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The NEW Game of Selling: Attract, Convert, and Keep More Customers – and Multiply Profits Paperback – March 18, 2014
Top customer reviews
According to the author, the essence of this "new" method is instead of trying to fit buyers into your sales cycle, target your selling endeavor toward those who already need what you have and are ready to buy it. That makes perfect sense and if you've been involved in copywriting or have a successful online business, that is the way you've been already selling.
Just like if you decide to buy this book and to sign up on the author's website, you are qualifying yourself as a good prospect for the author's other instructional goodies, and again anyone involved in successful internet marketing has been doing just the same thing, ever since internet marketing has been created.
The author defines the "old game" the selling process where you're trained to essentially wrestle with the unwilling buyer and twist his or her arm to buy your products or services, a process that may feel uncomfortable both to sellers and to buyers. In the "new game" your focus is on serving the client by helping the client satisfy his needs or wants.
In short, unlike books that teach you how to sell ice to eskimos, this one recommends you spare yourself the effort and find hungry fish, who may be practically begging to buy what you're offering - well, barring competition, but that again may depend on your unique selling proposition or as the author christened it "unique service advantage".
The author has a warm writing style that is refreshing - no faux military or sports talk and no empty motivation-speak. He also has distilled a number of years, and countless lessons, in sales into a concise read. He includes just enough of his own metrics to let the reader know that he can feel their pain and knows there is a way out that will be more rewarding to one who follows his examples.
Will the book turn you into a salesperson? Probably not, but it will make you connect with people more effectively, and give you new insights into how to determine their current and future needs. Notice that I said people and not buyers... this book can help anyone who wants to be helpful to people, whether it is their vocation or avocation. It was well worth the time I spent reading it.