Sales Genius: 40 Insights From the Science of Selling Paperback – 30 Jul 2015
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Graham Jones has come up with a great book with some fascinating insights that explode some of the myths around sales, sales management and sales strategy. It is right for its time. Most "sales training" consists of training people how to sell rather than explaining how and why the other person is likely to buy. This book is long overdue and will be an essential guide as we all lead our sales teams towards 2020. (Phil Jesson, Academy for Chief Executives)
What a great read. Some sad facts about the old-school approach to telemarketing with some really great advice. Well worth the read. An insightful look at the world of sales. (Anthony Stears, The Telephone Assassin)
As a sales specialist I'm impressed by the amount of detailed research which supports the information in each chapter. Very different from most sales books which rely on the author's experience or opinions. Also, the volumes mentioned at the end of each chapter are extremely helpful and again quite different from other sales books. (Andrew Docker, Andrew Docker Associates)
If you only read one book on sales, read this one
Sales Genius picks out the 40 most important ideas on selling that everyone in sales should know, describes the research, and shows you how to take advantage of it so you can sell more effectively, every time.
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Top customer reviews
I'm certain that all are well intentioned but very few are based on solid evidence and research in business and psychology and even fewer translate the theory into practical advice. This is one of those rare gems.
Beyond that the book is very well structured, has a clear summary at the end of each chapter, is fully indexed, quotes it's research sources, gives further reading suggestions and is written in a very readable engaging style.
This book should be on every sales managers and sales directors bookshelf and should be essential reading for them if they want greater success.
Most helpful customer reviews on Amazon.com
Jones gets very specific in his statements and they are backed up with evidence, not just hype or feelings. A big question today is about the effectiveness of email marketing vs. using social media. Fair enough question and Jones doesn’t beat around the bush. Here’s one example he cites:
… these dramatically higher conversion rates for emails are only occurring for businesses which put a great deal of effort into two key aspects of emails:
1. The subject line
2. The deep personalisation of the message
(note the British spelling of “personalisation” showing he really is British!)
if you are in sales today, and want to be effective, this is a must-read book. It presents the information updated for today’s world, while embracing time-honored concepts which have been with us for a long time —- and will work for a long time. I highly and emphatically recommend reading and studying this book. - Terry Brock, professional speaker, syndicated columnist and marketing coach.
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