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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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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.
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.
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.
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.
Most Recent Customer Reviews
Such a great book, this is my second copy as I give them away! If you need a great business book with exactly what to say, then look no further.Published 15 months ago by Elizabeth E. Peterson
If you are in Business to Business sells...this book is a great tool to help clarify your message and put you on the right track for great success in B2B selling... Read morePublished 18 months ago by Sarah
I pulled a few highlights and workable items. No earth shatteing insights but always good to get another perspective. Did not read cover to cover.Published on May 4, 2014 by paul tomezak
This is a succinct book full of great advice. I've read lots of sales books through the years, between graduate school and corporate sales courses, and so far this is the best.Published on March 24, 2014 by Jennifer Wilson
Very solid principles and advice. Glad I bought it and read it. And I still re-read some of the chapters.Published on October 31, 2013 by Shane Frost
Definitely worth reading multiple times. Common sense wisdom to make sales straight forward and predictable. The advise to qualify your prospects objectively is key.Published on October 5, 2013 by M. Currie
This book has a lot of information I wish I had known about sales. Well researched, well written and well done.Published on August 3, 2013 by Jack Aude
Well structured book with some good advice about B2B selling. I would recommend it as a read if you want to improve your sales.Published on May 27, 2013 by email@example.com