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Sales on a Beermat (Paperback)

by Mike Southon (Author), Chris West (Author)
5.0 out of 5 stars  See all reviews (12 customer reviews)
RRP: £8.99
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Sales on a Beermat + Marketing on a Beermat + Finance on a Beermat
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Product details

  • Paperback: 160 pages
  • Publisher: Random House Business Books (7 Aug 2008)
  • Language English
  • ISBN-10: 1847940064
  • ISBN-13: 978-1847940063
  • Product Dimensions: 19.6 x 12.4 x 1.4 cm
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (12 customer reviews)
  • Amazon.co.uk Sales Rank: 48,714 in Books (See Bestsellers in Books)

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Product Description

Esquire, 1 September 2008

'aimed at dilligent small business start-ups ... full of useful maxims'


Product Description

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, who is determined to make it a key part of their business' strategy.
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Customer Reviews

12 Reviews
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Average Customer Review
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Most Helpful Customer Reviews

 
7 of 7 people found the following review helpful:
5.0 out of 5 stars Simple..simple...simple. The best concepts always are., 14 Sep 2005
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.

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10 of 11 people found the following review helpful:
5.0 out of 5 stars Sales for the non-salespwrson..., 5 Sep 2005
This review is from: Sales on A Beermat (Paperback)
If, like me, the thought of sales brings you out in a cold sweat, this is the book for you. Humorously written, it is a step-by-step guide to selling the "Beermat way" and is unlike most business books that I have ever read in that (a) I wasn't bored and (b) I have actually passed it on to other people to read.
There are so many valuable lessons contained within the book that I actually started using sticky index tabs to remind me of the bits that were most relevant to me and which I will refer to again and again - I have just counted and there are 37 tabs jutting from the side of this book. If someone can point me in the direction of another title that offers that many valuable reference points, I'd like to hear from them.
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4 of 4 people found the following review helpful:
5.0 out of 5 stars Compulsory reading for every new business, 12 Sep 2005
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.
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Most Recent Customer Reviews

5.0 out of 5 stars Great for technical or complex sales
This is a book I definitely recommend for anyone new to sales or just looking to sharpen their sales toolkit. Read more
Published on 22 Aug 2006 by W. Reilly

5.0 out of 5 stars Kickstart your sales
Mike & Chris will guide through you how to win new clients and business.

Make sure you read and implement the Magic Email for making appointments.

Pure Gold!

Published on 8 Oct 2005 by Roderick Sloane

5.0 out of 5 stars Sales on a Beermat
I've just finished Sales on a Beermat and it's the kind of book whose message and principles you want to put into practise immediately. Read more
Published on 3 Oct 2005 by Jack

5.0 out of 5 stars Why wasn't this written 5 years ago ?
15 years ago when I had my own widget manufacturing business, I needed to read the Beermat Entrepreneur. Read more
Published on 21 Sep 2005 by Tom Evans

5.0 out of 5 stars Sales - From the beermat
Every business knows that sales are important - without customers you don't have a business.

Mike knows how to help you to get more and better sales. Read more

Published on 5 Sep 2005 by Mr. William Buist

5.0 out of 5 stars Sold
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... Read more
Published on 5 Sep 2005 by Russell King

5.0 out of 5 stars One of the most simple but effective guides for Sales people
I have read a plethora of sales books over the last 20 years many excellent many not so. Mike's latest gem is firmly in the first category. Read more
Published on 4 Sep 2005 by tazza2727

5.0 out of 5 stars Just right...
This is a straight forward and hugely practical book. Quick and fun to read you'll be going back to it again and again saying "it can't be that easy surely". Read more
Published on 4 Sep 2005 by Paul Belcher

5.0 out of 5 stars Mike Southon knows his onions
The thing I like about Mike is that he eats his own dogfood he doesn't simply write about it and preach it, he lives it day in and day out. Read more
Published on 25 Aug 2005 by Mr. Thomas Power

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