Book Description

Reviews (20)

A Sales System Unlike Any Other
This book was written for those who have serious problems with gaining access to others of special importance to them. Boylan offers a cohesive and comprehensive system to overcome all manner of barriers. He calls it The Circle of Leverage™ and explains it within six different sections entitled:

What's Been Keeping You Out

The Circle of Leverage™ System: What It Is, What's Behind It, and How It Works

The Circle of of Leverage™ System: The Ten Preparation Steps

Making Your Move: The Five Execution Steps of the Circle of Leverage™ System

Advanced Moves

Mastering the Circle of Leverage™ System

Obviously, this book can be very helpful to those in sales but if we expand our perspective to include other forms of persuasion, this book offers even greater value. For example, consider the potential relevance of the Circle of Leverage™ System to recruiting and hiring, M&A initiatives, competing with others in the same organization for its resources, use of customers as an extended sales force, use of "alumni" to locate talent, etc.

The Circle of Leverage™ System is sound. Boylan's explanation of it is thorough and lucid. I recommend this book highly to anyone who is both willing and able to make a sustained commitment to applying these principles. What else will you need? Tenacity and patience.

One of the best books on how to get to the decision maker
As a sales trainer, I am always looking for "books of substance" which explain in detail, how to work a sales cycle and how to sell and influence others. Michael Boylan's book is one of the best I've read over the last 15 years. Many people I've trained have used some of his techniques and suggestions that I've mentioned from the book. Bottom line is great instruction from the book, and we have had great results.

Thought prevoking
Michael has put some common thoughts on paper, but has drilled down to their importance inthe sales process. If you go into this with the intention of gaining a leson to add to you collection of resources, you will find this very helpful. If you are looking for the golden egg, sorry but look again.

There is no silver lining in the sales process, but with some sound advice you can dramatically increase your effectiveness which equalls more closed deals. This book gives some very sound advise as to some of the obsticle we as salespeople all face and a means of overcoming them.

I highly recomend this for anyone interested in improving their chances of closing that next deal.

Outstanding augmentation for existing sales processes
I am a VP Sales for a technology firm and I only recently read this book. I was so impressed with the innovative material I flew to MN to meet the author! Despite what the negative reviewers have said, this book is NOT a sales manual. It IS a manual for obtaining access. It is an excellent precursor to an existing sales process, but the sales process already needs to be in place. The author uses the term "bolt-on" addition which is a very good visual depiction of how this tool should be used.

Any good executive can tell you how difficult it is to be seen at the appropriate levels. More and more, callers and visitors are sloughed off to the next lower level, and if the caller doesn't have a compelling reason to stay at the executive level, they will invariably continue to be pushed down lower and lower until they are speaking with the lowliest of the non-decision makers, a "recommender." Horrors!

Don't sell this book short. "Getting In" is a master treatise on how to develop and keep access at the C-level. I highly recommend it.

More here than some readers may suspect
The negative reviews of this book complain that, according to those reviewers:
- The book says nothing new.
- The book says to do things that don't work.
- The book has only a little to say; most of the book is repetition and should have been only a magazine article.

I am a managing partner in a national consulting firm. My assistant receives an average of nine or ten sales solicitations that want to get through to me daily. In my experience, I have never had a salesperson call my office using the techniques described in this book. So does the book give us new methods? If my experience is valid, apparently so. My assistant has received many sales calls from sales people who did some research on our firm, and since I am as high up as you can get, many sales people start high. But to say that this is all the book is talking about is incomplete, I believe.

Three of my personal clients, all of them Fortune 1000 companies, have begun using the methods in this book. Those clients have increased the number of sales presentations by an average of 212%. They have increased the number of purchases by an average of 156%. They have increased their sales dollars by an average of 120%. One client, an advertising agency, has increased billings from clients captured in the last 12 months by 330%. Do the techniques work? Apparently. (By the way, our consulting firm started using these techniques, and by doing so within 12 months landed 7 new clients with an average billing of just under $1 million per client. Yes, it works.)

I am not offended by repetition. I welcome it. It gives me a chance to see the same topic from slightly different viewpoints. I begin to see the nuances. Most of the business books I read are very repetitive. That's fine. There is more here than simply sending out a bunch of form letters. For example, Boylan goes into the topic of "sincerity, honesty, and integrity regarding what you are selling" three times, at least. For a thoughtful salesperson, I feel there is a great deal to be aware of, and to think about in that topic. I'm glad Boylan repeats it.

And consider this: If this were a magazine article, which magazine would carry it? I doubt any of the big business magazines would. Maybe one of the Sales journals would. So how many people would see that article? I, for one, would not have. The costs of publishing and distributing a book require that the book sell for a minimum price, and who is going to pay that price for ten pages -- assuming that it is really a good idea to take out all the repetition? And remember this: the single-issue price of many journals today is $5 minimum, which is not much less than this book costs to buy on Amazon.

Would I feel manipulated by this method were it used on me? If it were really followed, I would not, because the core value of the method is honesty and integrity, which is contradictory of manipulation. But be careful: you have to REALLY follow the method, not just pay it lip service.

Would I meet with someone who used this method, where I ended up at the correct end-point of the process? ABSOLUTELY!

Bottom line: read this book carefully, with an open mind, and practice it carefully and with integrity, and you will likely reap good benefit. ... Read more

Book Description

Management of a Sales Force is the #1 selling text in this market.This book covers the concepts and applies the theories associated with managing a sales force. This text is praised for its practical, applied, student friendly approach. ... Read more

Reviews (2)

General sales management book
The book gives a general but thorough overview over the topics sales managers face in everyday situation. It is easy to read and good to understand.

Great handbook for any sales management professional!
Having used this text in the classroom several years, I feel that I really know this book. It is a great reference for your professional marketing library. ... Read more

Book Description

ROI selling works within a company's existing sales methods to increase the effectiveness and production of their sales force.

Current economic conditions are forcing everyone from large corporations to smaller privately held companies to maximize their revenue streams from new and existing customers.To be successful, firms today must outsell their competition and exceed customer expectations-thus creating long-term satisfaction and loyalty.

While basic sales methodologies instruct salespeople on the nuts and bolts of the sales process-who to approach in an organization, when to ask questions, and what to ask-ROI Selling takes them to a new level.Using a unique "360 Degree Measurement" technique, this guide provides practical tools for turning valuable customer feedback into a compelling case for their products and services.

Sales professionals will be able to demonstrate to the customer how their products and services will produce a more successful and tangibleoutcome than the competition. Techniques from ROI Selling are currently being used to effectively increase the productivity of sales forces in a variety of industries, and they have been licensed bythe authors of Solution Selling as part of their training programs that reach thousands of sales professionals each year.

Through the use of actual case studies, ROI Selling provides stories, success criteria, and actual statistics on value estimation to aid readers in building compelling ROI models for their own products and services. ... Read more

Book Description

Another book in the bestselling "Big Book of Business Games Series,"The Big Book of Sales Games delivers dozens of 5-20 minute games and activities designed to motivate salespeople, teach key selling principles, or just liven up a sales meeting.

Reviews (1)

Creative, specific ideas you can use
I found this book user-friendly, with sections that cover a variety of topics. There are activities for new sales associates as well as energizers for veterans. I started putting "flags" on pages with ideas that I liked and quickly filled up the side edge of my book. ... Read more

Amazon.com

This is Moore's second book expounding his high-tech marketing theories, focusing on what to do when you've followed his advice in Crossing the Chasm so well that customers are beating down your door and crawling in the windows, putting your business into a new lifecycle stage: the mass market. ... Read more

Reviews (31)

Marketing and business strengths, but "people" holes
Beyond the previous Chasm book, there's a great deal of additional depth in how to make the transition with your business to get your products out to a wider range of people. He also introduced the idea of companies that effectively "live" in one part of the adoption phase or another, not dominating it, but rather living off the share that the market implicitly either wants to give to another competitor to keep a diverse environment or because they're the low-cost clone alternative.

Like another reviewer, I found the gorilla / chimp / monkey metaphor a bit much, though primarily because the "gorilla company" metaphor is used in a slightly different way in the real world. My biggest concern was with the people issues; there's a lot of discussion around how to transition your company from one stage to another and how that will affect the various roles, rewards the people in those roles should expect, and even the type of work those people should be doing. I don't think -- especially for companies as people-based as technology companies -- he spends enough time talking about how you handle those issues, set expectations, and actually lead your company through these sorts of changes. Academically, I could see how he was saying to transform the company over time. Practically, though, I couldn't see how some of his messages could be delivered well. Especially to the engineers working on products.

I don't think we are in Kansas anymore, Toto
This was a groundbreaking book for many readers, who grew up in the pre-Silicon Valley boom days. How could Intel, Microsoft and other high-tech giants seize so much revenue, so fast? What were their marketing secrets and how can you apply them if you are in a new technology business? These are good questions and the description of how the successful companies stayed ahead of their competitors is educational. The rules look simple:
1. Just ship
2. Expand your distribution channels (and leave none unprotected)
3. Drive to the next lowest price point.

To me, this is more like staying ahead of the wave in surfing rather than riding a tornado, but whatever the metaphor, these are accurate descriptions of how high growth companies kept their products rolling and revenues coming in during high-demand times.

But do any of these rules apply to staying ahead of the competition during the lean times? Where have the tornados dropped everyone during the inevitable slowdown after a long, strong period of growth? Look at HP--who drove these rules to high success with the laser and deskjets and unbeknownst to many, took the lead in the home PC market too before the recession hit. Now, when spending on technology has been frozen by corporations seeking to hold costs down during the downturn, how do any of the marketing rules set out by Moore apply?

Well, the author points out that one has to be alert to when a new tornado is coming, though that is difficult. Now, when companies are slowing down is when technology developments in the skunk works are allowed to flourish; R&D has more time to perfect new technologies when there is little pressure to get out in a heated marketplace. Sooner or later, then next tornado is coming and the companies that are ready with strategic partnerships, competitive advantage, proper "bowling pin" positioning of product will profit. Right now may be the Year of the Monkey ("monkeys" compete on low price and low overhead) but the fundamentals have not changed for the next wave of a technology boom.

I like this book for looking at the fundamentals of companies who will be up and coming in the next recovery period, and for setting up marketing strategies for new products we are developing in house at our firm. Who has the best in-house R&D? What are the coming new technologies? Who's positioned to profit--look at the rules put forth in "Inside the Tornado" and see if you can make any predictions.

Recommended reading.

Pure High-Tech marketing
`Crossing the Chasm' and `Inside the Tornado' explain high-tech marketing strategies and product/technology life cycle. In the 90s, some of the most successful high-tech companies could be distinguished by their marketing strategies. Standard approach to marketing might be fine for other industries, but it has less chance of succeeding in high-tech industry. `Crossing the Chasm' refers to product's acceptance by mass market. Typical product adaptation cycle would go through various phases that include: innovators (very narrow market), early adopters, (much larger than innovators, but still nothing major), early majority (this is where you want your product to get), late majority (still huge market), and laggards. Now, in high-tech world, there is a chasm between early adopters and early majority. It takes different approach to cross that chasm and get accepted by early majority.
Once you are on the other side of the chasm, be prepare for the `tornado' phase. Your product/technology will take off with enormous power driven by huge market. You don't want to be at the point where market demand surpasses your supply. At this point your company can grow at hyper growth rate and gigantic revenues can be generated. We have seen this before so many times and some of the examples (Dell, MS, Oracle, Apple, etc...) are known to everybody.

Is It Still Useful?
Notwithstanding its well-written words, the dot-bomb bubble has clearly indicated high-technology may not quite be the donkey's braying.

True, the bubble's bursting may not be due to marketing's strategies.The best marketing strategy cannot force someone into purchasing a product.

Mike L.'s Guerrila PR: Wired also seeks to provide various techniques and tips for how to do promotions using the Internet, but does not limit itself to technology.

Moore's book is not without value, but now may not be the time to extol the virtues of the high-tech industry.

Tech Marketing Insight
Ever wonder why so many innovative products never have the commercial success that the innovation deserves? "Inside the Tornado" is an invaluable resource for high tech marketing. The basic philosophy behind the book is for high tech marketers to master the use product niches and specialization in order to transcend high tech products forward to mass-market acceptance by dissecting the product adoption lifecycle. A great read for marketers and techies interested in marketing their own innovations. ... Read more

Amazon.com

Close the Deal is bursting with hot leads for sales pros looking to sharpen their skills and win more customers. Authors Sam Deep and Lyle Sussman show how to capture sales without being pushy or arrogant. Deep, a consultant from Pittsburgh, and Sussman, a management professor at the University of Louisville, believe that the essence of selling is sticking to a system. "Masterful sales professionals are neither lucky nor gifted," they write. "They do not dream, wish or hope for victory. They go out and make it happen." The book is based on programs developed at the Sandler Sales Institute, a noted Maryland firm that trains thousands of sales professionals around the country.The authors contend that three keys to successful selling are asking the right questions, making supportive presentations, and finding exactly how to eliminate roadblocks or "pain" for customers. "There is only one reason you will sell anything: your ability to reduce a buyer's pain," the authors write. "You can't reduce pain if you don't know what it is. Buyers will tell you if you ask correctly." The book is easy to read and full of practical advice and tips. The authors provide 120 lists on topics like "Fifteen Steps to Better Listening," "Seven Fears all Buyers Have," and "Fourteen Ingredients of a Winning Proposal." Salespeople will find a powerful ally in Close the Deal. The book is a blueprint for finding and analyzing buyers, determining their needs, and getting the sale. --Dan Ring ... Read more

Reviews (8)

This is the Sandler Jump Start Program
Take the [$] Sandler Sales Jump Start training class and this is the book derived from it. Only thing missing is the class room participation. Put the two together and you've got something, buy just the book and you really only have 1/4 of the knowledge.

not worth the tree
This book has nothing new to add. Bad format. Dumb information.

More bullet points than checklists
This book is written so that you can get short lists of helpful tips on sales. I thought it was going to be more of a handbook of checklists - instead it is many, many different topics arranged by subject.

There is a companion tape set that you can get from Nightingale which has the same graphics on the cover but expands a little more on the content.

Overall I've found myself referring to the checklists inside this book a lot more than I initially thought I would - perhaps because the format lends itself to quick reading and re-reading.

Sandler Sales Institute is a national franchise which has an interesting and different perspective on the sales process.

Very Disappointing
This book was extremely disappointing. I expected much more from the reading. This book is not worth the paper it was printed on. I would not doubt if the positive reviews are from the authors themselves. They are very misleading. This book was a complete waste of time.

the Revolution of marketing books
i read alot of books in sales and marketing but this book is somethig different, it is easy to understand,clear,practical, and contain every thing a salesman need in his life. this book is the treasure but we have to dig to find it, and i hope one day all universities study this book. this book is the revolution of sales and marketing book, so take carw when you see some one have this books, because he know what he does. ... Read more

Reviews (5)

LAMP - An Usefull guide to Account Planning
LAMP is the best book I have read about Key/Large Account Planning. Most salesreps and hates the planning process and struggle with their plans. This down to earth approach helps a salesrep to organize his work in developing his account plans in a straightforward and pragmatic way. Instead of focusing on history, LAMP is targeting the future and helps you to align your resources through action plans.

This is a must have!! EXCELLENT BOOK!
The first chapter of this book was like reading an unauthorized biography of all my short comings in managing my largest accounts. Even as a top five performer, I still felt like I was flying by the seat of my pants. This book set out a course for improvement that has changed my professional career forever. If you manage large global accounts this book should be your bible. Mine is still drying out from massive highlighter use!

Building Strategic Relationships
In this age of consolidation, big companies keep getting bigger. For suppliers, losing any large account can be at least dramatic or at worst devastating. Large Account Management Process (LAMP) from Miller Heiman presents a logical, team friendly method of knowing how your company is positiioned in your large accounts, and what needs to be done to maintain or improve that position. Highly recommended.

Proven to be effective in real businesses
Answers the question "how should I be working with field sales."   Contains tables, worksheets, lists, and step-by-step approaches with examples.   The problem will be getting an entire sales and marketing team to adopt it. Even if they don't, after reading this book, you may find you relate to your sales force in a different, more productive manner. The only reservation I have about this book is that for the concept to be truly effective, an entire work team must complete the training described in the book. I know from personal experience that, when a work team completes the training, it works, and works well. The book, as well as it may be written, cannot substitute for the group training. If it did, I would rate it a 10+.

An eye-opener!!! It's an action-oriented book.
LAMP helped me see how critical it is to take care of our large accounts. I realized that our survival as a company depends on them. Right now, we are taking the necessary action to apply the concepts that we have learned from the book. ... Read more

Book Description

When Guerrilla Marketing was first published in 1983, its edgy approach helped it shoot to the top of bestseller lists. The book was a breakthrough for small businesses and has since yielded several classics bearing the immediately recognizable, Guerrilla name.

Now, at long last, Jay Conrad Levinson has teamed up with two high-profile PR execs - Rick Frishman and Jill Lublin - to produce GUERRILLA PUBLICITY: Hundreds of sure-fire tactics to get maximum sales for minimum dollars

The PR bible for a new decade. The book lays out an aggressive plan for learning how to build publicity campaigns from the inside out, zeroing in on a targeted market and infusing a marketing plan with publicity hooks.

This powerhouse work also includes:

Inside information on how to make friends in the media

Simple ways to get others to spread the company's message

Sample press releases and media kits-"Guerrilla" style ... Read more

Reviews (34)

Publicity is a great tool for Guerrilla Marketers. Read on.
The whole Guerrilla Marketing paradigm is based on using non-financial resources to do your marketing especially when you are strapped for cash as a small business. Read 'Guerrilla Marketing' by this author before reading this book on publicity as it is a precursor to any of the books in this best selling series.

Since the Guerrilla Marketing plans are all based on a lot of imagination, intellect, and effort, Guerrilla Publicity is probably one of the best tools to use (it's free!). Publicity is defined by the author as 'the art of building favorable interest in your product or service. It's creating a buzz, an identity, name recognition, and getting your message across. Publicity is a part of public relations'.

The hundreds of publicity ideas are summarized in about thirty three 2-3 page chapters that pull together related ideas. As with all of this author's books, this book is very easy to understand and implement. The only complaint I have is that the sections on Internet related publicity are a little weak. Even though there is no perfect book on the subject of Internet publicity, there are better books out there than this one. But even so, the Internet related sections are very good, just not at the same level as the rest of the book.

Publicity as a marketing tool is probably one of the hardest things for a small business to master as most small businesses are formed out of technical competence before being forced to learn all the other skills needed for a successful business - marketing, sales, management, etc. After reading this book, I became even more committed to mastering the art and science of publicity as a marketing tool. No small business can avoid this tool on the path to success.

Go ahead and invest in this inexpensive book. You won't regret it. Good luck!

Packed with Knowledge!
Co-authors Rick Frishman and Jill Lublin join Jay Conrad Levinson, author of the 1983 bestseller Guerrilla Marketing, in establishing the war plan for your guerrilla approach to publicity. You supply the planning and persistence; they'll supply the battlefield strategy. The authors take you into the newsrooms and show you how to generate publicity without making reporters dread your calls. You'll learn how to turn rejections into opportunities and how to muster every tool in your arsenal most effectively, from press releases to e-mail. It's a little too list-oriented, but this thorough manual does include plenty of sample materials, including bios, press kit components and printed promotional goodies. We from getAbstract recommend this book to savvy strategists who aren't afraid of wanting - and getting - attention.

Govt communicators should also see Media Relations Handbook
All of Levinson's books are great, but government communicators should also see a practical book written by a Washington pro, Media Relations Handbook for Agencies, Associations, Nonprofits and Congress. The Handbook is written by Brad Fitch, who has more than a decade of Washington PR experience, with a Foreword by Mike McCurry.

What others have said about Fitch's book (about which you can see more at MediaRelationsHandbook.com ):

"Great advice for beginners and experienced media hands. If you are a media relations professional--either beginner or seasoned veteran--this is the book for you. Brad Fitch, who spent many years fielding reporters' tough questions on Capitol Hill, has written a timely, practical guide to handling media relations that is filled with solid professional advice. What goes into a press release? How do you develop a strategic message? You've got a digital camera and a fax machine, but what else does your office need to effectively handle the media? Before you start talking to a reporter, do you know the difference between 'on the record,' 'off the record,' and 'background'? When there's an immediate crisis in your organization, what are the eight mistakes that you absolutely must avoid? How do you handle your paranoid boss when he or she has to confront the press? You'll find the answers to these and many other everyday problems in this book. Fitch also gives valuable advice on how to set up an effective website and how to use e-mail for optimum communications. Excellent book for professionals who work in federal or state agencies, trade associations, non-profits, state legislatures or Congress. It's the only handbook you'll ever need."
-- Dennis W. Johnson, college professor and former Capitol Hill senior staffer

"Provides valuable advice for those who flack for a living."
-- Roll Call

"A superb blend of theory and practice, written by someone who uses words like Gallup uses polls."
-- Steve O'Keefe, author "Complete Guide to Internet Publicity" and Adjunct Faculty, Tulane University College

"Uncertain how to interest the press in your pressing issue? Having difficulty preparing your media-unfriendly boss for a tough interview? Worried about the next communications crisis and how to handle it? Brad Fitch answers those questions and many more in this crisp, clear and completely useful book."
-- Tucker Carlson, Co-Host CNN Crossfire, author

"A seminar from TheCapitol.Net is one of the best ways to learn from the experts about how Washington really works. Now all that insight and information has been packed into this invaluable volume. I suggest you read it, and become your own expert."
-- Steven V. Roberts, syndicated columnist, TV and radio analyst, college professor

"Brad Fitch has performed an admirable public service by giving public relations students and professionals alike an indispensable tool. His book provides a road map on both the practicalities and principles of PR, and he shows that honest PR is not an oxymoron. Now it's up to all of us in the media and spin industries to keep our end of the bargain."
-- Ed Henry, Congressional Correspondent, CNN (formerly Senior Editor of Roll Call)

"This volume is an invaluable road map to the mean streets of a city where information is power and power is everything. Brad Fitch has written a rich 'how-to' lesson for pros and for novices who must negotiate the competitive landscape of America's new media."
-- Ann Compton, White House Correspondent, ABC News

"Media Relations Handbook is to political campaigns what The Art of War is to military campaigns: an essential strategic reference that winners should never be without."
-- James Carville, Co-Host CNN Crossfire, author

If you are a government comunicator, you should get Guerrilla Publicity and Fitch's book, MediaRelationsHandbook.com , or search Amazon using the ISBN: 1587330032

Packed With Knowledge!
Co-authors Rick Frishman and Jill Lublin join Jay Conrad Levinson, author of the 1983 bestseller Guerrilla Marketing, in establishing the war plan for your guerrilla approach to publicity. You supply the planning and persistence; they'll supply the battlefield strategy. The authors take you into the newsrooms and show you how to generate publicity without making reporters dread your calls. You'll learn how to turn rejections into opportunities and how to muster every tool in your arsenal most effectively, from press releases to e-mail. It's a little too list-oriented, but this thorough manual does include plenty of sample materials, including bios, press kit components and printed promotional goodies. We recommend this book to savvy strategists who aren't afraid of wanting - and getting - attention.

Should be titled: PR THAT WORKS!
This is a great book loaded with lots of great promotional ideas and strategies to help you publicize your business. If you apply the principles outlined in this fabulous book you will definitely be successful in your PR efforts.

PS If you try to do PR without this book, you will pay the price of trying to reinvent the wheel. (Before you blink an eye in the PR world--that could easily be 30,000 dollars)

I found this book to be worth every penny I paid for it, plus much more! To say that I highly recommend this book would be an understatement.

Zev Saftlas, Author of Motivation That Works: How to Get Motivated and Stay Motivated ... Read more

Book Description

Selling is really about people skills – to be successful in sales, you must be able to cooperate, have good listening skills, and be willing to put others' needs before your own. With selling skills in your arsenal, you'll be happier in a lot of areas of your life, not just in your career (although that will certainly benefit too).

But this guide is not only for traditional salespeople who want career enhancement. It's for all people, because everybody can use selling skills to change or improve their lives. This book is for you if

• You're beginning a sales career, or just looking to brush up your skills.
• You're unemployed and want a job, or you're employed and want a promotion.
• You're a teen wanting to impress adults, or an adult wanting to succeed at negotiation.
• You're a teacher searching for better ways to get through to your students, or a parent wanting to communicate more effectively with your children.
• You've got an idea that can help others, or you want to improve your personal relationships.

Selling For Dummies is divided into sections so you can easily turn to the part that interests you most. You'll find out how to

• Define what sales is and what it isn't.
• Prepare for a sale – everything from knowing your clients to knowing your products – to set you apart from average persuaders and help you hear more yeses in your life.
• Say the right words – and avoid the wrong ones – in each stage of the selling process.
• Separate yourself from the average salesperson by staying in touch with your clients.
• Cope with rejection, a natural part of life, no matter how skilled you become.

Whether you're starting out in sales or have been at it since the beginning of time, this guide offers great information to keep you upbeat and moving forward, allowing you to treat selling with the same joy as you treat your hobbies and pastimes. ... Read more

Reviews (8)

How to be a cheesey, manipulative, successful salesperson
I, personally, run like hell in the opposite direction when I encounter the cheap, manipulative tactics taught in this book.

But let's face it, this stuff works. A lot of people will swallow it hook, line and sinker.

So if you can stomach being considered lower than pond scum by those who can see through this kind of crap, this book can help you become a rich and successful salesperson. Just sell your soul first.

I became a champion sales professional!
I come from a technical background and had no idea what selling is all about. Selling For Dummies taught me everything I need to know about selling, from what to say, how to say it, time management, motivation and everything under the sun that is related to selling! I keep a copy on my desk and use it to write thank-you notes as Mr. Hopkins demonstrates.

As I write this, I have been in the business of selling for little over a year. I have been a steady quota achiever and even won awards for selling above quota. I have read 3-4 other sales book and a heard several sales audio CD's but many other books or audio books assume that you know something about selling.

Read this book first before you read any other sales book.

Excellent for Start up Companies
As a small business owner, I found this book extremely helpful. It really assisted me in formulating both a big and small picture of how I want my business to grow. And, much of the advice is useful not only with regard to selling, but for everyday life. It provides tips on how to persuade without being pushy and uses concrete examples to illustrate its points. It also inspired me to become a great salesperson and business woman. It is written in a clear, concise way that is easy to follow and understand. I felt that sometimes it was overly simplistic and optimistic, but overall, it is well worth the purchase.

No color pictures, but some funny cartoons...
After getting used to seeing color in some of the KISS (keep it simple series) books, this was more stark in contrast. I also don't like being called a "dummy" but I get their point. My husband purchased this book when he was selling homes and it did seem to help him quite a bit. He has now gone on to a even more "sales" oriented position.

I think in a way, we are all selling something. We are trying to sell our ideas, our job skills, etc. If you want to try to persuade everyone to come over to your side then you have "tried to sell" your idea to them.

This book will help everyone who is trying to perfect "the art of selling." Everyday we are faced with situations in which communitcation is essential to our success.

In this book, you will discover how to get others to say "Yes." You will also learn how to handle setbacks. ...

Great Introductory Book into the World of Sales
This book is a great book for someone who is interested in Sales but hasn't really taken the time yet to learn the information associated with it. It does a great job of explaining the different sales techniques in a down to earth manner. At times the chapters can be a bit redundant, but the information that is repeated is important information and helps the reader memorize the different ways to sell products or services. I went through the book with a highlighter and this has helped me gain a good introductory understanding of the Sales world. ... Read more

Book Description

For the first time ever, "76 Ways to Build a Straight Referral Business" offers a comprehensive guide to referral success in one book. The fastest way to build business is through referrals. Find out how one person sold one billion dollars of product in one year with one idea, how a regional office became #1 in the country, and how Lorna Riley increased sales by 600%. This bottom-line reference tool shows how to speed up your earnings through powerful, practical strategies you can immediately put to use. You'll learn how to: • achieve more "yeses" in less time.
• build a referral business when you don't want to ask for them.
• motivate others to refer business your way.
• the appropriate way to ask for referrals.
• create a steady stream of customers.
• implement the most powerful business secret in the world.
• use technology for profit.
• increase your efficiency and effectiveness.
• sell the big accounts.
• get professionally noticed.
• work less and earn more.
• make money in your sleep.
• leverage your time.
• have prospects ask for you by name.
• outsmart the economy.
• create a steady and predictable income flow.
• work less and earn more.
• earn when there's no one "minding the store."
• leverage customer contacts as an additional sales team
• tap your unused potential. ... Read more

Reviews (1)

MONEY MAKER
EASY READING. PRACTICAL AND WORTHWHILE IDEAS. GREAT BUSINESS TOOL TO BUILD YOUR PRACTICE. WILL MAKE MONEY FOR YOU AT A FAST RATE. ... Read more

Book Description

Major emphasis is placed on the basic premises of criminal law, including its sources and general limitations. This Hornbook provides detailed discussion on the topics of responsibility, justification and excuse, inchoate crimes and accomplice, and liability. Attention is also given to subjects such as causation, insanity, and conspiracy. ... Read more

Book Description

Stephan Schiffman, America's #1 corporate sales trainer, delivers more of the simple, direct, easy-to-apply sales advice that has helped thousands of businesses around the world. He reveals 25 new sales-building strategies that he's developed and tested during his years of training top-notch salespeople. Put these effective, yet simple, strategies to work for you!

Take Immediate Action
Be Punctual
Return Calls within Twenty-four Hours
Follow Through
Observe
Ask the Right Questions
Use Fallbacks
See Everyone at Least Once
Know When to Retreat
Keep the Closing Phase Simple ... Read more

Reviews (4)

Good read but apply what you read!
All Sales Strategy/improvement courses/books are very simple. The problem is that 90% of sales people don't pick up a book in any given year to improve their performance and, of the other 10% who read a book or do something to try and improve their sales results, 90% of them fail to apply what they have learned on a consistent basis.

That means that 99% of people fail to improve their results via books/courses!

Having said that I absolutely enjoyed this book because of is its simplicity, written in true "little book" form. I really like these books as they are quick reads by cutting through 90% of the (...).

They key to getting long-term value out of a book like this is to practice what you read. I know that when I was applying various techniques I learned in the past my results went up on a consistent basis so I am going back to the books and applying the techniques/skills on a more consistent manner.

Whether you like it or not you are selling everyday. You are selling yourself regardless of what you do for a living. You sell yourself to your family, friends, co-workers, etc. You are creating an image in that person's mind of what they associate you with (pain or pleasure).

Another insightful book on sales is How to be a Rainmaker, by Jeffrey Fox and Successful Selling by Brian Tracy.

simple, direct, effective sales strategies
shiffman has done the impossible: made the sales process simple. no, not easy - it takes effort. but this small book is profound. there are tons of books that miss the mark... but this 128 page wonder breaks the sales game down to 25 common sense strategies that could forever change your productivity! CEOs, CIOs, and top managers as well as traditional sales folk need to consume this book - today!

-ski

Good Habits and Good Ideas
A good primer for anyone who wants to develop good selling habits. Especially well-suited for the business-to-business sales environment. Easy to read and practice. For a deeper look in the same line, I recommend Miller and Heinman's "Strategic Sellng" and "Corporate Selling." For great book on practical sales philosophy, you can also try "The Art of War & The Art of Sales" based on Sun Tzu.

salesforce management
I want to knew about of sales strategie ... Read more

Book Description

4 CD set of Soft Selling in a Hard World, second edition-revised and updated, paperback published by Running Press. Book is read by author, Jerry Vass. 3.7 hours long. ... Read more

Reviews (16)

Changed my outlook on the profession of selling
I always thought I must be a terrible salesperson because I did not like to give a "spiel" but preferred to understand the customers' needs. After reading this book and taking the Vass training class, I now thoroughly enjoy selling because I realize that I am good at practicing this art and the Vass philosophy has helped me improve upon my methods.

Finally an ethical book on the art of persuasion
As a professional salesman of 15 years I'm constantly searching for information to help me get an edge. The older I get the more I've realized that an "edge" in the sales world is simply building a firm understanding of and consistently applying the basics to the art of sales.

"Soft Welling in a Hard World" by Jerry Vass is a quick-read but filled with powerful, ethical and usable tactics designed to help you understand your buyers while gaining significant credibility in their eyes.

If you're like me you have a handful of dog-eared, highlighted gems that you keep on your night stand. Mr. Vass has earned a spot in the company of Frank Bettger, Dale Carnegie, Norman Vincent Peale and Napolian Hill.

Rick Zaniboni
RE/MAX on the River
Newburyport, MA 01950

Distillation of Course Worth Thousands, a Real Gem

I just took the executive sales training course that this book summarizes, essentially a "CEO to CEO" sales course but applicable at any level of direct sales, and I cannot say enough good things about the author, the book, or the training--my last twenty years literally passed before my eyes as I understood his key points: purchase decisions are made by individuals on an emotional "what's in it for me" basis, and then justified on a rational "what's in it for the organization" basis. Any sales effort that attempts to stress features and capabilities, as 99% of all of us have been doing, is destined to be lethargic and hit or miss.

The author and his team have a formula and it is a formula that is already working for me: listen instead of talk, solve instead of sell, and a few others that are only offered in the course not the book.

The author is devastating in critiquing what he calls "puffery", all those now meaningless phrases about "best in class" and so on.

Finally, the author is extremely effective in helping truly good executive sales people do a cost analysis that at its most brutal, makes it clear to the client that what they are buying or not buying now is costing them a great deal more than what you are offering as a solution to *their* problem, which in turn justifies your getting top dollar because the return on investment in your more expensive capability, with no hidden costs, is greater than the return on the cheaper or partial solutions.

I strongly recommend the book for a taste of how to do soft selling in a client-friendly manner, and I strongly recommend the three-day course which is where they walk you through the entire process of creating mission statements, benefits to the client, listening probes, and closing statements that pull it all together.

It will take more than one course to overcome 20 years of coming at it the wrong way, but if you are seriously interested in dramatically changing your tone, your approach, and your relationship with your best clients, start with this book and then go on to one of the courses.

This was, incidentally, as an executive, my first formal training since 1986--20 years ago, and as I finished it up, I could only wish someone had shown me this path ten years ago or before.

Great, specific examples and methodology
I keep this book by the couch and periodically read a section (again) from it... it is like watching a John Wayne movie - you feel comfortable seeing it again. As a former accountant and software guy, this book helps bring together the separate tasks you need to follow as a methodology to complete a sale. I recommend it.

A handbook for the effective salesperson
This book helped me develop my selling skill. I am an InternetMarketing Consultant ... and I deal with individuals and small tomedium size businesses. After reading and applying the lessons fromthis book, I learned the mechanical skills that are necessary to be aneffective salesperson. I can now focus more on the customer's problemsand recommend solutions at the least time and effort. I really likethe 90-second close. From getting appointments to actual signing ofcontract without the customer having to say yes to complete thetransaction. It works for me.

For those who wants to get inspiredor wants to get entertained, this book is not for you. This book is100% how-to manual that should reside in your briefcase for quickreference. ... Read more

Book Description

Joe Girard knows what it takes to go into the trenches every day and come out with sales-and he knows how to help you do it, too. In this book he shows how any salesperson in any field can achieve extraordinary success the Joe Girard way: going belly to belly with customers and making every right move to get to the final sale. From what to say and how to say it to making cold calls that work and "locking up" a wavering buyer, here is the complete, unrivaled Girard selling system, including:

* Joe Girard's 250 rules-it can pyramid one successful sale into 250 more!
* The secret of developing customer profiles to guarantee future sales
* The art of bird-dogging and how it will put other people to work for you.
* Joe Girard's unique method of seeing a potential customer as both a friend and an adversary-right up to the final sale.
* Five ways to turn a prospect into a buyer-every time! ... Read more

Reviews (12)

This book couldn't put me down
This book offers a deep insight into the most amazing life achievements of a man called Joe Girard. I enjoyed the author's great sense of humour, which made the book a fun to read. His obvious passion for life and selling cars, would surely inspire anyone who is interested in improving their sales technique. A great read for anyone wanting to sell their soul. Jo Sea

Practical advice and plain talk.
J. Girard lays the business out where it should be: Sales is not for the faint of heart and the only way to truly succeed is to win the customer, close the customer, then pay the customer to send you more customers. His best advice: It is better to sell more product with a smaller commission than sell less and have to max out every deal. Also that every sale is really made to 250 people (even though that is less now because people are less connected). The book was funny because the prices on the cars and services was very oudated in my copy.

Joe Girard would never sell a car to me.
I can't really recommend this book. Joe Girard comes off very much like a salesman -- the kind I run from when *I'm* buying a car. He talks about using flattery to get the customer in the door. Of course, I don't think a salesperson should antagonize anyone, but he makes it sound like the phoney kiss a-- talk that so many tranparent salespeople use. Small lies are okay, he tells us. For example, a customer calls and wants a powder blue car with options X, Y and Z. Maybe he only has options X and Y and his car is gray. Nonetheless, he says he has the car the person wants anyway, and come on down. He can talk him out of powder blue and into gray later, and the missing option probably doesn't matter a lot anyway, and he can sweet talk the prospect. That's dispicable and a con. He talks about having every brand of cigarette in his office (the book was written in the 70s) so if the customer wants to go out for a smoke, he has no excuse to leave the office and postpone the sale. He talks about keeping *liquor* in his office to loosen up the prospect (Serving liquor to people who take test drives in unfamiliar cars! What a swell guy!) He drinks along--water, of course. Don't want *him* to be "relaxed," do we? It sounds like the sort of thing Jenny Jones would do--Oh, wait, she has!

I find a lot about this book unsavory. There are some good general tips about prospecting and bird-dogging, but these are available in other selling books that I don't want to take a shower after reading.

I also have to disagree about some things he things are bad habits. It sounds like a good idea to not join the "bull pen" and yak with the other salesmen. However, to a *certain* degree that is not a bad thing to do: it builds camaraderie and steels oneself for the difficult task of selling. Of course you don't want a salesforce that stands by the water cooler all day, but it's not good to spend 110% of your time on nothing but getting new customers either, or you could become a burnout case.

And then there's Joe's teary life story. Personally I picture Leonard DiCapprio playing the role of young, dirt-stained Joe, being beaten by his father, being beaten by his employers, being beaten by his customers, being beaten by random strangers, walking hundreds of miles in snowdrifts to get to his job, uphill both ways. Sorry, I don't buy it. Not that he didn't have a hard life, and surely his father was abusive (all too common back then, unfortunately). But his tone throughout is one of utter innocence to everything going on around him. He reacts to everything, it's all done *to* him. He got fired from his first job for selling too much, because the other salesmen were jealous? Yeah... He glosses over his own failures, and they only amount to slugging a customer when he called Girard an ethnic slur. Compared to his life, Dickens had a Disneyesque childhood. The reader should remember all salesmen sell stories, and he's no exception.

Oh, one more thing: the book is redundant. It's short as it is, but the way he repeats himself, it could be half its present size. --Or maybe a magazine article.

meat and potatos
The book gets right down to the details that are needed to make the sale, or even more important, get the customer in the door in the first place. A great motivational and educational book to add to the library.

Fun Guide
First, this book is misnamed. It should be called something like "How to build a great sales business." That being said, it is my only real critisism of the book.

He starts off by giving his own personal history, which is interesting reading, but not really what I am here for. He then goes into selling lessons, and for anyone that has built a sales business (and thinks of their selling as running their own business), he really lays out some good stuff. He talks about how to build a referal network, how to brand yourself in the market place, the importance of taking care of your customers and your coworkers, building and maintaing your contact lists, the importance of high activities and many other lessons.

As I sales manager, I would take out some of his chapters and give them to my sales people to read because I thought they were so good. The chapter on "Don't Join the Club" is worth the purchase price of the book if you are an inside sales person or a manager of them.

Easy read, you will knock it out in a couple hours. Highly recommend. ... Read more

Book Description

More than 20,000 investors cashed in on the strategic sales secrets found in the first edition of this expert stock guide. Now, with the stock market at all time highs, even more readers are eager to identify the most opportune time to liquidate their stock positions and steer their investing decisions safely and profitably through a volatile stockmarket.

An investor's success depends far more on when they sell a stock than on when they purchase it. And yet, most investors have a tendency to hold on to a stock far longer than is profitable. Brokers, too, have their own hesitations about advising clients to sell. The inescapable conclusion is that investors need help knowing when to cash in whether they are individual investors, stockbrokers, or money managers. It's When You Sell That Counts helps investors identify and overcome their resistance to selling stock and shows them how to earn the maximum profit through strategic selling. It also provides investors with practical advice on how to sell successfully in changing market conditions including a checklist to help investors decide if they should sell or hold in adverse markets.

It's When You Sell That Counts reveals for the first time:

• The hidden reasons we resist selling
• Survival tactics for individuals in the market jungle
• The ways investors rationalize their inaction
• The most powerful hold/sell test

Reviews (11)

Selling Advice for Investors
Cassidy does a good job informing investors that there is more to investing than simply buying stock and then forgetting you own it. The selling decision is a vital part of the investment process for all successful investors. The author discusses reasons why investors fail to sell intelligently and guides them to making better decisions. Once the decision to sell has been made, I recommend investors consider using call options to sell the stock at a price above the current price. To learn how to accomplish this with options, read THE SHORT BOOK ON OPTIONS.

Defensive trading techniques. Not for investors.
This book has 2 problems, which account for my low rating:

1. This book is focused only on "trading" and not investing. In other words, it seeks to maximize short term profits, and does not deal with the investor who is willing to take risks and ride out adversity and selling opportunities for a profit in the long term. Unfortunately, this orientation is not explained in the book description, and is only stated as a "by the way" on page 87. I probably would not have bought it if I had known this. For the investor, this book is of very limited value. It is hard for me to judge the value to traders, since I am not very knowledgable on the subject.

2. The bulk of this book is explanation of technical sell indicators. There is no attempt to connect between them, merely to catalog all the various "sell" signs. The fact that many of the indicators may contradict themselves with an individual stock is not dealt with.

On the positive side, the first part of the book lays out a laundry list of reasons why there is a bias against selling, ranging from the nature of the brokerage industry to behavioral economics. I found this part of the book very interesting and fresh, and it provided useful food for thought about my own patterns of selling. If you can find the book cheaply, it is worth the price for the first section alone, even if you are an investor and not a trader.

Quite a good book..
I purchased this book based on the rave reviews on Amazon.
In general it is well written. In my opinion it is one of the first books a retail investor has to read when dealing with a broker. On the other hand, if I were a broker, I would buy it for my clients.

The comparison to the similarly titled book by Justin Mamis, in my opinion, is simply a coincidence. They are totally different books directed at different audience. I would put Mr. Mamis' book in the same category as the book by 'Tape Reading and Market Tactics' by Humphrey Neill.

Final thought.. if you buy this book (as a new investor) and find that the information is overwhelming. It is time to find a good money manager to do that on your behalf (check the Market Wizard books by Schwager). Investing is a costly game ..

Buy and Sell NOT Buy and Hold
If you are one of millions of investors who lost a significant amount of wealth since 2000, you should read this book so it doesn't happen again.

Buying a stock or fund is relatively easy. There are legions of "experts" who will tell you what to buy. But buying is only half of the story. Selling, most experienced traders would argue, is more important. Selling preserves capital, reduces risks, and retains profits. Yet, it is very rare to find someone who will recommend when to sell an investment. The fact that Cassidy's book is one of the very few that addresses selling a stock makes it unique.

Cassidy addresses the common objections to the "buy and sell", as opposed to the "buy and hold" approach to stock investing, and also provides some guidelines on when to close out a trade.
If you decide to invest in individual stocks, you MUST read this book. Buy and Hold is for index funds. The buy and sell approach is a MUST for individual stocks. If you doubt that, think of Enron.

Must Own and Use
It is one of those things that most of us never thought about in the 90s, SELLING. The author does a very good job of describing the psychological roadblocks to selling. Additionally, he gives you a good technical and fundamental set of rules to follow on holding vs. selling stocks. There are two books that I would recommend on selling, this and "When to Sell" by Justin Mamis. ... Read more

Amazon.com

Faith Popcorn isn't shy about telling you who she is or what she can share with you: "I am a futurist. A trend-spotter. A cultural detective." Nor does she beat around the bush in relaying the importance of her theory: "Understanding EVEolution and implementing it ... means the difference between building healthy brands and profitable relationships with women ... or building a flimsy, fluffy foundation with no future." Her vision is large and her passion is palpable, and what she offers in EVEolution is an effective way to know and tap into the increasingly important and lucrative female market.

After establishing men and women are biologically and "shop-ologically" different, Popcorn delivers her central message--that there's a huge difference between a customer who buys your brand and one who joins it. The former is good for the moment, while the latter is good for life. Popcorn believes attracting and engaging the lifelong customer requires rethinking traditional marketing methods using her eight "truths" of marketing to women. These include making your brand a contributing and worthwhile member of the community you create; acknowledging that women lead multiple lives simultaneously--marketing to only one at a time is limiting for you and annoying for them; and remembering to be subtle--women think laterally and notice things peripherally. These and the five other "EVEolutionary" truths are followed by dozens of companies, most of which have gotten the point and are reaping the rewards of an effective brand.

Popcorn definitely has her finger on the pulse (or the popper), though this kind of slick analysis of our too-fast-paced modern age can sometimes get a little tiresome--like an extended session of navel gazing. But someone has to do it, and Popcorn's ability to spot the trends and spout the zeitgeist gives her a healthy leg up on the nonsavvy marketers out there. If you're one of them--and don't have a clue about the complexities of women and how to market to them--read this book. Popcorn will get you into shape in no time. --S. Ketchum ... Read more

Reviews (34)

Eliminate Stalled Marketing Thinking -- Become Irresistible
7 Stars *******

I am a big Faith Popcorn fan. That led me to go into reading this book with high expectations. What a great deal it was to have those expectations well exceeded!

Tom Peters first raised the theme of this book in his book, The Circle of Innovation. The vast bulk of most consumer purchases are either made or strongly influenced by women. Stop marketing generally, and be sure you marketing is gender friendly in the broadest sense. But Tom, as a man, could only take that point so far.

Faith Popcorn has really explained it very well. She has identified 8 key principles:

(1) Women link (the marketer's job is to make that easier for women -- witness the success of women-only Web sites)

(2) Serve all of a woman's needs, not just the ones she has part of the day (if she needs convenient ordering, be sure to offer everything she wants to buy conveniently -- take-out foods for all meals)

(3) Women want their needs anticipated (if she has to tell you what she wants, it's all over -- lots of work, stress, home responsibilities and money mean that home spas are doing well)

(4) Use the indirect approach (women prefer to notice things on their own and apply them, rather than getting a direct, hard sell -- women notice institutional appliances in great restaurants and put them into their own kitchens)

(5) Go to her and make it easy (witness the success of at-home direct selling)

(6) Sell one generation of women, and you get the next as well (see how children now dress like adults at a very young age, because Mom and daughter want to look like each other)

(7) Take on a role as a trustworthy adult to help women, and they will link with your brand (GE Financial Assurance provides a mentor role for women entrepreneurs)

(8) All the details matter (organic foods are taking off because they are healthier, even though very expensive).

As interesting as these points are, Faith Popcorn also deserves praise for the superb way she explains her ideas. In the beginning of the book, she has one example of each concept. Then there is a chapter on each principle. The chapter has many examples, and finalizes with one thorough one drawn from her consulting experience. Then, to be sure you've got the point, she takes well-known brands in each chapter and points out what they are NOT doing that they should be.

The crowning glory is a chapter on all of the things that Ron Perelman and Revlon are doing wrong, and compares it with how the brand was run originally. Faith couldn't find much of anything she likes about the Revlon approach. As a matter of fact, the company has done poorly.

But, at a broader level, this book is also about marketing in the 21st century. Although the focus of the book is women, those who market to men will often benefit from following the same advice. Saturn, a role model she describes, is not just appealing to women. Men like to be treated like people, too, when they buy a car. As a loyal Saturn owner, I know the approach worked well with me.

I can hardly wait for her next book! Have a great time as marketers begin to apply these principles, providing a better consumer experience for customers and more business success for their companies.

One trend she did not explicitly address are the many consumer goods companies that are converting to having mostly women in product design and marketing. That should help, too.

Faith's Female Friendly Finds!
This book deserves more than five stars!

I am a big Faith Popcorn fan. That led me to go into reading this book with high expectations. What a great deal it was to have those expectations well exceeded!

Tom Peters first raised the theme of this book in his book, The Circle of Innovation. The vast bulk of most consumer purchases are either made or strongly influenced by women. Stop marketing generally, and be sure you marketing is gender friendly in the broadest sense. But Tom, as a man, could only take that point so far.

Faith Popcorn has really explained it very well. She has identified 8 key principles:

(1) Women link (the marketer's job is to make that easier for women -- witness the success of women-only Web sites)

(2) Serve all of a woman's needs, not just the ones she has part of the day (if she needs convenient ordering, be sure to offer everything she wants to buy conveniently -- take-out foods for all meals)

(3) Women want their needs anticipated (if she has to tell you what she wants, it's all over -- lots of work, stress, home responsibilities and money mean that home spas are doing well)

(4) Use the indirect approach (women prefer to notice things on their own and apply them, rather than getting a direct, hard sell -- women notice institutional appliances in great restaurants and put them into their own kitchens)

(5) Go to her and make it easy (witness the success of at-home direct selling)

(6) Sell one generation of women, and you get the next as well (see how children now dress like adults at a very young age, because Mom and daughter want to look like each other)

(7) Take on a role as a trustworthy adult to help women, and they will link with your brand (