- Paperback: 160 pages
- Publisher: Random House Business Books (25 Aug 2005)
- Language English
- ISBN-10: 1844138194
- ISBN-13: 978-1844138197
- Product Dimensions: 21.2 x 13.4 x 2 cm
- Average Customer Review: 4.6 out of 5 stars See all reviews (15 customer reviews)
- Amazon Bestsellers Rank: 447,473 in Books (See Top 100 in Books)
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More About the Author
Product Description
Esquire, 1 September 2008
'aimed at dilligent small business start-ups ... full of useful maxims'
--This text refers to an alternate Paperback edition.
--This text refers to an alternate Paperback edition.
Product Description
The new book from the bestselling authors of THE BEERMAT ENTREPRENEUR and THE BOARDROOM ENTREPRENEUR Many companies fail because they get their sales wrong - probably more than for any other reason, including finance. Companies with excellent products, able people and good-looking marketing plans: none of these matter if real live customers are not persuaded to write out real live cheques. Sales on a Beermat by the team that bought you The Boardroom Entrepreneur is the antidote to this. It dispels the myths that prevent people from doing sales excellently - that sales is somehow flashy and dishonest. It replaces these myths with the truth, that in the modern business, everybody sells. It explains how, outlining the sales roles for the whole team, from technical people to the 'sales cornerstone' at the heart of the operation. Sales on a Beermat is for everybody who knows they have to sell, but is afraid of the process, and for anybody who does sell, and is determined to make sales more than just an extra but a key part of their business' strategy.
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Most Helpful Customer Reviews
8 of 8 people found the following review helpful:
5.0 out of 5 stars
Simple..simple...simple. The best concepts always are.,
By A Customer
This review is from: Sales on A Beermat (Paperback)
I used this book as I've had to adopt a more business development roll in my business. This is not something I naturally recognise as a key skill in me so how do I go about it? There are lots of information sources out there and lots of models to choose from but none of them framed the sales process as concisely as 'Sales on a Beermat'. Its concepts are straight forward and annoyingly 'Ohhh yeahhh!' obvious when you think about it. It also provides a good description of the types (Psychologically) of sales people there are and which are suited to different types of business. So when I'm in a position to recruit for the position I'll be able to draw up a profile for the type of sales manager I want. Being pocket size it's easy to have on my desk and is great as a flick through book. Stop at any page and you'll find something you can use straight away. I particularly liked the sections on the ways to structure e-mail communication as a way of introducing my company instead of cold calling, Priceless.
5 of 5 people found the following review helpful:
5.0 out of 5 stars
Compulsory reading for every new business,
By Steve Procter, iTAGG.com (London United Kingdom) - See all my reviews
This review is from: Sales on A Beermat (Paperback)
One of the few books I have ever read cover to cover in one sitting - and the others have only ever been fiction. There is a complete lack of management garble and it is clear that the author is writing from experience. The ideas are so straightforward that it is actually possible to see how to put them into action and make them work, rather than complex theories that have never got beyond a classroom. Sales on a Beermat should be made compulsory reading for every new business - and for ALL the staff.
4 of 4 people found the following review helpful:
5.0 out of 5 stars
Sold,
By
This review is from: Sales on A Beermat (Paperback)
This book reads more like a friendly conversation than a textbook, and just like a conversation with your mate down the pub, it cuts through the waffle and straight to the point. As a sole trader whose skills unfortunately do not include sales, I learned how to reduce my qualms about the sales process, thus allowing me to sell within my own 'nice bloke' personality. Just as important is the advice on whether you have the right product to sell in the first place. There's nothing complicated about this book - it sells itself! ;O)
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