Book Description

Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers

The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program for profitably managing their largest, most critical customers--their strategic accounts. Drawing on the expertise of S4 Consulting, Inc., a leading-edge provider of strategic account consulting, and Miller Heiman, a global sales training leader serving many Fortune 500companies, this how-to book shows how many of today's market leaders have learned to focus on their most profitable customers, avoiding or overcoming common errors before they become relationship-crippling disasters.

Placing its total focus on the design and implementation of cost-effective strategic account management programs, this hands on book provides:

• A world-class competency model for strategic account managers
• Techniques for developing a program to manage and grow "co-destiny" relationships
• Examples and cases from Honeywell, 3M,and other leading corporations

Reviews (3)

Make sure you have a program that really works¿
In today's marketplace key account (relationship) management is imperative. With the ever changing/increasing demands placed on these accounts it is even more important to develop a focus and a strategic game plan behind them. This book is a must read and a must have on your bookshelf. It's laid out in a friendly manner (the seven keys) and is easy to read. Whether you currently have a strategic account management program in place, are looking at implementing a new program, or are looking how to fine-tune an existing one -- the 7 Keys to Managing Strategic Accounts will help you in the process. Make sure you have a program that really works!

Great Real-World Advice
As an MBA candidate who spends far too much time reading textbooks, I found Seven Keys a welcome change in my business reading. It's readable, well-organized, full of real-world examples, and it lets me quickly know how I can ready an organization for effective strategic account management. These authors clearly have busy people in mind. I read the chapters that were of particular interest and then I read the remainder. Time well-spent.

Jay Readey

MBA Candidate, Yale University School of Management

Common-Sense Guidance Just in Time!
We just launched what we thought was a
strategic account program for our largest
customers last year, but I just learned
from this book that it's actually a key
account program in disguise.

Now we can use the authors' common-sense
guidance to focus on the customers who
truly have strategic potential, align our
entire company behind the initiative instead
of just the sales force, and set up an
account manager development program that
really works. Great job!

David S. Feldmann

Product Manager, Legal & Business Products
The Bureau of National Affairs, Inc. ... Read more

Book Description

Sales Advice Not Swiped From Other Books!

This book is about getting rich by becoming far better at the selling process that your competitors. What it is NOT is the kind of warmed-over, cliché-ridden advice you find replicated in a jillion other books on selling. Dan Kennedy would never have it that way.

He offers a set of No B.S. strategies for overcoming obstacles to success, many of them self-imposed. Provocative, sarcastic, and irreverent, the book reads like the seminars Kennedy conducts around the world - events that cause a stampede to the back of the hall for his materials after he finishes his presentation.

Learn:

• Dan's 13 Eternal Truths About Selling
• The Surprising reasons you should "position" instead of prospect for sales
• How to structure a sale in six simple steps
• The secrets to becoming a true master at the art of persuasion

Reviews (4)

Great Book
I thought this book was so good my dog literally eat my copy of it and it immedeatily (sp) went on Amazon and ordered another one. I'm an author myself and I have read many business books and I appreciate Kennedy's straight forward, no BS writing. I want to learn real things that I can actually use in selling and this book does that. It's also cheaper than most of the books that it is better than.

A proactive sales success classic.
Dan Kennedy has played a huge role in helping me to be successful in business. Dan Kennedy is currently President of the Psycho-Cybernetics Foundation and has been one of my success mentors because his wisdom is easy to follow - but more than that it is right on! I started out as an engineer and a very timid salesman. Dan Kennedy is has helped to change that. Because of him I know myself better, which has helped me to better serve others in my business. I guarantee that if you read this book you will be a changed person - it's that incredible.

Kennedy always covers all of the proactive bases: smart thinking, system thinking, futuristic thinking, and positive thinking. If you are truly seeking the kind of success and abundance that makes your life 100% livable - you must read this book. Many of his ideas are found in SUCCESS BOUND, another book built on learning how to live a proactively life that is God centered and fulfilling.

Everything that I have put into practice that Dan Kennedy has recommended in his books has worked. He has brought me success by focusing on what is important in selling and using my God given talents and my thinking ability to be a better salesman.

You will find that this exciting book becomes a part of you. Don't hold back - let it happen. In fact, spend 10 to 15 minutes every morning for the next several days focusing your thoughts on the truths of this book, thereby allowing them to seep deep into your subconscious mind. If you do this I guarantee God's wisdom will most assuredly bring you the success and abundance you deserve.

Enjoy this book and your new proactive and successful life!

Just what everybody (not just salespeople) needs
I bought this book purely because I like Dan Kennedy. I am not a salesperson by training or profession, but I always know that I can get something good out of what Dan says.

One of the most interesting points he brings up is that of "takeaway selling." This is basically, where instead of covertly begging for the sale like so many salesepeople do, you take it away by playing "hard to get." This is part of his overall plan of positioning yourself, so people respect you. People want to do business with you, so you don't have to go beg for business, which brings me to my next point.

This book is a little misleading in the sense that people think it only applies to salespeople. I disagree. We all sell in some way shape or form in our lives. The key is to position yourself in such a way that people seek you out instead of you having to advertise. How many "ads" does Harvard University place to recruit students?

I give this book 5 stars purely because it is short and packed with very good useful information. 5 stars because it is great for anyone who owns a business. If you're tired of underpricing your services and having to advertise heavily, this book is just what you need. And if you don't own a business and are not a salesperson? I still think it is a useful book because it causes you to conduct yourself in a different manner. You have more self-respect and self-worth which is something we all need regardless of our profession.

The only sales book you'll ever need.
I bought this book on the advice of a friend after months of nagging. Although it's inexpensive, is quick and to the point, and not terribly large, it contains a great deal of information.

I've listened to the Tom Hopkins tape set "Low Profile Selling," and I thought that was great, which it is. Although using all of Tom's techniques at once would most likely send a customer running. And using only a few might not be enough. I felt something was missing.

Back to Dan's No B.S. Sales... Dan shows you how to "Position not Prospect" (chapter 17). This is a technique that you may use to AVOID PROSPECTING. Who wants to knock on doors anyway? I don't.

Dan discusses how to POSITION yourself through writing, speaking publicly, and getting free publicity to establish yourself as an expert in the eyes of the consumers in your market. In this way, they discover you, and SEEK YOU OUT. They're not on the defensive, as they would be had you discovered and approached them.

You establish yourself as more than "just another salesperson." Perhaps most importantly, you establish trust. They've been told by the newspaper reporters, radio talkshow hosts, and others that you're the one and only expert in your field. You're the person to solve their problems. (There's a lot more too it in Dan's book.)

He provides several examples on how to get in the paper (through your own writings and others'), how to gain speaking opportunities, and how to get the papers to write about you.

After reading this book, I'm surprised that I don't see very much of this in my market. More salespeople should be "Positioning not Prospecting." This book is a great investment! ... Read more

Reviews (4)

same old sales ideas
After reading enthusiastic reviews I bought this and the Conceptual Selling book. A basic premise is the salesperson's ability to ask questions, and not just talk. Maybe this is a revelation for someone new to sales, but as I kept reading I found this book just restating the obvious. I've been in sales for 25 years, and this book is nothing new. Catchy title, they obviously have a lot of big name clients. Good book for a rookie though, but an insult to veteran salespeople.

Combine it with "Strategic Selling" and start selling!
I read this book to prepare myself for a salescourse at the company where I work. As it turns out I am no salesman, but the trainer did note that I had a very good insight into the salesprocess. So good, in fact, that he advised me to become a selling consultant for my company instead of a salesman. All that, thanks to having read this book in combination with "The New Strategic Selling" (also by Heiman). If you really want to start selling, you must read this book!

Highly Recommended!
Throw the old rules of traditional sales out the window. Stephen E. Heiman and his co-authors, Diane Sanchez and Tad Tuleja, state in no uncertain terms that to remain a successful sales professional, you need to change the way you view the selling process. They advocate a customer-driven model of sales as the only approach for long-term success. The book includes “personal workshops” to allow you to apply these concepts directly to your sales situation. We ...recommend this book to anyone frustrated by the limitations of product-pitch selling. Note: This book is a revision of Conceptual Selling (by Robert Bruce Miller with Heiman and Tuleja, Warner Books, 1987), which has been updated to reflect the economy of today and tomorrow.

Outstanding
This was another fantastic book by the same people who brought you Strategic Selling. It provides the blocking and tackling of sales situations that fills out the strategic approach of their earlier book.

This is a professional, mature approach to selling that is sadly rare in the profession. ... Read more

Reviews (6)

They Don't Call It A HandBook For Nothing!
This book explains public relations from the ground floor. It is informative, accurate, and inspirational. I learned so much about positioning my business in the market - among many other things I did not consider necessary before I read this book. I am obsessed with public relations these days, and I cannot get enough to read! I also liked Michael Levine's Guerrilla PR Wired because of the Internet content - absolutely crucial to understand in today's business world.

A excellent PR working Tool.
This isent a book you should read and throw in the book shelf; It should be used as a desk tool on a daily basis because it gives excellent pointers on how a PR PRO should write.
The examples given by Meery Aronson and Don Spetner are very close to the real thing.
This book will give you the know-how on writing in the PR Business.

The Public Relations Writer's Handbook
This book should be a desktop essential for every public relations writer. It is a manual for all aspects of writing in this field, from news releases to brochures to speech writing to obituaries. This all-encompassing handbook provides step-by-step instructions for the different types of public relations writing and applies them to real-life examples and hypothetical situations. As an aspiring public relations writer, I found this book to be quite effective. It breaks down each type of document and walks the reader through the process. It gives the reader a sense of priority-importance, chronology within the text, what to always include and things to avoid. The writers' explanations are understandable, and the concepts are easy to grasp. There is no question that the most vital factor in a news release is newsworthiness: "If your release is to be read and considered for coverage, it must offer a newsworthy story, stated clearly and simply, long on information and short on adjectives." The authors state their point clearly and simply, just as we should when we write our news releases. Although the descriptions and directions are thoroughly helpful, the examples are somewhat stale. Aronson and Spetner say that the purpose of the lead in a news release is to "grab the reader's attention and compel him to continue reading." The example they give, however, is anything but compelling. "Welch Foods has announced it will market a new selection of all-natural frozen juice concentrates that will be available to consumers in supermarkets this November. The new Welch's Orchard 100 percent Natural Frozen Concentrate products include three tangy flavors-Grape, Apple-Grape and Harvest Juice Blend." (Yawn) It is the pitch letter that often determines whether a reporter pursues a story. So, not only must the news release be newsworthy and informational, the pitch letter must be catchy in order to spark the reporter's curiosity. Aronson and Spetner suggest an initial phone call to the editor before pitching the letter in order to determine the correct angle to take in the letter. Speech writing can be one of the most difficult tasks in public relations. It is so important to understand the speaker's style, speaking rhythm, and voice pattern. It requires a good deal of research and many rough drafts. Aronson and Spetner have made speech writing easier by breaking down the process into ten steps. Having a guide facilitates the writing of a good speech. While it is always important to personalize each speech, following the guidelines can guarantee a well-rounded speech. This book, published in 1993, is already outdated when it comes to electronic media. The internet plays a large role in public relations today, and this book is missing the entire genre. Electronic mail is mentioned once, but discounts it as an effective way to send messages because of "the limited number of terminals with modems that are accessible in newsrooms and the inability to transmit photographs." It is amazing how far we've come in seven short years. As strictly a writing guide, this book is extremely useful. I checked it out from the library in order to write this review, and I am going to buy a copy to use as a guide in the future. The guidelines are clear and precise, and I learned a lot about correct format and presentation. Aronson and Spetner lacked originality and spunk in their examples, but personal writing style is something that will come with time and experience. I recommend this book to other aspiring public relations writers because, as Aronson and Spetner said, "good writing is always at the core of effective public relations."

A beginning desk reference
A quick overview of most tasks and common documents a P/R person would have to get involved with. A beginning desk reference, simply written, gives guidelines and some examples. A great book for those new to the field.

Outstanding. Very comprehensive.
Clearly written by two seasoned professionals, The Public Relations Writer's Handbook is an invaluable tool for entry-level PR people. The book covers virtually all areas of the business and walks the reader through the various writing land mines that await all public relations practitioners. You can trip and fall on your own or you can read the book and skip right through beginner's clutter. And the best part is that it's very affordable. ... Read more

Book Description

The New York Times Business Bestseller that teaches sellers to stop selling and listen to the buyer.

"Finally, a sales paradigm which supports our spiritual values and lays the foundation for the paradigm shifts occurring in business today."--Ken Blanchard, coauthor of The One Minute Manager

Selling with Integrity introduces The Morgen Buying Facilitation Method, the first wholly new sales paradigm based on the idea that buyers have their own answers. Teaching sellers to support buyers' buying patterns, rather than teaching new selling patterns, international speaker and entrepreneur Sharon Morgen offers step-by-step guidelines, practical how-to's and numerous examples of this remarkably effective method in action. Using Buying Facilitation, you can: * Get to the right person immediately * Eliminate unqualified prospects on the first call * Facilitate a buyer's solution-finding process * Stop rejection and objections * Decrease sales cycle by at least 50%, increase revenue by 200 to 500%.

"Selling with Integrity describes the first new paradigm in sales. It offers a model for how to bring soul into sales, and teaches the hands-on skills to do it."--Jack Canfield

* A testament to the Morgen's success, IBM has signed a national contract with Morgen to train all of its 1,000 Inside Sales Reps
* Morgen's revolutionary approach to sales has been praised by Jack Canfield, Ken Blanchard, coauthor of The One Minute Manager(tm); and Larry Wilson, author of Stop Selling! Start Partnering
* Morgen conducts sales training for IBM, Dean Witter Reynolds, Boston Scientific, and other top companies ... Read more

Reviews (12)

Buy this book!
This book claims to be the follow-up to Solution Selling, by Bosworth.

There is a great deal of discussion about which book is better. In my mind, they are simply for different audiences if you want to compare them as simply 'sales books'.

Selling with Integrity is by far my #1 recommendation to someone who is not, or does not want to be, a professional salesperson. It is much more simple than Solution Selling and easy to remember in front of customers.

I own an agency for OD/HR consulting and have read HUNDREDS of books, manuals, etc on selling. I am especially interested in books about selling high dollar intangibles (HR consulting is incredibly intagible).

I am paid by a number of my consultants to provide marketing and 'sales' coaching and this is the book I recommend. If you want to go deeper and have more structure to your sales, this is not necessarily your book. Look to Selling Solutions.

However, Selling With Integrity resonates deeply with the solid principles at it's core and a new mentality of looking at sales - helping the buyer buy, or becoming a 'Buying Facilitator'.

I consider myself a professional sales person and when I need a quick boost and/or self pep talk on sales, I pick up Selling with Integrity and remember why I like it so much.

My personal litmus test is 'Would I buy the book again after I have read it, but pay double the price?'

The answer is absolutely, no question, YES!! Buy the book. For almost any price, it is an absolute bargain.

Read this book! It's full of "uncommon sense" about selling
Sharon Drew Morgen cuts through the myths and b.s. about business and selling in a powerful, clear, stimulating book that should be "must reading" for anyone who sells for a living.

She gets at the real thinking/emotional process at the heart of the buying decision better than anyone else I've read - then translates these insights into a breakthrough sales approach that is genuinely "win/win." What a powerful alternative to the rat race of manipulation and resistance most of us were taught selling had to be! The real challenge would be for executives and sales managers to read this book and then allow its principles to govern how salespeople are compensated and "motivated."

A compelling book from an author of deep spirituality and years of success as a business person.

This is the approach of a true consultant.
I loved the book so much that I spent my own money to take her weekend long course. It was not cheap. But you get what you pay for. The concepts here are invaluable. The hard part is putting it into practice.

The key is letting go of your "sales" agenda and actually adopting or discovering the customers agenda... while maintaining total objectivity. Really getting to the point of wanting a prospect to make their best decision is hard. If their issues can be solved without using your products or services, that's their best decision. So if they can solve thier problems with the resources they currently have in place (and don't need you) so be it. You have to walk away... or ask for referrals to someone else who might benefit from going through the process.

If you have prior sales training of any sort, you have to unlearn first and empty your cup. Repition is the mother of all learning, so be prepared to practice, practice, practice. It's been very difficult for me. But buying this book was one of the best decisions in my sales career.

Buying Facilitation Training in LA
The Buying Facilitation Method is the best sales/facilitation/communication/questioning technology I've found. I LOVE it!

Dates: August 11-13, 2003, Los Angeles
Seating is limited, reserve your place now by e-mailing sdm AT austin.rr DOT com. Include your name & phone number.

For more info: (w's) newsalesparadigm DOT com.
Chapters of her new e-book, available at above website and soon Amazon.com

See you there! Kathleen

What's the best sales book?
As you might guess, I've thought about this for quite a while. As a sales coach, I need to be able to work with a variety of clients trained in a variety of sales paradigms. And just when I think I've found the final answer, something new comes along. That's why you see so many books listed on my web page; they all have value and each has a piece of the overall puzzle.

For my personal selling and marketing, though, there's one book that stands out above all the rest. That book is Sharon Drew Morgen's Selling With Integrity. As I've noted elsewhere, I think 2003 will be known as the Year of the Sales Professional, and I can't think of a better way to start it off than to get this book. ... Read more

Book Description

A snapshot of today's B2B selling environment: Sales cycles are chaotic and getting ever longer.It is impossible to predict results and plan for the future.Customer bases are eroding.Satisfaction and retention rates are dropping, and customer relationships are not expanding.

In The Prime Solution, author Jeff Thull presents sellers with the integrated, cross-functional approach required to develop and deliver compelling whole solutions, and profit in today's complex B2B environment.

The Prime Solution leads B2B sellers through major components of the value promise system, such as the creation, marketing, selling, implementing, and measurement of whole solutions, or prime solutions, that fully deliver on their promise to customers.

The Prime Solution shows sellers how to turn value fulfillment into a core competency, because they've helped customers understand and achieve the full value of the products and services they've purchased.The power of this model rests in closing the "value gap", or that frustrating division often created by sellers who have either been unable or unwilling to fulfill the promisesthey've made about their products, and by customers who are unwilling or unable to comprehend the total value received.

Author Jeff Thull describes a disciplined, "all-hands" approach that involves all the teams in an organization connected to the customer:R&D, marketing, sales, and service.This practical, whole solutions approach hasbeen used with astonishing success by small to midsized companies as well as major corporations worldwide.

Whether in technology, manufacturing, professional services, health care, or finance, this is a guide for professionals involved in creating, marketing, and delivering complex B2B products and services.Senior management, sales and marketing managers, technical specialists, product managers, customer service and account managers will find new ideas and tactical solutions in The Prime Solution that will go a long way in closing the "value gap" and increasing revenue. ... Read more

Reviews (4)

Thull's Masterpiece (Thus Far)
Many of the same core concepts in this book were previously discussed in Thull's Mastering the Complex Sale: How to Compete and Win When the Stakes are High! However, what we have here is a much sharper focus on two of the three objectives specified in the subtitle: close the value gap and increase margins while winning the complex sale. In the Foreword, Greg Lewin does a skillful job of explaining the need for this sequel, offering his own conclusions about customer value: "[begin italics] First, value should be added to the customer's entire business, not just a specific part of it...Second, the value created for your customer should be easily identified and owned by your customer...Third -- and this is the main objective of Thull's Prime Solution -- the value you promise must be delivered...Fourth, the `secret sauce' is the heart and soul of your organization -- the people! [end italics]" According to Thull, Prime Solutions deliver optimal results which leverage value to the highest level of each customer's business, ensure that customers are provided with the best answer to the given problem, and provide solution implementation and value-enhancement strategies that enable customers to achieve the ROI that they anticipated.

Presumably Thull agrees with me that getting beyond customer satisfaction and even loyalty to what is widely referred to as "customer evangelism" requires that what he calls "robust solutions" must be provided consistently, time and again, whatever questions must be answered, whatever problems must be solved. To sustain that relationship, therefore, Thull recommends three separate but interdependent protocols: value maximization of product, process, and performance; decision acuity which enables customers to recognize -- and thereby appreciate -- the tangible benefits of the solution(s) provided; and optimization of a measurable ROI. I agree with Thull that what he calls the Prime Solution Cycle (please see pages 179-194) requires a cross-functional effort; that is, communication, cooperation, and collaboration between and among all areas within the provider's organization.

In Part I, Thull explores the environment in which complex solutions must compete. Then in Part II, he shifts his attention to an analysis of how to translate the demands of that environment into the three protocols which define, guide, and inform prime solutions. Finally, in Part III, Thull responds to a question which each reader is probably asking as she or he arrives at page 125: "How can my organization develop and then deliver prime solutions to our own customers?" Four chapters are devoted to Thull's response. First, he recommends a process of discovery and engagement which will reveal opportunities among those prospects currently experiencing insufficiency of the value offered. Next, diagnose and quantify what is needed. Then, design and produce what will fill (solve) the given need. Finally, deliver, measure, and improve on the solution(s) In this context, I am reminded of Neil Rackham's acronym, SPIN, which suggests the nature and sequence of diagnostic questions to be asked to determine the Situation; Problem(s) to be solved; Implications (i.e. benefits of solution or negative consequences of non-solution); and Need fulfillment, immediate and on-going). Actually, once having carefully explained the diagnostic phase, Thull goes far beyond it. After the determination of need(s), HOW to design and produce a "robust" solution with cross-functional communication, cooperation, and collaboration? How to market it? How to deliver it? And then, how to ensure that the given customer derives maximum ROI...and knows it? Thull's answers to these questions will guide and inform his reader

When concluding this brief commentary as I have with others, I now presume to offer caveats. First, beware of what Jeffrey Pfeffer and Robert I. Sutton characterize as "The Knowing-Doing Gap" in the book which bears that title. More often than not, decision-makers fail to convert knowledge into action to achieve the desired results. In this context, I am reminded of Coach Darrell Royal's assertion that "potential" means "you ain't done it yet." By all means absorb and digest the information and counsel which Thull provides in abundance. You and your associates must then focus together on formulating and then providing what each customer needs. Also, when seeking buy-in within your organization, expect to encounter resistance to change initiatives. For example, resistance which Jim O'Toole characterizes in his book, Leading Change, as "the ideology of comfort and the tyranny of custom." If I understand Thull correctly (and I may not), he urges his reader to think in terms of cross-functional teamwork which involves customers as well as everyone within the provider's organization. Granted, that is an ambitious objective but I wholly agree with him that it is also an "achievable reality."

Making the Complex Sale Work for Both Parties
Some sales are not complex. You need gasoline and you find a station based on location or price or perhaps a brand name. But other sales are much more complex. When you are selling a product that doesn't yet exist, Boeing's next airplane perhaps, or Intel's next computer chip the task is much more difficult. You have to sell yourself, you have to sell your company's history, and the buyer has to make a decision based on other factors such as past experience with the company.

The problems come when the seller presents a value proposition, and the customer buys, that the resulting solution cannot deliver.

This book continues the story begun by the author in his best seller, Mastering the Complex Sale. It could well be titled, Delivering the Promise Made in the Complex Sale. The book is filed with stories from the real world where complex sales have paid off for both the seller and buyer.

Well written and informative.

Turning Sales Promises into Reality for Systems Vendors
The Prime Solution begins with the simple observation that most complex products and services that are provided to business customers either fail to work at all . . . or fall well short of the sales promises upon which the investments were made.Anyone who has been near a major corporation knows that sad reality.

The Prime Solution goes past that sorry track record to suggest in detail how vendors need to change their sales, product and service offerings to become effective in terms of the customers' realities.

I thought that the book went beyond what I had read before on this subject.Basically, you need a new business model that customizes what you do for each customer (like Dell does) and fills in for any weaknesses that customers have in using what you offer (either by offering the necessary training . . . or becoming an outsourcing supplier).

The positive examples, unfortunately, were few and far between.Based on my own research I know that there are a lot more examples.I suspect that Mr. Thull wanted to use examples as illustrations rather than to give readers a broad view of what can be done.

The negative examples were almost all in the systems and process areas (such ERP and CRM) so I felt like this book would mean the most to those who are systems providers or integrators.

The book has several weaknesses that limit its potential value.First, there's a lot of repetition.You will hear about value gaps repeatedly . . . more than you want or need.John Kotter's book is almost a "seminal" one.And so on.

Second, most of the book is taken up with describing where selling and value delivery used to be . . . and shouldn't be any more.This material should have been edited down by about 80 percent.

Third, most of the benefit in the book comes from the last three chapters.It would have been nice if that material could have been developed in more detail with more examples.As a result, you may feel like you are reading a book with content about equal to 2-3 business magazine articles rather than a whole book.

However, any systems provider whose sales force is still selling unfounded promises for organizations that haven't taken the time to figure out how to really help customers will certainly learn a lot of useful lessons for this book.Let's hope those firms make this book required reading.

The key to profitable growth
Almost every company states in their mission that they are "customer-focused".It is "what" every company aspires to be, but in my experience, very few companies know "how" to accomplish this objective."The Prime Solution" tells you "how" better than any book or article I have read in 30 years of business.
Research has shown over 90% of innovation arises from new solutions to customer challenges.If you believe, as I do, that most organic and self-sustaining growth arises from innovation (product, service, solution, and/or business process), then a "roadmap" for bringing all of your functional resources together to meet and solve your customers' challenges will be the key to future profitable growth."The Prime Solution" quite simply is that roadmap. ... Read more

Reviews (13)

A Super How-To Book on Strategic Selling!
Most companies are under incredible pressure to join the herd, and "your product is a commodity" is a mantra on the lips of many of our customers. Beyond Selling Value delivers the tools and processes that your company needs to set it apart from the crowd. Chock-full of stories that illustrate each key concept, this book lays out a step-by-step roadmap that will help you win customers for all the right reasons.

Unlike many similar books, Beyond Selling Value has a nice balance of material - conceptual explanations, stories, and clearly-written how-to instructions. You will find this book both readable and useful, if you are in sales (or run a business, as I do).

This is just a super book - as I read it, I found myself saying "I can't wait to do this!" Not only are the concepts and processes laid out elegantly, but the highly relevant stories do a great job of supporting the key points. I will definitely be sending copies of this book to my clients!

As sales has gotten more and more competitive in my industry, I have found it incredibly useful to use Dan and Mark's process to sell my company's services. Simply put, there is amazing correlation between sales people using these processes and their success in the marketplace. This book has definitely helped put more money on the bottom line for my company!

Great Process and A Great Book!!
I love the IMPAX process! I was first introduced to it a year ago. Since then I have used it to make over a dozen sales presentations, with fantastic results.

I was excited when I heard that Shonka and Kosch were writing a book as I was looking forward to a refresher and a chance to get a deeper understanding of the IMPAX process.

The book exceeded my expectations. There were new stories, additional insights into the philosophy and practice of the IMPAX sales process. A plus were the examples and checklists designed to kick start the readers thinking. I found it an easy read, the chapters are short, focused and kept my attention.

Beyond Selling Value has all the details stories and logical flow that will make it easy for someone new to the IMPAX process to very quickly begin using it to improve their sales. It also makes a great refresher for people who have seen IMPAX before. I thoroughly recommend it.

The critical question author Shonka choose not to answer
I would give Beyond Selling Value five stars if there were not a *tiny* problem:

In an e-mail to author Mark Shonka I wondered what can one say if the client tells in the research meeting to one of the questions "That's none of your business!"

The research questions are more those a hired management consultant is allowed to ask and not somebody who is just needed to sell some products. How is one supposed to deal with this kind of objection/resistance? What should one say in response?

The response by Shonka was -- silence. Otherwise, of course, it's a great book.

Excellent for Sales and other Professionals
This is an excellent and clearly written book intended for the Sales Professional. The authors purposely reiterated certain key concepts that for me was a detractor, but for some one new to the subject they are talking about may not be.

Taking the authors process in components, there is nothing truly new here. What is new is the process they propose? The tieing together of the different elements to develop critical information to determine a business fit between the customer and your organization and presenting that to the key decision maker. Again, nothing technically new, but well presented in a well designed process of gathering data to prepare for research interviews with people in the customer's organization to gain the necessary coaches and insight to prepare a presentation to the decision maker.

Though this process is designed for the sales professional, it is useful for others. How many managers, engineers, accountants, etc, need to propose business solutions, initiatives, or other major projects to senior managers? Many I would suppose. This is an excellent process (with minor adjustments for internal use) for you too. Basically how to present a project top gain the attention and support of a decision maker.

I can not make a personal testamonial to any success using this process at this time, but am planning to.

Beyond Selling Value
I have read a lot of sales books and have attended more than my share of sales training seminars. Seldom have I seen content that is clearly written by sales people, for sales people. The anecdotal information brings to life behaviors that are "how to" steps rather than "one should always" general recommendations... real examples rather that philosophies about what should work. This tactical approach sets Beyond Selling Value apart and answers a lot of tough questions where others have failed to go. ... Read more

Book Description

"Jeff Thull’s Prime process plays a key role in helping companies and their customers cross the chasm. It has built into its core the high-integrity communications and depth of commitment necessary to ensure customers succeed with game-changing initiatives."
–Geoffrey A. Moore, author of Crossing the Chasm and Living on the Fault Line

"There’s a powerful message in this book for senior executives: If your margins are eroding and your organization is trapped in the conventional sales paradigm, Mastering the Complex Sale has the road map and Jeff Thull is an excellent guide.He has captured the essence of selling in today’s turbulent times. A must-read for your entire organization."
–Mario Concha, President, Georgia-Pacific Resins, Inc.

"The Prime Process cuts across all trading entities, multiple cultures, geographic borders, and functional disciplines. Mastering the Complex Sale is a clear approach to successfully bringing together the multiple perspectives of sophisticated sales processes. It is required reading for any complex business, whether local or global."
–Gerhard D. Meese, Executive Vice President, Dover Technologies International, Inc.

"Mastering the Complex Sale is a masterpiece! It’s street smart and research backed and full of real-life practical advice on how to move all the chess pieces in the complex sales game. You’ll walk away with not only the ‘what’ and the ‘how’ of the complex sale, but also discover how to build the mental stamina it takes to compete at the top."
–Donato Tramuto, President and CEO, Protocare Sciences

"Mastering the Complex Sale lays out the most significant business and sales strategy to come along in years. It is clearly leading-edge thinking. As a technology innovator, we see it as a must. Read it and win!"
–Tim Klein, CEO, ATTO Technology, Inc.

"Jeff Thull’s leading-edge thinking has contributed to a change in our fundamental approach to sales and marketing and has had a significant impact on our bottom line. Mastering the Complex Sale and the Prime Process is a prescription for global success!"
–Dr. Richard M. Brooks, Vice President–Worldwide Marketing,
Waters Corporation

"Thull’s clear and distinctive advice provides the reader with a real-world road map for maximizing results in high-stakes sales. Diagnostic Business Development takes today’s consultative salesperson’s game to the next level. This book is mandatory for those looking to gain a true competitive advantage and distinguish themselves from the competition."
–Donny Holender, Vice President–Sales, Universal Computer Systems, Inc. ... Read more

Reviews (17)

How to Achieve Superior Results in Sales and Profits
Complex sales are those which involve a lengthy process of cultivation and solicitation, a "circle of influence" within which the purchase or pass decision is made, a product or service whose functions/features/benefits/ etc. require technical verification, and a substantial purchase price. In this volume, Thull focuses on the process by which to "compete and win when the stakes are high." To understand how to master the complex sale, one must first understand how and why the role of the salesperson changed throughout the last half of the 20th century. Thull respectfully but clinically explains the inadequacies today of sales strategies, processes, and skills which were effective from the early-1950s until about the early-mid 90s. How well I recall the advice I received from various sales managers when I earned my way through college by selling automobiles and smaller trucks in the Chicago area during summer vacations. Never take "no" for an answer, for example. "Selling begins when the prospect says 'no.'" Another chestnut was flattery: "You look great behind the wheel! This car was built for you!" Times change, of course. One paradigm inevitably gives way to another. I agree with Thull that, today, "It's not about selling -- it's about managing [a prospect's] quality decisions." Actually, I view that approach as the purest form of selling: to serve as advisor, concierge, consigliere, consultant, etc. when collaborating with a pre-qualified prospect to make the most appropriate purchase decision.

Thull carefully organizes his material within ten chapters which range from the first, "The World in Which We Sell" (almost worth the price of the book all by itself) to the last, "A Complex Sales Future," in which Thull agrees with Jack Welch that we must either control our destiny or someone else will. Given what I now do to earn a living, Chapter 6 ("Designing the Complex Solution") was of special interest to me. In it, Thull suggests that "Prime professionals approach [Thull's] solution design phase of the complex sale as an exploratory process. The aim is to equip the customer to make the best, most effective choice among the solutions competing in the marketplace." By taking precisely the same approach, the IBM sales force was able to recapture most of the customers it had lost while improving its chances when cultivating and then soliciting prospective new customers.

As Thull explains, the process built during the Diagnosis, a precise agreement on what a customer is experiencing in the absence of the needed solution and it's financial impact, with a collaborative discussion that determines precisely what a customer's desired outcomes are. "The easiest way to begin to define the parameters is to ask customers how they expect their situation to look after the problem is solved." For me, Thull then makes an especially important point when alerting his reader to the "trap" of unpaid consulting which begins "when we cross the line between defining parameters of a solution and creation of the design of the solution itself." Please consult the book for Thull's complete explanation of each phase of The Prime Process.

Given the importance of winning in sales, especially "when the stakes are high," it would obviously be a mistake to assume that Thull (or anyone else) has all the right answers or is even addressing all of the right questions. My strong recommendation is that each reader rigorously evaluate available sources of relevant information and counsel (including this book), using the same process Thull proposes: Discover what those sources are, Diagnose their relative advantages and disadvantages, Design (or Re-Design) a sales program which is most appropriate to one's specific needs and objectives, and then finally, Deliver satisfactory results through effective implementation of that program.

It would also be a mistake to assume that the relevance of the strategies and tactics which Thull endorses is limited, literally, to the buying or selling of a product or service. Many complex "sales" can also involve effective persuasion to obtain funds from financial sources, for example, or to convince the best-qualified CEO candidate to accept the position offered. If used effectively in situations such as these, the same strategies and tactics can also be invaluable.

In today's increasingly more competitive marketplace, Thull observes, "There is no Magic! -- Spectacular success is always preceded by unspectacular preparation" as well as by a better system, sharper skills, and "above all" discipline. The Prime Process is not for every organization, nor does Thull make such a claim. Carefully consider what it involves and, especially, what it requires.

I presume to add a final observation of my own, that there is both "good news" and "bad news." First the bad news: Very few organizations have as yet mastered the complex sale process. Now the good news: Very few organizations have as yet mastered the complex sale process.

Yup, the author nailed it
Excerpt:

"When you follow the conventional sales process in a complex sale, you run head first into a series of traps that grows progressively more difficult to avoid and that makes a positive outcome for the sale less likely. This downward spiral starts with a fundamental and, as we soon see, erroneous assumption of the conventional sales paradigm--that your customers have a quality decision process with which to diagnose their problems and evaluate your solution."

'nuff said. Buy it, read it.

No substance... None.
I purchased this book on the strength of all the five-star amazon.com reviews. And having struggled through it, I can only imagine that the author wrote most of those reviews himself. I suppose readers who never studied the sales processes developed by Bosworth, or Miller and Heimann, or Rackham, may be able to squeeze enough value out of this book to rate it as high as two stars. But probably not.

Packed with Knowledge!
This excellent guide explains a methodology that can help anyone in sales. This sales approach depends essentially on seeing the sale through the customer's eyes, and involving the customer in designing a solution to his or her own problems. This approach goes against some standard practices in sales, but those standard practices antagonize customers and build distrust. Author Jeff Thull offers helpful reminders on the value of researching individual customers, picking the right entry point to an organization and other best practices. However, he sometimes seems over-enthusiastic and over-optimistic about his system's infallibility. After all, in some organizations, sales people who tried to follow this methodology would be criticized for failing to meet more conventional targets, such as number of calls per week. This detailed method for conquering many-level, multi-step sales is time and research-intensive, but highly effective. We applaud his emphasis on the value of asking and listening instead of speaking. Highly recommended.

Regurgitation of Sandler and Heiman
Thull has taken Sandler's system, added some bits of "New Strategic Selling" from Heiman, and called it his own. Please don't get fooled, even if he did persuade some notable business authors. I've also been to his seminars, and have needed a sales process for a complex sale, and he added no value. I learned nothing new. I tried to use his style of "diagnostic" line of questioning, and customers saw right through it, and it even confused sales calls. Went back to my own hybrid system, and started closing deals again. Save your money and time, and use the originals. ... Read more

Book Description

This leading text continues to set the standard with up-to-the-minute coverage of the trends and issues in sales management, equipping students with a strong foundation and the innovative skills needed for the 21st Century and offering the text in the form of modules, which allow instructors to customize their coverage in class. ... Read more

Book Description

Build a relationship with your customers and close the sale more surely.

The Socratic approach respects the power of the customer. The customer has the need, the power, and the decision-making authority. Socratic Selling shows you how to access that power, to cooperate with it, and to make it work for you.

Inside you will discover how to:

• Open a sales dialogue dynamically, so that you and your customer go right to the heart of the matter
• Guide the dialogue through a discovery of needs and needed decisions
• Negotiate objections, and close effectively
• Uncover the motivators that move sales to more predictable closure

Reviews (4)

Overrated and a disappointment
I'v long been a student of questioning techniques and this book was a disappointment and I'm glad I didn't pay full price for it. Questions are critical tools in sales -- but there are much better books on the use of questions than this book --which is light on technique and long on story.

I recommend Tom Hopkin's classic "How to Master the Art of Selling" for a great exposition about the use of different types of questions (open, closed, etc.).

The best book I've ever read on selling technique is "Unlimited Selling Power: How To Master Hypnotic Selling Skills" by Donald Moine for this reason:

55% of all communication is non-verbal (body language)
38% is how you say it (tone, rate, pitch)

which leaves a whopping 7% verbal (magic words)

You are only using 7% of your ammunition with verbal techniques.
I wouldn't choose this book to learn about the 7%.

One of the best questions you can ask at the start of a selling interview is:

WHAT IS YOUR OUTCOME FOR OUR MEETING TODAY?

and one of the best questions to find out what your prospect wants the product to do for them is:

LET'S SUPPOSE IT'S ONE YEAR DOWN THE ROAD, WHAT WOULD HAVE HAD TO HAVE HAPPENED FOR YOU TO KNOW THIS WAS THE RIGHT DECISION FOR YOU?

and to find out why someone is not wanting to buy your product or service is a personal favorite I made up:

What's not there for you?

Try these and will begin to tune into your customer's true reality -- not your perceived reality of him or her.

Are you tired of losng sales and not knowing why?
Do you find it hard to get customers to let you in on their decision making process?

I found the ideas in this book very helpful both in and out of sales situations. It helped me learn to listen to people a lot better; perhaps it can be as helpful to you?

Not for the TeleSelling Professional
While I found this book helpful in the general sense of the word, it was aimed solely at the "outside" sales rep who sees his/her customer face-to-face. It provided good reminders for seasoned sales reps, but wasn't revolutionary in it's ideas of selling. It was a short read - no more than 4-5 hours. It demonstrated very good closing tactics and objection handling, but all of this is after you make contact. It didn't explain how to get past the secretary screen, how to get the appointment or even how to find out who the decision maker is. Most of the sale, if not all of it, is done over the phone and that was completely overlooked.

Excellent Socratic Questions for Solution Selling
Most salespeople are trained to give a spiel, answer objections, try to close, and keep closing. This book argues that that approach will not be very productive. The book argues that the customer expects this to be a buying experience with the customer in charge. The standard sales approach is primarily annoying to the customer.

First, I should share with you that I spent three years at Harvard Law School where almost all classes used the Socratic teaching method. From that experience, I can certainly tell you that being asked hard Socratic questions is tough on the person answering the questions. So I was immediately taken by this book's emphasis on asking easy-to-answer Socratic questions that would help the person think through their own issues.

The Socratic method is simply a way of asking questions that permits the answerer to develop her/his own point of view. It is intended to be helpful, but it can feel like being put on the spot unless the questions are very easy. (An example of an easy question is "What is the worst experience you have had in buying these products in the past?") (An example of a hard question is "What would it take for you to buy from me today?" asked in the first 2 minutes of the meeting.)

Mr. Daley reports on a survey with 300 experienced salespeople and 400 buyers. They agreed that the main problem with salespeople is that they talk too much. In response, Mr. Daley advocates a system of active listening (80 percent of the time), interspaced with questions designed to help the customer (rather than manipulate the customer). I think he really has something here. I thought back to my most successful sales meetings with consulting clients, and essentially these meetings contained all of the elements described here.

Here's an overview of the suggested process:

1-explain what you've prepared to discuss 2-invite the customer to speak about his/her interests in that subject 3-offer an immediate benefit for this sharing (such as being willing to direct your comments to the customer's needs as just expressed) 4-ask for more detail about what the customer says 5-check for urgency and locate potential deadlines 6-find out what is bothering them the most in this area 7-find out what motivates them the most to do something in this area 8-summarize what they have said 9-get the customer's agreement with the summary 10-make a recommendation 11-answer the customer's questions and objections about your recommendation 12-create appropriate closes for the customer's needs.

Three Socratic principles are proposed:

1-Always have and show respect for the customer (especially by active listening) 2-Help the customer think (the book has questions to help you do that) 3-Help the customer to make a decision (the book has more questions to help in this area, as well).

I think that virtually any salesperson can master this approach within 3 months if practiced diligently. I also suspect that your sales will improve if you do, especially if your customers have problems that they need you to help them solve. The larger the economic value of your sale, the better this approach should work. It should be most helpful in selling intangibles like services.

Good luck in overcoming your misconception stall about how to sell!

... Read more

Reviews (5)

Highly Recommended!
Stephan Schiffman, the famous master of cold calls and sales techniques, provides bite-sized tips on correcting common sales problems. He uses the same nuggets-of-advice format as in many of his other books, such as The Most Common Sales Habits of Highly Successful Salespeople, and the formula is a winner for him. His advice may sound fairly familiar, and much of it echoes his other books, though the concept that you can error-proof your sales approach is a dandy new angle. The advice is sound and is soundly given. Schiffman presents a short, brisk directory of 25 goofs to avoid and ways to fix up your sales approach in this easy-to-read booster. Maybe the simplicity and accessibility of his step by step approach explains why titles based on 10 of this or 25 of that are so popular - just as we suspect this spiffy countdown will be as well.

The first mistake is buying this book!
I read this book with the expectation that I might learn something new or learn it in a new way. I found the matieral unimpressive in comparision to other work on sales i.e. Brian Tracy or Zig Ziggler. SAVE YOUR MONEY!!!

W. Harrison Childers

Schiffman's Bits of Wisdom Well Worth The Price
I have attended one of Stephan Schiffman's DEI Management Group day long sales seminars. This investment in time has been amply rewarded many times over. --The 25 Most Common Sales Mistakes and How to Avoid Them-- should be purchased by everyone earning a living in sales. Furthermore, even those who do not perceive themselves as per se sales people will also benefit. I am convinced that legitimate sales training will assist anyone who merely desires how to better communicate with others on a day to day basis. After all, who doesn't have to occasionally persuade others to embrace their vision of reality?

Mistake #14 "Trying to Convince, Rather than Covey" is a fault I often unwittingly repeated in the past. The other 24 may highlight a sales weakness that the reader needs to immediately address. The brevity and conciseness of Schiffman's books make them invaluable to all sales organizations. An advanced higher degree is not mandatory to comprehend his tidbits of wisdom. Nobody has to go through the book in one sitting. A chapter here and there will suffice. I recommend buying the author's books in large quantities. The pricing is not only very reasonable---it is easily justified even if individual members of the sales force pick up only a few pointers along the way. An incremental improvement in sales skills will often result in a higher closing ratio. Schiffman is one of the very best. You should pay attention to him.

This book was very inspiring.
As a sales professional I've read many books about how to "make more sales". This book is not only entertaining, but it also gets down to the fundementals of being successful at sales. It is short, concise, and straight to the point. Many of the "mistakes" that Steve talks about, I have made. Pay close attention to the first chapter which talks about being "obsessed" with your profession. A must read for anyone who wishes to improve their professional career. I only wish Mr. Schiffman would share his vast knowledge more freely. He is a Professional and his book hints of his attempt to sell what he actually does; Seminars. At any rate for six bucks and change it's not a bad buy.

Beneficial to novice or expert -relates to all salespeople
We go through our careers learning from gurus and all those that profess to know. After a while it gets complicated, so we lose track. This book is the best 125 pages I have ever experienced whereby everying I've learned is broken down in an easy to understand again overall sales process. Now it's easy to insert my scripts. Know when to use my NLP teachings. Reminds me of the little things obvious to the novice, long forgotten by the experienced. It helps simplify in a complicated world. I am going to buy this book add it to my personal library and refer to it often because it contains everything you need to succeed. ... Read more

Book Description

Discover how you can take advantage of the most rapidly growing form of e-commerce.

Created by Amazon.com in 1996 as a way of generating sales through referrals from linked Web sites, affiliate selling has quickly mushroomed into one of the biggest sources of e-commerce revenue. In fact, experts predict that, within the next few years, affiliate sales will account for as much as 25 percent of all retail e-commerce. A major reason for this is that anyone with a Web site can start earning commissions by becoming an affiliate, and directing visitors to other sites that actually sell something.

Written by pioneering experts in the field, this comprehensive guide clearly shows how to plan, implement, and manage a successful affiliate program on the Web. Helmstetter and Metivier detail the various types of affiliate programs and explain how to choose one that fits your goals. Individuals will learn where to register for free Web pages, how to build a virtual storefront, and how to add affiliate links to their sites. Merchants will discover how to start an affiliate program, extend their marketing reach, utilize third-party tools, and much more.

Get hands-on advice and guidance on how to:
* Select the right affiliate program
* Implement the required technologies
* Manage content development
* Analyze traffic trends and drive traffic to a site
* Avoid pitfalls and costly mistakes
* Maximize commissions by refining the product mix, placement, and display ... Read more

Reviews (14)

An All-Encompassing Perspective of Affiliate Marketing!
Helmstetter and Metivier offer an all-encompassing perspective of the affiliate marketing industry in their book Affiliate Selling. Readers are introduced to a number of marketing concepts, strategies, and companies that will get them results. Readers will learn from some of the best people in the industry, including Amazon.com, one of the premier models of online affiliate marketing today!

Merchant companies large and small have set up elaborate partnerships with linking companies and others to market their products and services. Bags, books, clothing, computers, flowers, food, music CD's, and toys are among the more popular items marketed through referral programs today. Readers will learn about affiliate marketing companies who make a living by bringing merchant companies and individual Website operators, companies, and organizations together. BeFree, LinkShare, and Commission Junction are some of the leading affiliate solution providers cited in the book that readers should know about.

The readers of this book will learn how they can enhance the value of their Websites by linking with merchants offering products and services directly related to their own Website objectives. Consider a pet store owner linking up with a respected brand of high quality, high-protein dog food. Travel agencies can team up with manufacturers and distributors of name brand travel bags and luggage sets. A book reviewer could link up with an online book dealer to provide quick sales and delivery of books to his readers at substantial savings over traditional methods of buying books!

This book offers a great amount of technical help to business operators and Web developers by demonstrating how easy it is to set up effective Web page links. Banners, graphics, text, scripts, strategic placement of logos, and affiliate membership criteria are covered to make setting up shop easy. Screen shots provide readers with some outstanding examples of actual Websites that offer various forms and styles of affiliate linking!

Affiliate marketing through referral programs has a lot to offer merchants and their affiliates. Prospects are good for them to generate a lot of money in the years to come. Whether readers are merchants or prospective affiliates, this book will help them get linked up with the people they are looking for. The authors cannot guarantee success but they do a great job of preparing and encouraging their readers. Do you have what it takes to be the next Amazon.com?

Better than the others, but that doesn't say much.
The Helmstetter and Metivier book is better than most of the other titles in this category, but the category doesn't have any good books overall, so that's a pretty lukewarm recommendation. I can't characterize this book as a "must have" and find it fairly incredible that some other readers give it such high marks.

If you want to get up to speed quickly in affiliate marketing and affiliate programs, this is a good place to start. But you can skim this book in a few hours to get

what you need. Then its off to the Internet to get the latest information. In about two years, this book will be quite dated.

I think the authors are correct in their enthusiasm for affiliate marketing in general, but their treatment is superficial cheerleading. The mechanics of an affiliate program are pretty straightforward. It's the marketing that's difficult and they offer no insights here other than warmed over cliches.

Incredible book!!
This is one you cannot miss! Well written, easy to digest, and so very eye-opening. It makes you want to read every book Helmstetter writes.

A Good Place To Start
I have to say that I had high hopes for this book. However, once I received it, I was dissappointed. Everything that is in this book can be found on the Internet.

While this book does provide a lot of information, if you have researched Affiliate Selling at all...anywhere else...you probably already know what's in this book.

Having said that, if you are looking for a place to start to learn about Affiliate Selling, this may be it. This book is written for the person who knows absolutlely nothing about Affiliate Selling. It goes over places to sign up with and defines what Affiliate Selling is.

One of the first and still possibly the best
Released in early 2000, this was one of the first books about affiliate programs and it still sets the standard. While it didn't predict the demise of the dotcoms, this book is still very relevant. For the beginner, its basics and useful tips are exactly what you need to get started. But for the advanced reader, its unique and prescient predictions about where things where things are going are VERY interesting. (If you replace some of the book's references to no-longer existing companies with the newer term "XML Web Services," you have what amounts to a book that was written 5-8 YEARS ahead of its time! For instance, the authors were completely accurate in their prediction of the return of the importance of the individual/small site, a notion which was heresy in 2000 when the web was totally dominated by massive funded companies competing using millions of dollars from their IPO war chests. I credit the authors with this foresight and find their other 50,000-foot-level insights to still be fresh, insightful, and completely unique among the books I've seen in this category. This aspect makes the book required reading for anybody who thinks they know anything about affilate programs today.

The only drawback of this book is that many of the examples sited in the directory of affiliate programs are no longer around. But the authors do reference other affiliate program directories which still exist and that is really all you need to know to find suitable programs today. ... Read more

Book Description

Without the close, there is no sale. Pretty obvious, right? Yet, for many salespeople, closing is the most baffling and elusive part of the selling process. All too often, salespeople meet qualified clients and charm them with an eloquent presentation, only to see the sale mysteriously slip from between their fingers in the end. Which is sad when you consider all the hard work – the prospecting, preparation, planning, and practice – done for the sake of a moment of truth that never arrives. Fortunately, closing is an art that can be mastered, and now Sales Closing For Dummies shows you how.

Packed with powerful principles that can help you become a top-producing salesperson, Sales Closing For Dummies is the ultimate guide to mastering that most mysterious part of the selling equation. Tom Hopkins, the legendary sales genius who, by age 30 was the nation’s leading real-estate trainer, demystifies closing and shows what it takes to be a champion closer, including how to:

• Lead a sale without being pushy
• Read the signs of an interested potential buyer
• Use questioning methods that close sales, time and again
• Help clients feel good about their buying decisions
• Keep your clients’ business and build their loyalty
• Build long-term relationships and watch your sales grow

With the help of dozens of real-life examples from a wide cross section of industries, Tom shows why professional selling is about communication, not coercion. And he shares his considerable insight and experience on:

• Verbal and visual buying cues and how to recognize them
• Choosing the best location for closing
• Addressing concerns and creating a sense of urgency
• Time-tested tactics and strategies for ending customer procrastination, overcoming their fear, closing from a distance, and more
• The ten biggest closing mistakes and how to avoid them
• Add-on selling and other ways of getting your clients to help you to build your business

Featuring Tom’s Hopkins’ trademark “Red Flag” key points and situation scripts, this fun, easy-to-understand guide arms you with the hands-on tools and techniques you’ll need to become a world-class closer. ... Read more

Reviews (3)

ABC ALWAYS BE CLOSING!
I've been in Real Estate sales for just over a year. This is my first "sales" job so I was looking for something to help me with my closing skills. After reading the first 10 chapters of this book, I picked up several techniques and ideas from Tom's strategies that helped me. They helped me so much in fact, that I got two listings in one week! The commission on those two listings totaled $20,610! If I could recommend any sales book for a beginning sales person, or an experienced sales person that just needs some new ideas, this would be it!!!

A must-have for anyone in sales!
I found this book to be very helpful. My close ratio has increased by 150%! But most importantly, now that I have this knowledge I can finally afford a pool table for my basement and daily veterinarian appointments for my cat!

Tom is the Master Closer
I've been involved in sales for over fifteen years and I have yet to see another speaker/author come this close to perfecting and teaching the sales process. There are many other fine teachers, but Tom Hopkins seems to be the easiest to understand and the easiest to follow - even for the newest of my salespeople. And since he applies his disciplines to all industries, this may be the only sales guide you need - what a way to clean up that library! Truly a fine compilation of the best sales closings and how to use them. ... Read more

Book Description

"The Closers-Part 2" picks up where the original "The Closers" leaves off. Beyond the set closes, planned presen-tations and objection nullifications contained in the first book, "The Closers-Part 2" shows you what successful, sophisticated salespeople really do with all of that basic information. If "The Closers" original book can double your income (it has for many salespeople!), "The Closers-Part 2" can double it again! ... Read more

Reviews (4)