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Selling To the VP of No Paperback – June 30, 2003
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From the Author
Why read this book? Because you want somebody to do something. You want them to buy your product, invest in your idea, give you a raise, or increase your budget. And they dont want to.
In short, you need to learn how to sell. Selling is the art of getting someone from "NO" to "GO." This book will share secrets from some of the worlds most successful salespeople: The Selling Stars. But there are a few things it will not do.
It will not show you how to manipulate people against their will.
It will not show you how to sell someone something they dont want or how to get people to do things that are not in their best interest.
It will not show you how to use pressure, guilt, or emotional manipulation to get what you want.
But if you truly have something valuable to offer, this book will show you how to break through the wall of indifference, so people "get it." When people "get it," they will buy your product, invest in your idea, give you that raise, or increase your budget. And you will be a Selling Star.
About the Author
Dave Gray is the founder and CEO of XPLANE, the visual thinking company, whose mission is to make complex business issues easier to understand. The ideas in this book are a compilation of best practices and observations gleaned from XPLANEs work with Selling Stars: the most effective sales executives and frontline salespeople in some of the worlds most successful organizations.
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Top customer reviews
However this book ("booklet" is more appropriate, it's a 30 minute read), talks about the sales process from the perspective of the customer and how to handle objections. Lots of good points, nothing revolutionary, especially if you have a few years of experience under your belt.
Still, worth your 30 minute investment as a refresher. But I was hoping for something really powerful from Dave. Maybe next time?
If you've struggled through Sun Tsu's "The Art of War" and just didn't feel you got everything you wanted out of it "Selling the VP of No" is probably going to deliver what you're looking for without having to wade through the difficult prose of an ancient Chinese general. Seriously, this is an easy read... but don't confuse easy with light-weight. I think the VP of No book would be especially useful for a medium-to-large sales force for a two or three hour sales training refresher course.
However, this book escapes that label. And if you're looking for reliable insight into one of the many things a company must do well to succeed at any level, you'll find it in this book.
I experienced working closely with Dave Gray in the early days of XPLANE. Dave and XPLANE have a unique ability commnicate complex ideas and processes in a manner that is not only easy to understand, but almost impossible to forget.
This book is no exception.
So buy it, read it, practice it. I believe it will be a book you add to your permanent collection.
Former CEO of XPLANE, Ted Elsas
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