7 of 8 people found the following review helpful
Do you want success or to stand out as a salesman? You must read this book.,
This review is from: Brilliant Selling: What the Best Sales People Know, Do and Say (Paperback)
Very often I find business books to be either 'light weight,' offering nothing but regurgitated content, or, mind numbingly boring, with long and over detailed explanations of the most simple concepts.
Thankfully this book is neither - in fact it hits the mark perfectly, with a blend of core foundations that are well explained, and stretching concepts that will be new to many sales people.
The book opens with a chapter on how your mentality / personality / current mindset and other factors can impact your success. This is so important, yet so often over looked - buy this book, read only this chapter and take some action (the key bit) and you will have got more benefit than 99% of sales training courses will offer you.
One of the core principles covered in later chapter is that of giving and establishing an environment for reciprocity. The authors have put their principles into action and give more great content with planning, influencing, understanding your buyer, presenting solutions and developing customers all covered in later chapters.
A nice feature of the way the book has been written are the 'brilliant re-caps' at the end of each section and the exercises throughout to get you working right away on the right things for you. In this way it is almost a 'training manual' rather than a book and the page markers, scribbles in the margin and folded pages of my copy certainly reflect this.
In summary, all that you need to ramp up your selling skills - skills that we are use in someway in our lives, whether our job title is 'Sales' or not.
Can you really afford not to invest in yourself in this area?