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Gavin Ingham "Author & motivational speaker" (United Kingdom)

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1 of 1 people found the following review helpful
4.0 out of 5 stars Good product but strong rubber smell., 6 Jun 2012
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These weights are solidly made and the rubber is good to stop them damaging floors, particularly if you are using them in the house. They are what they say they are and I would recommend them.

It is worth noting however that the rubber gives off a strong smell. This may diminish with time but for the first few days of owning them it has permeated several rooms in our house. Indeed, the smell was so bad that we thought we had an electrical fire somewhere (burnt rubber smell) before we realised that it was the weights!

The Little Red Book of Selling: 12.5 Principles of Sales Greatness
The Little Red Book of Selling: 12.5 Principles of Sales Greatness
by Jeffrey H. Gitomer
Edition: Hardcover
Price: 9.09

3 of 3 people found the following review helpful
5.0 out of 5 stars Review from a Sales Training expert for Little Red Book of Selling, 2 April 2007
How many sales books have you read in the last year? How many sales books have you read during your career? If you're like most salespeople the answer is more than likely, "Not enough!"

In the Little Red Book of Selling Gitomer seeks to educate and inspire salespeople in a way that gets them thinking for themselves without switching off. This, in my opinion, he achieves, thus making this the best and most powerful of his books to date.

If you are looking for a theoretical tome or a straight "this is how to do it" approach then the Little Red Book may not be for you. This is not "war and peace" nor does it contain anything other shattering! If on the other hand you are looking for a down-and-dirty, in the trenches book that can make a difference to your sales with easy to implement tips and strategies then this is it.

The book is in bitesize chunks and can be dipped into or read from cover to cover. In it Gitomer covers the whole sales process and a lot of sales attitude from how to kick your own ass to using creativity in the sales process. The beauty of this format is that you can take what you want and leave the rest.

The book is beautifully put together, is small so it can go in a briefcase and has a lovely tactile, red cover which makes it nice to hold and to read. Despite it's simplicity, he explains techniques such as the Power Questions clearly and effectively in a manner which can be adapted to your particular sale. He even gives a few examples.

As a sales author and speaker, I picked this book up in New York because of it's looks not expecting much from the content. Although the content is basic to mid-level it is well written and accessible and I have recommended this book to many of my clients.

Selling to Vito: (The Very Important Top Officer)
Selling to Vito: (The Very Important Top Officer)
by Anthony Parinello
Edition: Paperback

1 of 1 people found the following review helpful
4.0 out of 5 stars Review from a Sales Training expert for Selling to VITO..., 1 April 2007
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Anthony Parinello bridges the gap in the quantity versus quality argument for cold callers. As a sales motivational speaker and author I meet many delegates who argue that quality is more important than quantity when cold calling yet who have no way of upping the quality of their calls!

In a nutshell Parinello suggests a specialised method for "teeing clients up" with a letter before calling them. This is not in the "spray the market and hope" approach of most companies but in a targeted, well-thought through strategy which works.

Whilst by no means appropriate for all cold callers this approach should prove a usefull addition to your current methods of operation for most salespeople. I have tailored this approach with several of my clients and we have achieved significant break-throughs with clients which they were failing to penetrate by any other methodology.

The key thing here is - tailored. Whilst this book in of itself is incredibly powerful it, like all methodologies, will need tailoring for your personal style and industry. Even as a sales author and sales training expert myself I found some of the tactics rather "in your face". I also think that some of the later strategies in the book (voice mail for example) would need some considerable translation to work in the UK.

All of that said, I would recommend this book to anyone who picks up the phone and attempts to win meetings with senior decision-makers as the methods contained within will cause you to think about your exisiting practises and will add some more weapons to your arsenal. This book has a home on my shelves and will not be being leant out!

by Neil Rackham
Edition: Paperback
Price: 13.99

4 of 4 people found the following review helpful
5.0 out of 5 stars Review from a Sales Training expert for SPIN Selling, 18 Feb 2006
This review is from: SPIN-selling (Paperback)
SPIN Selling was based on research done by Neil Rackham on thousands of salespeople in several countries over an extensive period of time. The results of the research provided an insight into how the best salespeople operate. Like the discovery of NLP in the 1970's then SPIN techniques were already being used in the field, they just hadn't been broken down and named so they weren't being taught as such.

Even before SPIN most salespeople knew that they ought to ask questions and listen more ("Two ears, one mouth"!) but many perhaps did not know where to go with their questions to get the most effective results. Rackham for example explains how after speaking with many decision makers he discovered that simple Situation based questions can turn a decision maker off as they feel that they are educating the salesperson. Previously most salespeople may well have believed that these were building rapport!

In the SPIN methodology Rackham outlines how the salesperson should progress from Situation questions to Problem questions to Implication questions to Needs questions. This method is well explained and easily executable by someone with reasonable intelligence and a commitment to practising the techniques. The material will need tailoring for the individual and the industry however this would be expected with any methodology aimed at salespeople in general. Purchasing the SPIN Selling Fieldbook at the same time is worthwhile and will certainly help you to do this as it gets you to create your own questions and is full of tests and checks to ensure that you really have understoood the concepts and can apply them.

SPIN Selling is in my opinion a MUST READ for salespeople as the vast majority of sales systems in the marketplace today span off from SPIN (despite what some of them might say!). If you haven't got your own copy of SPIN then you should get one and read it.

Footnote: Some peoople deride SPIN saying that it is now outdated and has been improved upon. I disagree. True there are other options out there including my own "Ingham Sales System" and these systems are all slightly different with different structuring and key points however... I would still recommend all salespeople to read SPIN. If there were "must-read" texts for salespeople this book would still be in my top 10.
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