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The Market Has Changed: Have You?: Sales Strategies that Work Paperback – November 1, 2009
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About the Author
Paul is an Author that maintains a blog, has produced eBooks in English and Japanese on the subject of Personal Development and is completing his first Paperback on sales and selling in troubled markets.
As an Entrepreneur; Paul is involved with several early stage business initiatives including RawSugar, a human index search engine that allows users to put content tags in categories and hierarchical groups.
Founder of the Wha-Dho Philosophy - After studying Human Awareness for over 20 years Paul has been able to develop systematic approaches and methodologies to help people and organizations move to places of power and prosperity. His work has taken him across the world where he has helped hundreds of people and several business organizations at home here in North America. <P> As a Business Consultant; Paul works with companies to help their leadership increase revenue and profits. He does this by working on three specific areas 1. the Human Capital with the organization 2. the Economic Principles that relate to the business and 3. the Business Practices of the Market Segment the company is in.
The Difference What makes Paul so different is his approach which creates the space and the language to hold people's Human needs while they address their Business requirements. This is Authenticity in action.
His work has taken him to several business areas from a manufacturer or Scientific Research instrumentation to a Large Format printer and from a boutique 3D Animation Studio to a 3PL (Third Party Logistics company) He has also helped a few early stage software companies in the Silicon Valley.
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This book takes you through 25 steps exemplifying what he refers to as the "Wha-Do" sales philosophy (apparently, "Wha-Do" means "The Way of Harmony" in Japanese). This philosophy is all about creating leverage through people (relationships) and applying repeatable principles and business practices.
A lot of the concepts Paul brings to bear are rooted in things you've heard before - setting goals, understanding your motivation, setting out a plan, developing discipline in how you execute, etc. But a couple of aspects are different in this book.
First, Paul comes at this from the perspective of a sales person. If you're involved in selling, you know that you hear "no" more often than you hear a "yes" so it's vital that you have clarity of purpose and a compelling reason to keep driving until you get another "yes." The methods Paul exposes in this book will "snap in" to your selling workflow pretty easily without feeling unnatural or fluffy.
Second, this is as much a workbook as it is a reading book. The book is filled with worksheets, cues, and examples to enable you to go from a cerebral understanding of the material well into the next step of documenting and personalizing the content. In other words, if you really follow the process and use the worksheets provided in the book, you'll have your own plan - not just a bunch of new ideas.
They also help bring you beyond your "one against the world" view and tap into your colleagues, your mentors, and even your customers themselves to increase your success.
But this book is not just for hardcore sales people. It will also help anyone who relies on relationships in their job, such as doctors, dentists, personal trainers, retailers, investment bankers, business development, alliances people, and more.
The book is loaded with helpful hints and strategies but what really helps drive home the details are the exercises that he incorporates in each chapter. The beauty of the book is that it is divided into easy to read chapters with the focus of each chapter on only one idea. There are 5 Parts, and 25 Steps over the 160+ pages, an easy read in one day or two. Each chapter has very simple and focused titles, "Qualify Fast" or "Move Powerfully with Teams" which creates a sense of urgency with its proactive approach. You feel as if you can execute on these topics quickly and with little fanfare. I'm able to get the gist of the chapter without being bogged down on way too much background information and for busy professionals, this is key.
I had the pleasure of meeting Paul at a Sales 2.0 Conference in San Francisco in March, his energy and enthusiasm for learning about sales shines through when he speaks with you. He's engaged and open minded to new ideas coming from seasoned and not so seasoned professionals.
Most recent customer reviews
This is a great book if you are trying to make money in this economy. It offers practical tips, and great exercises that help you increase your business while...Read more
I am student at the University of Central Florida in a program specifically dedicated to sales.Read more