- Series: How to Say It... (Paperback)
- Paperback: 208 pages
- Publisher: Prentice Hall Press; Original edition (December 6, 2011)
- Language: English
- ISBN-10: 0735204586
- ISBN-13: 978-0735204584
- Product Dimensions: 7.4 x 0.5 x 9.1 inches
- Shipping Weight: 11.4 ounces (View shipping rates and policies)
- Average Customer Review: 4.4 out of 5 stars See all reviews (22 customer reviews)
- Amazon Best Sellers Rank: #555,315 in Books (See Top 100 in Books)
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How to Say It: Business to Business Selling: Power Words and Strategies from the World's Top Sales Experts (How to Say It... (Paperback)) Paperback – December 6, 2011
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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.
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Top customer reviews
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.
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.
The "hype" on this book was a disappointment to me, but for some newbies or less experienced salespersons may enjoy and learn about some good points that the author raised.
I wasn't disapointed. I have been involved in retail selling for most of my career, but switched to a B2B position a few years ago. It's a very different world of selling and I wish I had been able to read this book then!
Mr. James writes in a clear and concise style. I found the chapters easy to ready and felt like they were just long enough to get the point across and each chapter gave me something I could retain and put to use.
The book is a very good value and I know that I will recover the cost many times over from the tips I have picked up. Thanks for writing a great book!
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.