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The One Minute Sales Person [Paperback]

Spencer Johnson
4.3 out of 5 stars  See all reviews (3 customer reviews)

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Product details

  • Paperback
  • Publisher: The Book People / HarperCollinsPublishers (2004)
  • ISBN-10: 0007811349
  • ISBN-13: 978-0007811342
  • Product Dimensions: 19.4 x 12.8 x 1 cm
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (3 customer reviews)
  • Amazon Bestsellers Rank: 740,505 in Books (See Top 100 in Books)

More About the Author

Spencer Johnson, MD, is one of the leading authors of inspirational writing in the world. He has written many New York Times bestsellers, including the worldwide bestseller Who Moved My Cheese? and, with Kenneth Blanchard, The One Minute Manager. His works have become cultural touchstones and are available in forty languages.

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ONCE there was a very successful sales person. Read the first page
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Most Helpful Customer Reviews
12 of 12 people found the following review helpful
4.0 out of 5 stars Interesting but pricey 7 Jan 2004
By Elizabeth Taylor VINE VOICE
A friend lent me this book and I read it on the plane, and firstly let me state that I am not a salesman. I was quite suprised as I felt that this book was useful for anyone not just a salesperson as it contains with tips on how to approach life in a sucessful manner. For example there was a chapter on meetings and the question is posed how do you plan for a meeting and the individual replies, I think of all the things that could go wrong. This book however states you should visualise the meeting in a positive way concentrating on the success through considering how it will feel for everyone if it is successful and why? This doesn't sound mind blowing however most people do sit and worry about the pitfuls rather than the positve aspects of any encounter. It certainly made me decide to visualise things positively instead of focusing on the negative.
If you have never read a minute book the format is simple, it starts off with a person who wants to improve something ie. management or sales technique in a certain way who meets a guru on the subject. This guru starts off with a high level overview of what are the core principles behind their method and then suggests that the narrator meet different people who have benefited from this technique. Each chapter is then the narrator meeting different people all with slightly different aspects of improvement, such as the salesman who has a high percentage of satisfied customers because they always log a follow up call. As per the reviewer above I was quite suprised how it helped me come to conclusions about how I could improve my approach to life in general through positive thinking, visualisation and taking time to appreciate my own and the other persons objectives. In conclusion, a quick, easy read with some interesting ideas on the other hand the hardback version is extremely expensive per no pages.
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3 of 3 people found the following review helpful
5.0 out of 5 stars This changed the way I viewed life 8 April 2003
This book is really useful to everyone and although as a sales person myself I consider it to be my second bible. It really would be useful to anyone and everyone, as Johnson says, all of us have to sell something, some of the time even if it is ourselves.
It has some great facts to quote and is a quick and interesting read. It even summarises everything in the book really well on a few charts and lists.
I will be returning to this book again and again for advise on all aspects of life and would definitely recommend it whatever business you are in.
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4.0 out of 5 stars Good tips for selling 25 Mar 2011
This book gives you some good tips of how to approach the sales process in a non-stressful way and helping you to enjoy the whole process and make others enjoy their purchases.
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Most Helpful Customer Reviews on (beta) 4.0 out of 5 stars  58 reviews
25 of 26 people found the following review helpful
5.0 out of 5 stars Less Is More...Much More 9 Jan 2003
By Robert Morris - Published on
Of the hundreds of books now available which offer guidance on sales, this is one of the most valuable because -- carefully adhering to the "one minute principle" -- Johnson compresses an abundance of practical advice within just 109 pages. He creates a hypothetical situation in which "a very successful sales person" reflects back on his career and recalls specific people from whom he learned how to succeed. They include a wealthy and respected "salesman" who was now chairman of the board of a major corporation and several others, he explains, who also had become a One Minute Sales Person. The eager young man then seeks each out, schedules a meeting, and thereby sustains his learning process. By the end of the book, the New One Minute Sales Person receives a call from a "brand-new sales person" eager to obtain his advice. He agrees to meet with her, willing to share with her what so many others had shared with him. That in the proverbial nutshell is how Johnson organizes his material but such a brief description cannot possibly do full justice to the value of that material.
It would be a disservice to both Johnson and to those who read this review to say much more about this book. (I found myself in precisely the same situation when reviewing Johnson's Who Moved My Cheese?) I highly recommend it to anyone involved in significant relationships with others. Yes, yes, I know: That includes most of the adult population on the planet Earth. Permit me to explain. The core principles which Johnson advocates are relevant to any situation in which the objective is communication (e.g. explanation and/or persuasion) or providing service to others (helping them to solve problems, fill their needs, achieve their own objectives, etc.). Moreover, I totally agree with Johnson that everyone is a sales person, that selling to one's self and to others are interdependent, and that the most important "pay off" should be measured in spiritual rather than in material terms.
My strong suggestion is that anyone involved with sales or customer service in any organization (regardless of size or nature) should read this book. All of the workshops I devise and conduct for my own corporate clients are based on this assumption: That it is a great privilege to serve others. Those who disagree are strongly encouraged to seek opportunities elsewhere.
16 of 16 people found the following review helpful
3.0 out of 5 stars Light on content, but focuses on important basics 9 May 2006
By Patrick D. Goonan - Published on
Format:Hardcover|Verified Purchase
I think this is a worthwhile book for someone who is beginning a sales career or has an antagonist attitude toward the profession, but wants to change that maybe because they are starting a business, doing consulting, etc. It is particularly good for people who don't feel comfortable with the whole idea of selling, but realize it's an important skill and is even required in daily life e.g. to sell an idea, convince a child to do something in their best interests, etc.

I have read some reviews of this book that sound harsh; I think that some of them may be overstated. While this book is short, simple and a quick read, it does a very good job of driving the basics home in a way that represents the sales profession well and honors an ethical approach to business. While the ideas themselves are simple, their application on a daily basis is not. If you read this book and embody the principles, it will make a big difference in your attitude toward sales as a profession, to your customers and to your personal income.

I think almost everyone reading this has probably been on the receiving end of a bad or unscrupulous salesperson. They unfortunately are not rare and give the profession a bad name. Their tactics are coercive and manipulative. This is not the kind of sales that this book talks about.

Personally, I think a good salesperson earns their money by helping a customer to understand their needs, asks powerful questions that bring out the implications of their customer's business situation and presents options that the customer will feel good about. They also build relationships based on trust, superior product knowledge and professionalism. They keep their commitments, follow through on promises and know the difference between persuasion and manipulation.

This book is a book that uses story to demonstrate what makes a professional salesperson in the best sense of the word. In a nutshell, it's about mastering the basics and doing them from the heart, not with a desire to manipulate. I think this is a worthwhile message to get out there and it really does work, espeically in the long run.

Golfers, bowlers and other athletes revisit the basics frequently, often practicing them on a daily basis. The same principle applies to sales and this book does a good job of driving home the importance of mastering fundamental sales skills.

I agree with some reviews that this book is light on content. However, if a potential salesperson learns even one thing from this book that helps them to do their job better, they will easily pay for the cost of a new copy. If they form one good habit as a result of reading it, it will pay for itself many times over. With that said, why not buy it used if you are skeptical and worried that it will be a quick read? The words are the same and you might learn something. (I do agree that this book is overpriced, however.)

Personally, I have read this book more than once and I have periodically reviewed the material throughout the years. I don't think it's as good as the "One Minute Manager," but it's good. It's difficult to be a GREAT salesperson. You need to study the principles, embody them and maintain your balance, integrity and ethical principles often in the face of tempting or difficult situations. Given this reality, I think a book like this that inspires is a worthwhile read. This is especially true in a profession where a lot of people slam doors in your face and you need to deal well with rejection every day.
16 of 16 people found the following review helpful
5.0 out of 5 stars It keeps things in perspective! 2 May 2001
By D. Fischer - Published on
The book is designed to give the concept of "sales" a simple perspective. Big time sales folks would have you believe that there is a sense of mystery associated with sales, or that it is somehow magic. This book brings the entire concept down to simple levels, and points out how much of everyday life for ALL OF US... is sales. Whether one sells products, organizations, or sells oneself, it's ALL sales. Much of the book is simple and logical, and it gives its lessons by way of telling a story of a person that ultimately meets with various sales "experts." Each expert offers a point to remember which culminates at the end of the book with a summary of all the lessons learned. It may prove to be truly basic for some, but the majority of us don't think with such clarity and experience, so the book will certainly be a treasure for most of us. The bottom line, it puts things in perspective... and it's a perspective that a lot of us lack.
12 of 12 people found the following review helpful
5.0 out of 5 stars Excellent Primer on Closing Those Sales! 24 Jun 2004
By Michael Taylor - Published on
Johnson and Wilson have written an excellent book how to close sales without putting stress on the buyer.
While some of the concepts may sound basic and insulting to the reader, remember that sticking to the basics is often the best way to close the sale.
Among the points the authors cover include:
1. Key points to remember before you make the sales call.
2. Common objections to a sale (trust is a big one!).
3. Acting in the buyer's interest.
4. Follow up on the sale.
5. 80 - 20 rule: 20% of what we do provides 80% of the results.
6. How to write out your sales goals.
7. Honesty and integrity is an important part of the selling process.
8. The One Minute Sales Person's Game Plan.
Since I work in sales, the book has been an excellent encouragement to continue to display honesty and integrity in the selling process.
Read, be encouraged to be a better salesperson, and close those sales!
10 of 11 people found the following review helpful
5.0 out of 5 stars A must have 13 Nov 1998
By A Customer - Published on
This is a very small and valuable reference for not only for sales, but also for time management. Unlike the painful One Minute Manager, this very small book uses a direct technique/result approach in helping you refresh your mind when you begin to lose track of your purpose. This is not the best book on this subject, but you will be surprised how often you use it. It's worth the few dollars it costs.
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