Book Description

"Making the Technical Sale" explains the overall technical sales cycle, including the technology and adaptation cycle and ways to understand the progress of a sale. This accurate and thorough manual was written from the technical sales professional's point of view and anticipates the kind of problems unique to the technical sales field. "Making the Technical Sale" discusses why technical sales is different from general sales; details the full range of skills needed by technical sales professionals; illuminates the typical tasks a technical sales professional handles; and explores the role this person plays on the sales team. The book also addresses the need for honesty and ethical behavior in sales. ... Read more

Reviews (5)

Need to know how to be an SE???
I came to the "Sales Consultant" position from technical engineering background with no sales experience and have found this book very informative and helpful in my new carrier. If you are involved in pre-sales engineering, this book should accompany you as a resource wherever you go. This material is so valuable for sales consultants I quite honestly believe anyone who is in or thinking about getting into sales consulting should read this book!

Expected More
Based on the reviews, I expected more. If you want a checklist of the most rudimentary things a sales consultant or S.E. should know - this is a good source. While I doubt anyone could argue with any of the things the authors say, most of what they say is so obvious and non-debatable that the question is - was it worth saying?

Essential Reading For Systems Engineers
An easy read which effectively identifies the keys to being successful as a technical consultant / systems engineer within a sales team. It effectively discussed the challenges of professional sales of high-tech products with software content.

Of note:
- The Technology Life Cycle is discussed, and the roles of the Technical, Economic, and End-User buyers during the cycle.
- Objection handling is discussed: Philosophical , Feature, and Benefit objections.
- The Seven Deadly Sins are discussed: Lying, Arrogance, Overconfidence, Lack of Organization, Taking the AEs role, Poor Transitions, Letting External Problems intrude.

I have encouraged this as recommended reading within my company.

A must have for SE's
I came to the "Sales Consultant" position from consulting, and before that I was a developer. Regardless of the position, if you are involved in pre-sales, this book should accompany you as a resource wherever you go. What has taken me countless trial and error was covered in the first few pages. My only complaint is that I'd like to have seen a summary of the material at te end of each chapter - there's just too much good info in each page to remember it all. This material is so valuable for sales consultants that I'm quite honestly at a loss for words to describe it. So, you're next click should be on the purchase button.

SE's will find this invaluable
I have only read the first four chapters (book in hand as of tonight...) and skipped around to get an over all impression of this text. All in all, I am impressed. While this is not a sales training manual, it focuses on the role of a Sales Consultant as the book calls the position. This is something that is fresh in the sales guide realm. I have personally attended over 1000 hours of sales training, been a sales trainer and sales manager, I chose to move into the role of Sales Consultant because I like playing with all the toys, being a technical authority, and because I like creating vision around products I believe in. Having had a sales background and a career change about 7 years ago into technical fields, I have a passion for selling and technology. I finally have found a book that seems to accurately describe what I do and help me become more effective in my current career. While I may not use every paradigm in the book, I have not found anything in here that I won't use, unlike many other Sales products on the market today. Read this book, if you are a sales person who relies on a pre-sales person, buy it for him or her, you will be the one reaping the rewards. If you are a manager of Pre-Sales, this might be the best tool you have to train new staff. HR folks might be able to use this to define the roles they are trying to fill. Perhaps you might not use everything, but without doubt, if it applies to what you do, you will come away with much more than you might think. ... Read more

Reviews (1)

Excellent
This book is choc full of great information and resources aimed at getting your craft business online and making it work once it's there. Also, all the links in this book go where they are supposed to, so I wasn't frustrated by a load of error 404s. I highly recommend this book to anyone interested in selling crafts or artwork online. ... Read more

Book Description

Financial professionals often cringe at the thought of being in the business of "selling".But selling is a key aspect of any financial professional's routine.Whether you're an advisor persuading a prospective client to hire you, a broker touting stocks, or an agent nudging a client toward an insurance policy or annuity - you're selling: The concept, the ideas -even yourself!Your "product" is elusive - or intangible - making the challenges you face "selling" even more complex.

Now, turn to a cherished industry classic - The NEW Art of Selling Intangibles - for a full program of sales techniques specifically designed for financial professionals in their quest to: find clients, close clients, retain clients - and convince clients to make the right financial choices.

This groundbreaking book was the first to integrate investment strategies with selling strategies exclusively targeted to financial professionals.Now - it's thoroughly updated, revised, and reworked to meet the needs of today's time-pressed professionals.Expanding on key issues, while weaving in new areas of concern - Korn presents a comprehensive program for winning.

Learn to master every method needed to perfect your "selling" skills - even if selling does not come naturally to you.You'll find…

- 4 ways to get past "No"

- 11 top resources for finding prospects

- 3 magic words to increase your sales power & income - instantly

- Selling phrases - for everything from stocks, index funds & annuities to 529 plans

- Closing techniques - and scripts - for every situation

- How to heat up "Cold Calls" and warm up prospects.

Plus - methods for developing proper asset allocation strategies - and convincing clients to embrace them.Yes, there still is an "art" to selling intangibles.Now - master the art yourself - with the proven methods featured in this fresh new work. ... Read more

Book Description

Mindless Selling provides an entertaining look at what prevents many salespeople from achieving the success that others accomplish.It helps define the process for overcoming obstacles that stand in the way and is a must read for salespeople and sales managers interested in improving sales effectiveness. ... Read more

Reviews (12)

Eye Opening
I was hoping for techniques to help me move beyond the areas in which I always seem to get stuck - stalls, put-offs, long sell cycle, no budget, disinterest, etc.Instead, I found that these events continue to plague me because of me; my discomfort talking about money, self-limiting beliefs, what Kurlan calls Non Supportive Buy Cycle and my tendency to become emotional.Well, it's been several months since I devoured this life changing read and my results illustrate the impact that this book had.I have shortened my sell cycle, increased my margins, eliminated the stalls and put-offs, my sales are up 432% over the same time last year.I have not incorporated a single new technique but I have dramatically changed the way I think about selling, my part in the process and my expectations as to what should happen.No longer do I feel like I am resigned to wait for outcomes because I now control my own destiny.Thank you Dave Kurlan!

Mike Williams
Dave gets to the core of what makes a salesperson successful. With clear, concise language. He gives powerful insights into what makes sales people successful. More importantly, he gives guidelines to help get you past the obstacles holding you back from true greatness. Worthy of a sixth star in your rating system.

If only I had known this stuff before
I wish I had read this book 10 years ago! Kurlan's book helped me to understand the reasons why I got the outcomes I did when it came to my selling activites.More importantly, it has helped me overcome the weaknesses I had and has allowed me to start reaching my potential both personally and financially.Nothing tricky or fancy, just straightforward insight that goes directly to the root of the problem.

Simple Sage Sales Advise
Dave Kurlan's book is a breath of fresh air.Unlike most books on sales, Dave writes about why selling is so difficult.He offers practical skills and techniques along with valuable lessons on the biggest problem in sales, ourselves.Well worth reading if you are serious about succeding as a sales professional.

Excellent Real World Sales Advice
I am an avid reader of sales books and Mindless Selling was the first one that actually helped me close new business. David Kurlan's approach is easy to understand and helped me gain a better awareness of what I needed to do to execute more successfully in the field. My sales have improved since reading Kurlan's book. Thank you! ... Read more

Book Description

Winning sales tactics from the greatest strategist of all time

Through his bestselling books and popular seminars, Gerald Michaelson has established himself as the world's leading interpreter of Sun Tzu's timeless strategies for the modern business audience. In Sun Tzu Strategies for Selling, the author of the bestselling Sun Tzu: The Art of War for Managers interprets the theorist's classic battle strategies specifically to help salespeople win on the increasingly competitive sales battlefield.

Packed with brilliant insights that will help anyone who sells prevail over any competitor, this new translation of The Art of War includes special notations underscoring the relevance of Sun Tzu's writings to sales strategy. It also transforms Sun Tzu's wisdom into contemporary sales advice, object lessons, and real-life "how-tos," such as:

• Get your strategy straight
• Win without fighting
• Have a unique selling proposition
• Know your competitor
• Aim for big wins
• Learn from lost sales

Reviews (1)

Sun Tzu: Strategies for Selling
Another delicious offerring from Gerald Michaelson. The East and the West has its own unique strenghs. In This book, Mr Michaelson integrates the eastern and western wisdom into a synergistic strategic and tactical endeavours. In this fantastic book the twain have met.

Drawing on examples from today , and based on lessons from the past, this book belongs to every serious selling professionals. Read this book and you are closer to Tao: the effortless way, winning without fighting. ... Read more

Book Description

One of the oldest myths in business is that every customer is a valuablecustomer. Even now, many businesses don’t realize that some of their customersare deeply unprofitable, and that simply doing business with them is costingthem money.Often the top 20 percent of customers generate almost all of acompany’s profit, while the bottom 20 percent are actually destroying value.

The cutting-edge companies featured in Killer Customers, in industriesranging from retail to manufacturing to financial services, are taking afundamentally new look at how they treat their best and worst customers. Moreimportantly, they are re-conceiving their companies as portfolios of customers.

For corporate leaders, business managers, or small business owners, KillerCustomers offers a breakthrough plan to delight their best customers anddrive consistently superior results. ... Read more

Book Description

Author Chris Lytle had modest career aspirations. He merely wanted to be the next Walter Cronkite. But instead of being offered a job in the newsroom, he was offered a job in the sales department. He took the sales job and became an "accidental salesperson."

Most people don't choose sales as a career. Sales chooses them--and they end up wondering how to make the most of a profession they were never prepared for.

They don't have to wonder anymore. In THE ACCIDENTAL SALESPERSON, Lytle gives readers the road map for excelling in sales. Lively and entertaining, this somewhat unorthodox guide is packed with thought-provoking axioms, humorous and instructive anecdotes, specific strategies, and powerful tools--everything readers need to master essential lessons in sales and professionalism.

Readers will find there are some things THE ACCIDENTAL SALESPERSON lacks--dull theories, manipulative methods, and high-pressure tactics. But with the wealth of money-generating, career-building techniques it does provide, we don't think those items will be missed. ... Read more

Reviews (39)

Finally a Book That Delivers What It Promised- SALES!
The first time I read Accidental Salesperson was Great... the second time was even better.

It is nice to find out that you were doing Something right, it's A key to Success to learn something that helps you improve by leaps and bounds. Chris Lytle and Accidental Salesperson is an accentual blue print perfect for the beginning salesperson to start off right. For the salesperson that is seemingly going no where this master piece sets you in the right direction. Sales Professionals get sound caching and a wealth of "WOW! I never looked at it like that before."

I am so impressed I always keep a couple of extra copies of Accidental Salesperson on had to loan out. I let a friend read my first book and I never got it back.

Thanks, Chris, for the Chart. We can "Take It To The Next Level" because now we know what it looks like!

great book!!!
If you are considering going into sales or are new to the profession PLEASE READ THIS BOOK. Chris has drawn from his experiences in sales and life and put together a resource that will help any new sales person develope their new job into a career. I have read the book 4 times since I bought it in July. Most books written about sales are very dry and technical, but this book balances the subject quite nicely. The tips might seem simplistic, but THEY DO WORK!!!!! IF more people in sales used the skills in this book, I think sales would would be more respected as a profession. I learned to view my job a problem solver/analyst and I approach each sale that way. First I work to uncover the real need of the person that I am marketing to and then I work to tailor my products to fit that particular need. MY relationship with clients is better than anyone else that I work with because my clients trust me and feel comfortable picking up the phone to call me and discuss problems. My clients view me as a resource and I love my job. Thanks Chris!!!! Ben

It Really Works!!
I have found I have been getting much better responses from this book when working on specific prospects, and the "Endless Referrals" book when I am in a networking situation.

Forexample, I met a prospect at a social function, I listened while asking questions about him, it seemed to going great. I tried to follow-up afterwards, however, he was not taking my calls. I then used the lottery ticket method, and the next time I called he took my call. I now have an appointment with him.

Additionally, I have been getting great response from prospects that I send seeds to.

The Accidental Salesperson
The title of this book describes me! I "fell" into sales so the strategies and tools that Chris Lytle shares gave me everything I needed to be successful in sales. This book is easy to read, practical, yet written in an entertaining style. I highly recommend it to those who are new to sales and those who are more seasoned - you'll more than likely find some new tools for your sales toolbox!

Buy this book = Make money!
This is a great book about sales. A very quick read and a wealth of great, applicable ideas.

Check it out and earn more money and enjoy your job more. What more could you ask for?!?!??!?!? ... Read more

Book Description

With over $233 billion and 50 percent of marketing budgets allocated to consumer promotion, marketing professionals need a working reference tool to help them plan, budget, execute, and, ultimately, sell more stuff.

Sales promotions are used by the smallest mom-and-pop storefront to the most sophisticated consumer product marketer, and everyone in between.

How to Sell More Stuff tells executives, agencies, internal departments, entrepreneurs, and students alike how to close sales by influencing immediate customer behavior through an array of promotional techniques, including sweepstakes, tie-ins, coupons, events, and more.

Authors Steve Smith and renowned Professor Don E. Schultz give readers a fact-filled how-to handbook that covers the entire sales promotion spectrum clearly, concisely, and completely.Professor Schultz introduces each chapter with an insightful, analytical perspective, and then the authors show readers:
* How to choose the right tactic from over 100 options, reviewing descriptions, advantages, and disadvantages.
* How to budget the program.
* Pitfalls, cautions, and opportunities.
* How to put it all together with procedures and checklists.

Examples of leading promotions from Campbell Soup, General Mills, Stanley Tools, and Procter & Gamble.Every business, from small businesses to agencies to corporations to sales organizations to B2Bs, want to increase sales.

With How to Sell More Stuff, Smith and Schultz show them how to pick the right promotion to meet their needs and execute it flawlessly to achieve the desired results. ... Read more

Reviews (4)

Highly Recommended!
Readers instinctively understand that every topic is not equally adaptable to narrative treatment. You could read about Tiger Woods for a month, for example, and not improve your golf game by a stroke. In promotional marketing, however, the opposite is true. The marketer's tool kit only holds so many tricks, and many are careworn from repetitive use. That means you can learn tons about executing a sales promotion by reading a book, if you find the right one. Good news: this is that tome. Combining their many years of experience, Steve Smith and Don E. Schultz adroitly blend the practical with the strategic. Their book is packed with budget tips, planning advice and execution checklists. We recommend this comprehensive, insightful review even for battle-scarred veterans of the promotional wars. For new arrivals, here's the marketer's promo tool kit, ready to go.

Common Sense from Two Practicing Professionals
At last, an updated, readable reference on sales promotion from two consumate pros!
Promotion remains one of the most misunderstood of all marketing disciplines.The team of Smith and Schultz provide a logical framework to help the novice or the old hand intelligently plan their sales promotion programs.
What you see in the title is what you get in the book.Straightforward, common sense counsel.The authors take their subject quite seriously, but (fortunately for the reader) don't take themselves so seriously that their book fails to entertain, as well as inform.

Expert promotional guidance
I have been in the marketing business for years and you can never know enough.Unfortunately, most of the literature out there is either academic in nature or light industry news - nothing you can actually apply to your business.This book is the exception.Finally, here's a completereference and how-to manual, breakingdown every promotional tactic and describing how to evaluate, budget, plan and implement. The index alone is a brainstorm starter.Other marketing areas like advertising, PR and direct have excellent how-to books. Now promotional marketing has one and I find myself visiting this book frequently for expert guidance.

Almanac for Promotional Marketers

I can't imagine many people will read this outstanding book cover to cover, like they'd read a book at the beach. That's because it contains so much reference material. It has almanac qualities: it's a compendium of tables, checklists, and laundry lists...of very useful information.

Instead of reading it straight through myself, I've been living with the book for the last two weeks. I've picked the chapters I've wanted to read in full (and read them), and used various other sections as needed. In that time, the book's become sort of a right-hand office assistant.

The style of the book is arresting - in a good way. Steve Smith and Don Schultz view the subject of sales promotion differently, and it shows. Professor Schultz leads off the chapters with "some relevant research, basic concepts, and the like." Then Mr. Smith gives his practical, `real world' perspective. Sometimes the opening train of thought flows smoothly to the next; other times it does not. But the content is always complementary, not contradictory, and, by the time you've read a chapter you feel you've got a nice grasp of the subject.

I particularly like Mr. Smith's style. He has an easy way of addressing the pertinent aspects of running promotions, and he gets straight to the insightful parts without a lot of wasted words. (You can even read his sections back to front, I discovered!)

When he's not delivering chunks of insight, he's classifying, organizing, and providing checklists - putting the whole world of sales promotions and employee incentive (performance) programs in perspective. For a new marketer like me, I feel I've been given the best foundation imaginable.

Each author has clearly enjoyed his respective career working with sales promotions. I was reminded over and over while reading how fun and interesting it is, the challenge of finding, creating and offering things valuable enough to other people to move one's own organization forward. Thanks to both of them for their enthusiasm.

Keeler Cox
Sharon, PA
... Read more

Book Description

Over 100,000 copies sold!

Sales expert Mack Hanan has shown tens of thousands of salespeople how to boost their profits by repositioning themselves as consultants out to helptheir clients' businesses grow. Consultative Selling (TM) gives readers the tools to partner with customers rather than just vending to purchasers,maintaining high customer satisfaction, even while under pressure to make quota each quarter.

Providing a highly specific and consistently successful approach to sales, this revised edition is packed with new, more advanced strategies and techniquesfor applying consultative selling, including:

* outsourcing * Internet sales * gainsharing as an alternative to price * value-added reselling * cost-control purchasing * and more

The book still includes the same great features that have made it a steady seller for over two decades -- from a step-by-step implementation guide to casehistories of methods and results in multiple industries. Packed with strategic sales tools, Consultative Selling(TM) is still a one-of-a-kind way forsales pros to maximize profits while helping their customers take their businesses to new levels. ... Read more

Reviews (1)

A very useful book for every salesman
Un libro de estas caracteristicas debe ser de constante consulta y lectura de todo vendedor. Servira para confrontar nuevos puntos de vistas, analizar ejemplos, situaciones similares. ... Read more

Book Description

The first book on managing major sales from the bestselling author of SPIN® Selling. ... Read more

Reviews (5)

Selling Smarter Is Key to Managing Major Sales
Neil Rackham and Richard Ruff systematically explore sales productivity and its two components: sales efficiency and sales effectiveness. Rackham and Ruff first demonstrate with panache that selling smarter and not selling harder is key to optimizing the effectiveness of salespeople in large sales once they have established contact with their customers or prospects. Activity management to boost complex sales calls often has serious side effects that can eventually generate a negative return on the investment made for that purpose. Furthermore, Rackham and Ruff convincingly show which sales roles successful sales managers can adopt without undermining the stature and credibility of salespersons towards their customers or prospects. Rackham and Ruff then explore three types of analyses that sales managers can use to identify the skills and ability that their top performers display in their relationship with their customers or prospects. Once sales managers have clearly identified the skills and ability of these top performers, they can develop an action plan for coaching the rest of their sales force. Rackham and Ruff methodically examine strategy coaching, skills coaching, and their respective challenges. In addition, Rackham and Ruff examine the key motivating role that successful sales managers can have in boosting the sales productivity of their respective team. More specifically, Rackham and Ruff explore the effectiveness of setting targets, financial and non-financial incentives, and other motivational tools in boosting sales performance. Finally, Rackham and Ruff wrap up their analysis of managing major sales with a case study built on their research to put the concepts mentioned above into practice for the benefit of their audience. Both sales managers and salespersons can benefit from reading this in-depth account of how to best manage complex sales for their mutual benefit.

Sales managers should read this book!
If you are managing a major sales team, this is the book you should buy. It tells you how to coach and motivate your people.

Are you running sales for a company that sell systems?
If the answer to this question is yes, than this book will be of great use to you. Being responsible for a sales team of a company that sells systems this book finally made me realize the difference between sales and sales.

Many of the other books on the subject describe strategies how to open or how to close opportunities. In my world a customer kicks me out of the door if I would try to close him in the 1st or 2nd call.

Mr Rackham described in a very understandable language what it takes to run a sales team involved in selling systems with a high ASP and a >6 month sales cycle. After reading the book I understood why some things worked and others didn't. As a result I was able to put a strategy together on how to increase the sales and how/who to hire to extend my team.

I feel like I was given the keys to the secret kingdom of strategic sales.

Although still in implementation I feel great to have now at least an idea how to run my business where previously I was working from quarter-end to quarter-end trying to make the number.

One improvement would be for the authors to use a little more humor. I am a firm believer that a little fun helps to keep you going from page to page....

What SPIN did for Sales, this does for Sales Managers!
Perhaps the best book I've read on managing sales people. Unlike many sales management books that focus on the overall job - recruiting, selection, training, coaching, etc. - this book concentrates on the sales process and more specifically, the sales manager's role in moving sales people through that process.

Rackham and his organization compiled the largest known body of research into sales success. That research resulted in SPIN Selling, one of the most respected (and at the time controversial) books on sales skills. This book looks at the management side of the same coin. Experienced sales managers will find answers to questions that have bothered them for years. Inexperienced sales managers will eliminate the need to ever ask those questions. Early in the book, Rackham points out that the job of sales manager is the pivotal job in most companies. By the end of the book you believe it!

Excellent resource for any sales professional
The value of this book is that it shows how traditional "numbers games" in sales are simply that, games. In focusing solely on activity, managers often loose sight of real issues facing a sales force. This book puts it in perspective and backs it up with reliable data. ... Read more

Book Description

This book sheds new light on the personal selling function in business-to-business markets. Well versed in the area of manufacturers' reps, the authors equip managers with the tools to determine the true costs and benefits of both in-house and outsourced forces. They explain in detail the differences between manufacturers' reps and company owned, tips for when to use them, how to most effectively work with them to optimize company return, and how to build strategic long-term alliances. The authors offer detailed information about the true costs and benefits of running a sales force and discuss how to effectively work with manufacturers' representatives to optimize your return. The book includes a CD-ROM with a cost calculator. ... Read more

Reviews (2)

Excellent read on a great way to go to market !
Bob and Erin do an excellent job of frameworking the decision criteria of when to use outsourced sales professionals. Reviews the tough topic of the true costs associated with using OSP's vs. direct sales. This is the best book I have seen on this subject. If you are looking at your cost of goods sold and not currently using manufacturer's representatives, this book might give you insight into a great way to go to market !

A Good Read!
Outsourcing has become an accepted business practice because it can deliver demonstrable savings and improved services. However, while sales outsourcing is common, it has not been widely adopted by companies accustomed to having dedicated in-house sales staffs. Authors Erin Anderson and Bob Trinkle make a powerful case for the benefits of using outside sales reps, asserting that they cost less and sell more, particularly when they use the tactic of "portfolio selling." The authors explain how the two types of sales forces can co-exist and augment each other. Die-hard sales managers will find interesting material here, though the book belabors a few obvious points and lacks enough real-world examples to juice up the dry text. The authors include a CD with software for analyzing sales costs. Since this is a very specific book for anyone investigating whether to use reps, we recommend it to sales directors and executives who are facing that question. However, front line salespeople and reps should just keep to their appointment books - this text is not designed for you. ... Read more

Book Description

Top Telemarketing Techniques is an information-packed resource for all sales professionals. It offers expert insight and proven strategies for using the telephone as a powerful and effective sales tool. This book offers valuable information needed to develop, improve upon, and fully utilize your telephone sales skills, allowing you to close more sales over the telephone.Telemarketing is a highly cost-effective and timesaving alternative to most other forms of sales and marketing for any organization. Top Telemarketing Techniques offers solutions for utilizing the telephone to close more sales and generate higher revenues. If you're a salesperson, manager, entrepreneur, or business leader, this is the one sales training book you need to begin maximizing your use of the telephone in order to vastly improve sales and customer relations. ... Read more

Reviews (2)

Just wonderful
So if I had read this book BEFORE my short career as a telemarketer things might have turned out differently. I would have known for example not to tell the screaming man just where to put his fork and knife. I mean, like, how was I to know he was eating dinner? Chill out.

This book is excellent!
This book has helped me develop my telemarketing skills and has allowed me to increase my sales in less than three weeks. The book is full of excellent advice and easy-to-follow tips designed for anyone who uses the telephone as a sales tool. ... Read more

Book Description

This tutorial offers help to improve every telephone interaction a company has with its valued customers. Drawn from Davis' experiences, the book includes exercises, stories and examples of how attitude, telephone etiquette, communication styles and listening skills impact the bottom line. ... Read more

Reviews (3)

Older Workers Benefit From Beyond "Hello"
With your permission, we're using Beyond "Hello" as our basic text for our course curriculum , which teaches older workers Customer Service Skills. Your book has been an excellent platform for this training. It's clear, concise, understandable, and easy to relate to. I constantly reinforce to our students that they should use your book as a resource and reference on the job.

Great Tutorial
This tutorial offers help to improve every telephone interaction a company has with its valued customers. Beyond "Hello" includes exercises, stories and examples of how attitude, telephone etiquette, communication styles and listening skills impact the bottom line.

Each chapter contains tips to help make a great first impression, enhance customer interaction and retain and strengthen client relationships through excellent customer service over the telephone.

A "must read."

Fantastic Guide
I've had the opportunity to work with Jeannie while printing a recent copy of my newsletter on professional conduct. Beyond "Hello" is an easy to read, comprehensive guide that can help anyone improve and sharpen his or her phone skills. I highly recommend this book and include it as required reading for my entire staff. Congratulations Jeannie on a book well done!

-- Clint Greenleaf ... Read more

Book Description

Whether you are beginning a new career in automotive sales, have been in the business since birth or are a customer seeking insight into what is behind the smoke and mirrors, Cars and People; How to Put the Two Together, is for you.

There is more to sales than basics; journey through the behavioral side of the deal. Learn how to control your customer. Understand what a real commitment is. Be prepared to get dirty. You'll be digging up old stereotypes, planting seeds and building rapport.

There is no reason for the sale to be so difficult. It's only cars and people. Congratulations! Now you are armed with the tools to put the two together.

Book Description

"Progress is the result of thought."
–from the Think! booklet, 1911

What prevents you from achievement?
How many distractions steal your time?

What are the five most influential sales books you have read?
What books are in your sales library?

Ever get a great idea?
Ever not follow through with it?

What principles of sales do you live by?
Do you even have any?

What does the word "probable" mean to you?
How does "probable" affect your attitude?

What do the words "Boot Camp" conjure up in your mind?
How sales-physically-fit are you, really?

Answers to these questions and more, inside. All you have to do to get them is purchase this book.
(and don’t forget to ask for a receipt) ... Read more

Reviews (12)

great resource
Gitomer does it again.
If you found this book to be a review, you really need to get his "Sales Bible". Clearly the Patterson book is research into John Patterson, founder of sales principles still used today.
If you are buying one book from Gitomer, make it the "Sales Bible."
The "Sales Bible" is a must for any sales person. I refer to it almost weekly, and I've since become self sufficient from a home office. It turns out my best sales manager is "The sales bible" and myself. This is the absolute best self motivator.
As far as the free e-books, Gitomer is a master marketer. When he has a one day sale, it's not B.S. It really is a one day sale. He's a honest sales rep that means what he promises. Novel concept!
Looking for free tips? Go to his web site and sign up for his sales caffine emails. I used his free advice for a year before I even bought a book. Gitomer understands customer loyalty and building relationships and value.
If you don't agree, you just don't know Gitomer.

Not enough meat
Jeffrey Gitomer makes some good points but nothing I haven't seen before in his weekly columns or "Sales Caffeine". I was surprised at how short/small the book was and even more surprised when I saw the extensive use of large fonts, short chapters and wide margins. This is more like an 75 page book - not 130. The main thing that I got out of it was a desire to learn more about John Patterson -- he was an intriguing guy.

Very uneven
This book is very good except for a few points. One every time Patterson is quoted we get a Gitomer quote which often is totally off-base. This is a minor quibble. The major problem with the book is that it assumes you have a customer base from which to start. While it helps you develops a pitch for the PP it assumes in many cases that you already have customers to return to; Gitomer does not handle developing new leads at all. I consider that a sales flaw; you may not.

I was tricked into buying this book
I was tricked into buying this book by another author who offered an "amazing free access to a $250.00 e-book" if I sent proof of purchase to their web site which I did. The free e-book never happened and they wont answer my e-mails. This book is the type I recall reading when I started selling 45 years ago and is sooo far out of date.

The Patterson Principles of Selling
The Patterson Principles of Selling by Jeffrey Gitomer (Author), is an amazingly well written and easy to use book that helps the seller sell even more items. The examples are easy to follow and the book is a joy to study and to learn from. Recommended. ... Read more

Book Description

In the past few years, the financial industry has undergone dynamic structural changes that have deeply affected the sales process. Bruised by market volatility, today’s consumer is skeptical and demands more for less. You need fresh approaches to sell in today’s tough marketplace.

Here are the 22 Keys that can help any financial professional make more money, work less, and maximize their potential. Industry leaders James Benson and Paul Karasik combine their personal experience with the shared wisdom of the masters. Each key contains proven, actionable sales guidelines, including:

* The four primary fears that could destroy your sale—and how to help your prospects overcome them* The nine most effective strategic approaches to "target marketing" success* Five guidelines for qualifying prospects more effectively* Sixty-five ways to snap a sales slump* Ten ways to get your clients to say "Yes"* Four simple steps to generate new business with current clients* Five guidelines for overcoming objections* Six sample scripts to make your closing ratios soar

Whether you’ve been in business for years or are just beginning, each key will unlock a new door on your path to sales success. ... Read more

Reviews (1)

Narrow Your Focus and Do More of What Works
Review Summary: 22 Keys to Sales Success has some very fine material in it. The book would have been much improved if it had focused on one type of sales professional in one type of organization looking for one type of client (a new life insurance salesperson in a small agency dealing with owners of small businesses, for example). That would have allowed the material to have been more focused and customized for immediate use. At the same time, some of the material just doesn't fit certain classes of sales professionals. If you are wise enough to ignore what doesn't fit, this book can greatly improve your success.

Review: The authors are clearly well read and have had a lot of experience going to seminars. The many references to the works of others are appropriate and add depth to this otherwise simple book. From that authority, they provide many helpful suggestions that will be essential to newcomers to financial sales and valuable to experienced people who aren't using the advice.

I thought that the advice to Create Your Compelling Vision, Position with Mission, Energize Your Success, Open the Johari Window, Market Yourself as the Expert, Focus on Clients (Not Compensation), Demand Objections, and Be Your Own Sales Manager were superb. I was skeptical about the strong emphasis on continuing efforts to close, scripts and the suggested ways to get referrals. The material in the book seemed inauthentic to me in these areas as a professional, and I graded the book down accordingly.

It seemed like the book was aimed more at those selling insurance products for life and retirement than anything else. So if that's what you sell, this book is probably good for you. If you are a financial planner who looks at all dimensions of planning, this book is probably too sales-oriented to meet your professional standards. If you are an attorney, you will probably find much of what the book says to be appalling in its commercial focus.

One of the ironies of this book is that the authors suggest that you focus in as narrow a niche of services and customers as possible. I wonder why they didn't follow their own advice in writing this book. ... Read more

Book Description

Mastering High Net Worth Selling creates the framework and provides the techniques and skills financial professionals need to keep their pipeline full of high net worth prospects.The book not only assists readers in mastering high net worth selling, but also guides them along their critical path of doing the right activities the right way, each and every day. ... Read more

Reviews (5)

Ideas are old and used
I was looking for far more refreshing ideas. The book is really basic.

Serious financial advisor guidebook
Each chapter is designed to help the experienced advisor think about his or her business, evaluate what to improve and then focus on doing it. Matt is combination professional coach, psychologist, researcher, teacher and motivationist.Matt's understanding of the high net worth market and marketing process makes this a must-read, as well a guidebook for continued reference.

Excellent!!!
Matt does a great job at providing a step by step plan for attracting high net worth clients.If you are looking to build a successful financial advisory practice this is a must read!!!!!

A Must Read for Serious Financial Advisors
Matt Oechsli's new book, "Mastering High Net Worth Selling" is so on target with what is needed to be successful in today's market place.I found it most useful in giving you very practical self evaluation skills with the appropriate applications and solutions to fix your weaknesses (or complete ommission of crucial steps).The book differs from so many books that are long on generalities, but short on substance.
This book is easy to read and easy to apply in to your practice.
Highly recommend.

From the Publisher of Registered Rep Magazine
This book truly provides the financial advisor with a roadmap for building their practice and retaining clients of worth... ... Read more

Amazon.com

Treat a product or service like a human or computer virus, contends online promotion specialist Seth Godin, and it just might become one. In Unleashing the Ideavirus, Godin describes ways to set any viable commercial concept loose among those who are most likely to catch it--and then stand aside as these recipients become infected and pass it on to others who might do the same. "The future belongs to marketers who establish a foundation and process where interested people can market to each other," he writes. "Ignite consumer networks and then get out of the way and let them talk."

Godin believes that a solid idea is the best route to success in the new century, but one "that just sits there is worthless." Through the magic of "word of mouse," however, the Internet offers a unique opportunity for interested individuals to transmit ideas quickly and easily to others of like mind. Taking up where his previous book Permission Marketing left off, Godin explains in great detail how ideaviruses have been launched by companies such as Napster, Blue Mountain Arts, GeoCities, and Hotmail. He also describes "sneezers" (influential people who spread them), "hives" (populations most willing to receive them), and "smoothness" (the ease with which sneezers can transmit them throughout a hive). In all, an infectious and highly recommended read. --Howard Rothman ... Read more

Reviews (76)

I caught the bug!
Seth Godin have wrote a masterpiece in my book. I have read many excellent books but this is the first time I have been moved to
write a customer review. Counter to traditional marketing wisdom,which tries to count,measure,and manipulate the spread of information, Godin argues that the information can spread most effectively from customer to customer,rather than from business to customer. Godin calls this powerful customer-to-customer dialogue the ideavirus and cheerfully egg marketers on to create and environment where their ideas can replicate. For example one of the largest if not The largest internet book store offers free e-Cards that you can send to family,friends,coworkers and etc... When the card or cards are sent guess who they're first greeted by? your're right! The bookstore informing them that they have a e-Card from yours truly(me) Now to view the e-Card ,just click on the link to A-----n.com Now when my wife see this beautiful(I picked it)e-Card she will also have the opportunity to send a e-Card or Browse the books. Did I mention that my wife is the Admin for her Dept with a keyboard with her finger on the forward button to e-mail her army of friends about the e-card I sent her. I don't believe that a business could sell
her friends like she will. As you can see from this example how books,tapes,vhs,and e-Cards can be sold from customer-to customer
rather than from business to customer. ooh! by the way,why do you think you're reading this review now if it was'nt for me to tell you to crawl,run,or leap to buy this book. just imagine! I only gave you one example the book is loaded with them. An if any book can have me blabbering about how Fantastic it is you better not miss this one. " A classic in the making"

Packed With Knowledge!
In Unleashing the Ideavirus, Seth Godin says your idea is contagious, like the flu. But hold on - he's not being insulting. If you think of your idea as a virus, says he, you can "infect" the marketplace by motivating customers to talk about your product. He stretches this metaphor to explain how to captivate powerful "sneezers" so they will spread the word. Not a pretty picture, if you are a literal type of person, but you get the concept. For the right product or service, this is an alternative to advertising (or, as Godin calls it, "interruption marketing"). Though he builds on multi-level marketing concepts, Godin distances himself from their negative image. He writes in a breezy, easy style, with examples, charts and illustrations. If you want to spread the word about this book, we suggest that you just cough politely on someone in marketing, advertising or sales.

Interesting and useful concept
This is a readable and engaging little book on marketing that you can really read in just a few sittings since it's such a quick read. It was interesting to learn about some of the more spectacular marketing successes in recent years and how they were achieved, such as Paypal, Hotmail, Napster, and others. If you're an experienced advertising person you may already be familiar with the basic principles here, but if you're new to the area or are looking for some new ideas or a fresh approach, Godin's book is worth a look.

Godin's main idea, however, is deceptively simple, and it really can be summed up in just a few words. He believes that the most successful marketing campaigns are those that are simply spread by means of word of mouth, from person to person. The product was so "infectious," in other words, that the marketer didn't have to do anything but just get the initial word out, and it spread from there until it became a virtual epidemic of consumer consumption.

There are ways, though, that you can help this process along, such as Steve Jurvetson's idea of including a little promotional message with every person's email advertising their service, which was then sent by all Hotmail customers to everyone they emailed, and it snowballed from there, growing to 12 million users in 18 months.

Godin's enthusiasm for marketing is contagious itself, and in fact he discusses the concept of "sneezers," or people who are able to "infect" others and influence their purchasing decisions through their influence. (As someone with occasionally less than impressive immunity, I would have preferred the author not get quite this cute with the terminology, but oh well :-)). He discusses Oprah Winfrey, who he says is the most successful "sneezer" of our generation in her power to influence millions of people to buy the books from her book clubs and other products, not to mention her ability to make comparative unknowns like Dr. Phil successful media personalities just from the exposure gained on her show.

My only complaint about the book is that, as I said, the idea is pretty simple, and probably have been explained in a much shorter book rather than the actual 197 pages. A lot of the text is spent discussing various examples, which, although interesting, could have been pared down quite a bit. But overall, this is a well written, interesting, and enjoyable book to read on some of the most wildly successful marketing strategies of recent years with some useful ideas for putting them to work in your own business.

Spread the word... on THIS book!
Seth Godin is the master of marketing THINKING. In this fabulous book, which goes deeper than you think it might, Seth takes apart the anatomy of BUZZ... what gets people talking and spreading the word abour products, services, ideas, websites... anything.

Far from a brainiac book, Unleashing the Ideavirus is chock full of SPECIFIC and SMART ideas you can implement right now (if you're fast and brave enough) to make a real difference in the marketing profile your company's products and services enjoy. Another classic, and precursor to Purple Cow.

You should have both in your library. Period.

4 stars for content & 2 stars for organization
Unleashing the Ideavirus offers practical ideas on how to spread a marketing message without spending alot of money. Some of what Seth Godin describes may be more common sense than revolutionary. However, he does present several fairly sound approaches to marketing and taking advantage of the concepts of Malcolm Gladwell's Tipping Point (a 5 star book and one of my favorites).

My main problem with Unleashing was the organization of the book. Unleashing the Ideavirus was a bit disjointed. It does not flow as nicely as the author's Purple Cow (by way the a 5 star book!) which I would highly recommend. ... Read more