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How to Say It: Business to Business Selling: Power Words and Strategies from the World's Top Sales Experts (How to Say It... (Paperback)) Paperback – 6 Dec 2011

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Most Helpful Customer Reviews on (beta) 17 reviews
5 of 5 people found the following review helpful
Buy, read and review - everyone in Sales 26 Jan 2012
By Reg Nordman - Published on
Format: Paperback
This is a desktop book that every salesman and sales manager needs to have. It is extremely clear, concise and well written. Each chapter is a treasure trove of useful nuggets. He covers the bases:

How to Craft an Elevator Pitch
Find Hot Sales Leads
Negotiate the Best Deal
Sell to Top Execs
Build Sales Partnerships
Get a Customer Referral
Prospect with Voice Mail
Give a Compelling Product Demo
Move a Lead to a Prospect
Develop B2B Campaigns
Close a B2B Deal
and more

He built this book through countless interviews with sales giants like Tom Sant, Wendy Weiss, Linda Richardson, Keith Eades, Jeff Thull, Keith Rosen, Joanne Black, Jeffrey Gitomer and others. As a regular contributor to Selling Power and other publications, the author really knows what works. Buy, read and review.
6 of 7 people found the following review helpful
Geoffrey James: Best Writer in B2B Sales! 28 Jun 2012
By Amazon Customer - Published on
Format: Paperback
Salespeople learn differently from the rest of us. They don't want fluff, B.S., or yet another book that describes what worked for some author when they sold fax machines to Woolworth's. What salespeople do want is straight talk about the tools, the strategies, and the tactics that will help them do one, and only one, very important thing: win business.

Here's the good news: Geoffrey James, the best writer in the B2B sales, has gathered compelling, relevant, and thoroughly field-tested content from the experts in fifteen critical B2B selling areas and served them up for you in a powerful, organized, and deliciously consumable way. If you're in sales or sales management you're going to LOVE this book.
3 of 3 people found the following review helpful
Very user friendly advice 8 Jan 2012
By Julia - Published on
Format: Paperback Verified Purchase
Having come from a service background and asked to step into a sales managers role, I spent a long time reading many different books on the subject in order to increase my knowledge fast and quickly found myself overwhelmed with ideas..

I became a fan of Geoffrey James's sales blog on bnet which was very useful, informative and creative. I then bought this book and found the most useful & easy to understand exercises.

I had struggled for a long time trying to create a story which would interest prospects and it was only after reading this book and asking Geoffrey for help that I achieved a workable story. Great book, easy to understand and very user friendly.

I would recommend it to both seasoned sales pro's and people new to sales.
2 of 2 people found the following review helpful
The Sales Machine: solid, usable, non-fluffy sales advice 29 Dec 2011
By Kyle Porter - Published on
Format: Paperback Verified Purchase
When Geoffrey was writing Sales Machine, it was one of only 3 blogs of which I read every post. When I saw that he was writing a book, I bought it pre-sale...and I'm glad that I did.

Geoffrey does an excellent job of taking conceptual ideas, removing the BS, & giving advice that's easy to use. The neat thing about his sales suggestions are that they are provided down to the script level. I particularly suggest that you use it to help craft your sales message, elevator pitch and cold calling/voicemail scripts. These are all never too good to refine and Geoffrey's suggestions are spot on.

I particularly like the fact that the content of this book has been cultivated so deeply from years in research, reading and interviewing the top minds in selling. The additional resources he offers make up wonderful next steps for after you finish this book.

Whether you are new to selling or working to sharpen your skills, I'm confident that you'll find practical, usable value in this book.
4 of 5 people found the following review helpful
An opportunity not to be missed 15 Feb 2012
By Justicio - Published on
Format: Paperback Verified Purchase
A must read and required reading for all sales professionals.

Every day we are selling, whether it be to look for the next job or improve our careers.

How to say it: Business to Business Selling offers valuable advice for all levels of Sales.

Geoffrey James cuts through the mystery of the sales process with a clear message of understanding that can be applied in all areas of business.

There is no better recommendation for selling today than Business to Business Selling.
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