4 of 4 people found the following review helpful
Brilliant Selling - Brilliant Book,
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This review is from: Brilliant Selling: What the Best Salespeople Know, Do and Say (Brilliant Business) (Paperback)
I ma a big fan of this book. I have had it for several yeas now and have read it multiple times.
The books starts with a section on "you" and how your own goals, personality and morals impact on your ability to communicate and sell. It then goes onto talk about "process and planning" which to many readers may seem like common sense but it was always a weak point of mine. There is a good section on prospecting (efficiently) too.
A recurring theme throughout this book is the need to continuously seek feedback but also to really self-assess. Always review what you have done right, done wrong and what could you have done better. This really is the key to improving your ability - in any area i guess, not just sales.
For me, it is all a bit like spinning plates - you maybe do three or four things well but in focusing on these areas you maybe neglect one or two other areas. In doing so those "plates" begin to wobble or drop until you address them but maybe then neglect other things you had previously being doing well - but having this book to refer to keeps all stages of the sales process fresh and relevant.
Be honest with yourself (and the customer), know your product / industry inside out and keep this book close to hand for ready reference.
It is very thorough, gives great examples and tips the whole way through.