Top positive review
19 people found this helpful
More than the average 'One trick pony"
on 3 December 2003
I'm a compulsive sales technique collector, I love to explore other people's experience. I work in sales, in a highly technical and competitive market, selling is often a lengthy, multi-level consultative process. In my search I find too many books about selling focussing on the 'one-shot' sales cycle, appearing as a series of shallow tricks designed to hoodwink someone into saying 'Yes'. Double-glazing and used cars immediately spring to mind. Most of the guilty authors appear blissfully unaware they have missed what really makes their techniques work, the principles underlying neuro-linguistic programming (NLP). Worse than this if they do know, they don't explain it and thus perpetuate the myths about sales success. Moine and Lloyd get it right in this book, making the connection clear. They don't even worry about the distinction between simple and complex sales cycles, a major hang-up of mine for years. What I came to realise is the principles hold true no matter what your situation. I now believe I really understand many of the truisms associated with selling, most notably why 'people buy from people'. I have been energised by this book in my work (you can hear the content of this book in my everyday vocabulary) and also in my desire to learn more. An extremely good purchase, dog-eared already.