selling, whether it be to look for the next job or improve our careers.

How to say it: Business to Business Selling offers valuable advice for all levels of Sales.

Geoffrey James cuts through the mystery of the sales process with a clear message of understanding that can be applied in all areas of business.

There is no better recommendation for selling today than Business to Business Selling.
Comment 4 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Paperback Verified Purchase
This is a great book. Very honest and full of practical information. I've been selling for 20+ years, and found this to be a welcome change of pace. Gets to attitude, sales process, personal motivation, and other critical topics written in easy to read style. Like having a sales coach sitting next to you.
Comment 6 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Kindle Edition Verified Purchase
I admit to being a fan of James, having first read his blogs on BNET a few years ago. Those blogs were entertaining and informative. Having been in the BTB sales world for 30 years, I find his new book refreshing simple and useful in analyzing and teaching in all phases of the sales cycle. His improvement tips offer quantifiable gains and and that can be readily implemented.
Comment 3 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Paperback Verified Purchase
I have written several new cold call scripts with the help of this book. I especially like the tip to drop the business jargon and make clear descriptions of what is being offered.
Comment 3 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse

Most Recent Customer Reviews

Set up an Amazon Giveaway

How to Say It: Business to Business Selling: Power Words and Strategies from the World's Top Sales Experts (How to Say It... (Paperback))
Amazon Giveaway allows you to run promotional giveaways in order to create buzz, reward your audience, and attract new followers and customers. Learn more about Amazon Giveaway
This item: How to Say It: Business to Business Selling: Power Words and Strategies from the World's Top Sales Experts (How to Say It... (Paperback))