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Quick Guide - How Top Salespeople Sell: for new or seasoned sales professionals, managers and CEOs. (Quick Guides to Business) Paperback – April 1, 2013
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About the Author
By Professor John Ditch, York, UK Paul Burr is an incredibly interesting man. I met him in 2005 when he agreed to be my ‘career coach’. At the time I held a senior position at a UK university and it was rather fashionable to undertake ‘management training’; every member of our senior team was expected to devote time to ‘continuing professional development’. I approached Paul because he offered something different, something a little more challenging. We met regularly over the course of a number of months. Paul was a good listener and quickly identified a number of issues that we could work on together. That was part of his style: he didn’t teach, he didn’t preach, he had no axe to grind. What he had was insight, humour and a remarkable capacity to facilitate self-questioning and reflection: he had a ‘tool-kit’ but he didn’t carry spare parts. Our ‘sessions’ were always well organized and when I’d done my ‘home-work’ thoroughly they were both demanding and rewarding. Paul is a seriously bright ‘numbers-person’ (he has a PhD in statistics) and can do all the technical stuff that management consultants come out with. But he is more than that: he is also in touch with the right (creative/emotional) side of his brain. Thinking back there were three things that Paul facilitated or encouraged in me: first, he supported me to think about (or imagine) ways of ‘doing things differently’; second, he emphasized the importance of ‘authenticity’; third, he helped me develop additional capacity for ‘resilience’. Time with Paul was all time well spent.
Top customer reviews
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His `success method' consists of answering convincingly four questions, which two-thirds of his article spends in explaining:
1. Does the prospect trust you?
2. What value do you bring?
3. Are you the right person to do business with?
4. How does it work or how will we work together?
The rest of the article focuses on you asking more questions and listening than on talking during a sales interview. He uses INCREASE(tm) to make his point:
* Express feelings
Finally, Paul closes with a plea to create compelling messages.
If you absorb and internalise Paul's messages, you will be well on to your way to becoming a top salesperson.
Dr Paul Burr has worked with the creme de la creme of top salesmen for years and has a client list comprising of many many global companies. He knows the art of top salesmanship inside out but more than that, his insights come from modelling the top performers. Not the average. That is why he can happily claim to know how to increase sales performance by 30%. It's a mixture of holding certain key values , beliefs and skills. I found this guide very concise and incisive and would definitely recommend it.