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Strengths Based Selling Hardcover – March 1, 2011
"Neverworld Wake" by Marisha Pessl
Read the absorbing new psychological suspense thriller from acclaimed New York Times bestselling author Marisha Pessl. Learn more
About the Author
Tony Rutigliano is a former Gallup employee.
Brian Brim, Ed.D., is a Principal for Gallup. For more than 20 years, Brim has worked as a consultant and advisor to some of the world’s leading organizations. His insights have supported many organizations to increase performance by maximizing their talent and human capital systems. Brim received his bachelor’s degree in speech communication and his master’s degree in educational psychology from the University of Nebraska-Lincoln. He received his doctorate in organizational leadership from Nova Southeastern University in Florida.
Top customer reviews
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To help the reader, the authors in the first chapter defined talents, strengths, skills and knowledge. Then they walked through a rather generic sales process. The authors discussed presenting solutions, negotiating to building long term customer relationships while randomly selected 5 themes within each area.
Two interesting points were the discussion at the beginning of the book on two (2) sales myths and discussion at the end of the book around changing the focus from work/life balance to work/life integration. These viewpoints helped to recognize the uniqueness of each salesperson and how alignment is crucial to the overall act of selling.
Having read and reviewed countless books on selling or sales, I was expecting more especially with regards to relationship selling such as discussion around emotional intelligence and its the integration with strength based selling. For me, this book was more geared toward the new salesperson or possibly the traditional salesperson who focused on pushing the sale instead of being pulled into the sale. I am not sure how a sales manager could use this information just from the book alone.
Additionally, I expected new quantitative data to be shared through the use of actual numbers since this book was written using Gallup research. Having taken several other tools such as DISC, Values and the Attribute Index, this tool did not tell me anything new.
As to taking the tool, I found myself with a lot of neutrals which did give me some cause for concern as a certified instrument consultant as well as trained instructional designer. The report was abbreviated to the top 5 themes and for an additional $550 or $1,750 I could receive more details and some coaching. Possibly this offer jaded me as I just invested 30 minutes of my time, the price of the book and I felt a little bait and switch going on.
This book could have been much, much more if the authors had been more specific regarding each theme instead of using the book for marketing the StrengthFinder. To be fair, at the back of the book each theme was again generically discussed with 4 action items that also were very generic and lacked the specifics necessary to be The Red Jacket in a sea of gray suits
If you are looking for another pep talk, this is your book. If you are looking for anything approaching rigor re. what differentiates successful sales people, look elsewhere.