Book Description

In the ever-changing world of sales, there is no single, sure- fire, tried-and-true method that can be readily imitated by anyone to miraculously improve performance. In fact, the world's best salespeople are not characterized at all by their technique. But they do share one common trait: Successful sales reps use their individual aptitudes to succeed in their work environment. DISCOVER YOUR SALES STRENGTHS is an extraordinary program built upon the concept that every person already possesses the tools necessary to become an amazing salesperson.Grounded in extensive Gallup research conducted over 40 years and based on hundreds of thousands of interviews with sales managers, salesmen, and consumers, it teaches individuals to focus on personal strengths and talents, and then guides them to transform those assets into solid sales skills-and successful careers. ... Read more

Reviews (12)

Strengths & Sales = Gallup Delivers
Once again the Gallup organization, specifically Benson Smith and Tony Ruttigliano, deliver a good usable book to help improve your career based on strengths. This book begins with Gallup's common message, based on research, that if you focus on what you are good at; you will get better at it. This book continues on showing you what makes up a these strengths, based on a combination of talents which cluster together and come out as things like Competition, Empathy, and Command. This book will allow you to focus more on how you are wired, and what you have, than what you do not, and will never have.

Most importantly this book gives you access to your 'Top Five' strengths, or patterns for success. These strengths, ranging from Harmony to Woo, will show you how you alone are as unique as 1 in 30 million people. The book could have been 5 stars if Gallup would have provided more patterns of strength and how they work in sales careers, they only give you a few morsels from their vault of knowledge and what patterns and combinations of strengths work in sales. They do let you in on the fact that Competition, Command and Empathy were themes commonly found in successful sales-agents.

Overall this book is an A-, another great work from Gallup based on research, not just theory.

Joseph Dworak

don't buy the e-book version - doesn't have strengthsfinder
I bought the adobe e-book version, and complications aside, found out that it does not come with the access code to Gallup's online utility "StrenghtsFinder".
All the print versions come with this access code; the online utility is essential to getting the most of the book. Without the StrengthsFinder Tool, the book is worthless, unless the reader has taken the online test from other sources, like the "Now Discover your Strengths" book from Gallup.

Duplicates 'Now, Discover Your Strengths'
DO NOT buy this book if you've already read the Gallup Organization's earlier book, 'Now, Discover Your Strengths' by Buckingham. They're almost identical and you really learn nothing new in 'Sales.' Having taken the StrengthFinders tests for both books, I found that 3 of 5 strengths were the same for me. In addition, I found that 'Sales Strengths' did nothing to tell me what sales environment or type of sales I should be in. The authors did a poor job of applying the theoretical strengths to practical sales environments and telling me that if I have x strength I should seek y sales job. Overall, the 'Sales' book read like a very long instruction guide to the test. Caveat emptor...

Good book for developing salesmanship
I would recommend this book along with the Sales Bible as books that can help you to transform you sales career. I run a very successful business buying and selling on ebay and this book contains a lot of techniques that will help you develop the characteristics you will need to succeed in sales.

Best book I have ever read on Sales
Bar none, this is the best book you will ever read about the art of selling. Moreover, this book will change the way you think about hiring, training, managing and motivating anyone who is responsible for bringing new customers to your organization and keeping those customers engaged.

See of you can answer this question from the book correctly:
What do the top sales and marketing professionals have in common?
a. Experience and background
b. Education and training
c. Great presentation skills
d. Aggressive closers
e. None of the above

If you guessed "e", you are correct. According Gallup's extensive research spanning 30 years and interviews with 250,000 sales people, over 1 million customers and 25,000 sales managers, this is what the top sales people have in common:
• They were in the type of sales job where they were able to use their top talents every day
• They developed their own unique selling style based on their top talents
• They had a productive relationship with their manager.

Since the top 25 % of the sales force accounts for 57% of the sales revenue in most organizations, the more sales people get to use their top talents, the more likely they are to build a sustainable and profitable customer base.

So, how do you discover your individual strengths and talents? One of the unique features of this book is that you go to an Internet site and take an assessment that will immediately tell you what your top five strengths are. What I found intriguing is that these strengths are much more practical than the strengths I have seen in any other kind of assessment instruments. You can then use the book to determine how to put these strengths to work for you so they become true talents. (By focusing on these strengths I have increased my own productivity by 100%!!)

The other thing I really liked about this book is the easy to read format and the fact that the author includes great real world stories and examples of how top sales people used their talents to excel in their job. The author, Benson Smith, who started his career as a successful salesperson with a Fortune 500 medical device company and eventually became the CEO, writes in clear business language and does not spend a lot of time espousing complicated theories. If anything, the book is too short and leaves you wanting more.

The book also talks about the key role that managers play in insuring the success of the sales effort. The chapter on management should be required reading for anyone who is a manager or thinks they want to become one. (You will also find this chapter extremely helpful if your current manager is less than ideal.)

I have spent over 20 years in the medical and pharmaceutical industry in sales, management, marketing and training. Over the last 9 years, I have had a successful business focused on performance development consulting and training. This book has inspired me to rethink my approach. I hope it will do the same for others in my profession. Most organizations tie training to "improvement opportunities." Gallup's research has found that training will be far more productive if you focus on strengths and how to build them into true talents. ... Read more

Book Description

Phone Power: Increase Your Effectiveness Every Time You're on the Phone is a practical guide to improving oral communication skills.Learn to turn frustrating exchanges into effective and productive transactions, make every caller feel special whether in sales, customer service or speaking to a supervisor, and learn to make a powerful impression for yourself as well as for the company you work for. Phone Power delivers concise, how to information in a friendly, interactive format. And the guidance it offers promises dramatic improvements in use of that all important business tool-- the telephone. ... Read more

Reviews (1)

A Good Read!
Doc Morey's inexpensive, practical book takes a no-nonsense approach to operating effectively on the telephone. He gives special attention to people who perform customer-service and sales roles. The book briefly describes common worker-on-the-phone problems and offers a quick rundown on how to overcome them. Its concise format helps make it a handy reference guide for anyone who regularly works on the telephone. The specific, efficient tools offered actually can increase your telephone effectiveness, so we [...] recommend this book for anyone who uses the phone in business, especially telemarketers and customer service representatives. Supervisors might want to take a look, as well, so they can train staffers and develop guidelines.
... Read more

Book Description

Using the methods that Zig Ziglar has tested and proven, you'll be able to face your prospects with enthusiasm and self-assurance. Ziglar teaches that the only way to become the best is by caring about the people you serve. ... Read more

Reviews (3)

Use Your Prospect's Objections to Make it Easy to Buy
When I first read this book, last month, I was drawn towards it because I couldn't find Maxwell Maltz's books on selling. And, I remember reviewing this book, thinking that I had not heard objections from my prospects, yet, by the time I read page 304, of this 400 page book, I created a notebook with 35 pages of notes, each begins with specific objections that I have heard.

I remember asking myself, "Are you closing one sale after another?" And the answer was "no."

As I read this book for the second time, I am so excited about how I am filling up those pages with very specific, tailored responses to those objections, ones which have led me to close some sales. I keep telling myself, at this point to not make another sales call, until I have read this book 4 times, but because I am learning so much, it is natural for me to make some sort of sales call, everywhere I go. And in most cases, I am gathering information on the person, more information than they probably realize that I am gathering. But it helps me to be in rapport, as I show them that they need my services.

There are some parts in this book where I have read the objections, and examples of how to respond, not react to the objections, and I had said to myself, "I could never do that. It seems somehow wrong." Then, as I read this book for the second time, I am not only adopting what seemed uncomfortable, but I am definitely putting my charming spin on the dialogues.

Long before reading this book, I had read, "Think and Grow Rich," 13 times. And I kept telling myself, so how do I sell what I am doing, to the right people, everytime I make a sales call. And, although each read of "Think and Grow Rich," has added value to me, "Secrets of Closing the Sale," is very specific, and empowering. ...

I am eternally grateful for this book, as I envision the difference that it will have on all aspects of my life.

5 steps to succesful selling
full of great easy to use ideas on just what the title says.a good educational guide for the beginner to the pro salesman.

Suggests lots of good ideas to consider
I've read this book three times in the last fifteen years and learned more each time. There are lots of ideas to consider, particularly in dealing with people who automatically say no. ... Read more

Book Description

Great salespeople are made, not born.

The world's foremost producer of personal development and motivational audio programs now offers master motivator Zig Ziglar's secrets of sales success.

You've heard about "natural-born salespeople" -- those super salespeople who seem to perform intuitively and succeed effortlessly. In 5 Steps To Successful Selling, Zig Ziglar shows you that those success stories result from study and observation rather than inborn talent. They are the result of mastering the art of selling. Now you can master those techniques and perfect your own selling skills -- skills that will take you from being a good salesperson to being the best. A super salesman himself, Zig Ziglar draws on his many years of experience to define and explain the keys to successful selling:

• Prospecting: identifying who can and will buy

• Presenting: knowing the product and showing it effectively

• Closing: winning the sale

• Follow-up: maintaining customer contact

• Positive self-image: the foundation of success in selling

After learning the 5 Steps To Successful Selling -- whether you are a beginner or a seasoned veteran -- you can't help but come away a better salesperson. ... Read more

Reviews (3)

Sales
I have the audio cassette version, and i must admit this is one of Zigs best audio programs. The first part of the tape or cd talks about Self Image, then it goes on the Prospecting, and then other areas of sales. Dont waste your money on any of Ziglars other tapes, if you want an audio program which will benefit all areas of your life, this is the one. We are all in sales, you sell yourself in an interview when trying to land that job you want, you sell yourself to that guy or girl that you want to ask out on a date. We are all in sales. Just a little note, these audio programs where done quiet a few years ago, and now they have been put onto Cd's, if only it were made available on cd in the first place, because i ended up buying the cd version and giving the cassette version to my friend. Another way to generate sales. I hope you enjoy this program, its the only one you need to succeed.

A must have !
Zig gets to the root of what makes a successful sale happen. He narrows down to the basics and practicalities of things people should look for regardless of what sale you are doing. Exciting and energetic Zig Ziglar is exciting to listen to and provides some good tips for people to watch out for when making a sale.

It'll make you laugh it will make you cry.
Ziglar will make you laugh with his lighthearted humor, and you'll cry because you didn't get this sooner. Anyone who does any type of selling will benefit from listening to this book. Not only does he provide a lot of useful information but Zigler delivers it in way way that will definitely keep you awake and listening to the very end. Personally I think much of the information is helpful to not only sales people but anyone who wants to improve their "people skills". If you've thought about buying this before don't hesitate one moment longer. Grab it now! ... Read more

Reviews (1)

brian tracy is a brilliant man
brian discusses every aspect of selling, not just closing sales. He has many examples to give and many situations. He kept me very interested in the tapes and I listened very closely. I have listened to the tapes more than 100 times and continue to listen to 30 minutes a day everyday. Just Brilliant! ... Read more

Book Description

Reviews (3)

Great supplement to Succeed and Grow Rich
If you have already read Succeed and Grow Rich by Hill and/or Think and Grow Rich, Selling You will show you how to put Napolean Hill's philosophy to work for you, every day of your life.

The program includes two powerful tapes with narrations by Joe Slattery. There is an introduction by Clement Stone who gives a powerful testimony to how Hill's principles benefitted him. Talk about a successful endorsement! And there is a 32 page booklet that offers additional techniques.

All in all a great program that will seriously impact any salesman's bottom line.

Not just for sales people
Napoleon Hill was ahead of his times in many ways. One of which addressed by this book is the realization that *everything* is sales. When you are talking with someone and want them to take an action or even accept something you are saying, you must sell not only what you are suggesting, but yourself as well. This insight (and its explanation) make the tape worthwhile. Beyond that are suggestions to make you more successful. The biggest downside is that some of the book/tape is hard to understand as the usage of certain words (such as faith) are far from their common usage.

Another Excellent Napolean Hill Creation
A must have for any sales professional. A timeless classic to liten to several times a year. ... Read more

Reviews (20)

It's All About Trust!
Ken Blanchard says, "I believe 'High Trust Selling' will become one of the enduring classics of business and personal growth literature."

Sales happen when trust exists; but in the sales profession, there's more to steady success than being a trustworthy person--although that's certainly where it starts. Long-term sales success happens when high trust exists--when you are a trustworthy salesperson running a trustworthy sales business.

Duncan teaches that despite what you've read or been taught to this point in your sales career, it takes more than fortitude and flattery to become great in the sales profession. That's because establishing high trust with prospects and producing high sales with clients is about your ability to develop and maintain loyal relationships, not your propensity for persuasion. Another thing to note is that high trust selling is not about you; it's about them--the clients and prospects whom you serve. The fact is that you'll never be genuinely successful in the sales profession if you're self-centered. You can go to the bank on that.

Here's something else you can bank on: If you are a trustworthy salesperson running a respectable, reliable sales business, you will succeed in the sales profession...in less time than you think and with much less stress than you're accustomed to. More than that, with high trust on your side you will climb to the top of your industry and remain there.

In fact, I believe the sooner you apply the practices and principles within the pages of this book, the sooner you will see results!

Read the Intro
I'm one of those who likes to read reviews before buying a book. In this case, I concur with all the reviews except for the two who seem to have skipped Duncan's Introduction in the book. After reading the other reviewers' comments, I was a little skeptical to buy "High Trust Selling" at first because of the two reviewers who say Duncan doesn't ever define "high trust." But when I picked up the book and read the Intro, "high trust" was clearly defined there, and then expanded upon in great detail throughout the remainder of the book. In the Intro Duncan writes, "...sales are made when trust exists. But in the sales profession there's more to steady success than being a trustworthy person - although that's certainly where it starts. Long-term sales success happens when HIGH trust exists - when you are a trustworthy salesperson running a trustworthy sales business. When it's clear to your clients that you are a person of integrity who will not only do what you say but who also has the means to deliver. It is one thing to be a trustworthy person with a sales job; it's another to be a trustworthy salesperson with a reliable business.

"A trustworthy person will do everything in his power to follow through on what he has promised - and that's very important. But if a trustworthy person is not ALSO an efficient salesperson running an efficient sales business, trust will only go so far. It may land a sale or two, but it rarely will last beyond that. High trust is necessary to climb to the top, whether you're selling cars or copiers; hats or home loans; footwear or financial services. And high trust happens by design, not by accident. It's earned and preserved, but never finagled. Despite what you've read or been taught to this point in your sales career, it takes more than fortitude and flattery to become great in the sales profession. If you are a trustworthy salesperson running a respectable, reliable sales business, you will succeed in the sales profession . . . in less time than you think and with much less stress than you're accustomed to. More than that, with high trust on your side you will climb to the top of your industry and remain there."

All things considered, this is a very valuable book - even if you're already successful in a sales industry. This book will both teach you and keep you focused on the keys to staying on top as a salesperson. I highly recommend it.

Don't read books that are self serving - no trust here!
Ok - a few nuggets - very few. What annoys me most are books that are written to promote the authors business. They're self serving and never provide a full "how to" guide.

I'm curious - were the other reviewers relatives of the author?

Worthwhile investment
Unfortunately most sales books are garbage. I have wasted alot of money on these books over the years. This book is the exception to this theory. It is worth every penny.

My eyes were opened to may things in this wonderful book. I wish that this had come across earlier in my sales career. The info and exposure to coaching has been invaluable.

Todd Duncan "walks the walk", he is a sales professional, not some author pretending he is a salesperson.

High Trust Selling
I found the first nine chapters to contain a few pieces of beneficial information that really had nothing to do with the title of the book. I kept reading and wondering when I was going to find out about selling with high trust. Although the words are mentioned throughout the first nine chapters, it's almost as if the author added the words after coming up with the book title to make the chapters seem like they should be included. I found the last five chapters to be somewhat worthy of the book title and found I highlighted much more in these chapters. My expectations, though, were not exceeded given the book title and my hope for extensive high trust selling content. It is also rather obvious that the author's background is in the mortgage industry. This makes it a little less relevant for people selling in complex situations. I did empty one highlighter, though, which results in an overall rating of 3. I would give the first nine chapters a 2 and the final five chapters a 4. ... Read more

Book Description

Four masters of selling share their secrets and insights, on everything from meeting a prospective client, through the final close, in this unique boxed set that make a terific gift for any businessperson.

Includes: Negotiating the Game:Optimal Win-Win Negotiating (Herb Cohen), How to Sell Yourself (Joe Girard), The Academy of Master Closes (Tom Hopkins) and Secrets of Closing a Sale (Zig Ziglar). ... Read more

Reviews (1)

Eighteen Stars Total!
Good salespeople are made, not born; to be successful in a sales career requires practice and training, and far more than just the video or workbook that most companies provide. To that end, there are two books that I encourage every salesperson to read - "Secrets of Closing the Sale" by Zig Ziglar and "The Art of Selling" by Tom Hopkins. With this audiobook collection, you get not only a sampling of those two master's works, but also the added benefit of hearing how they speak, when they pause, how they ask. Since selling is mostly speaking and listening, repeated observation of those skills will obviously improve your technique, don't you agree?

Along with Tom's urban style and Zig's southern charm, this four tape set also contains the Jewish wit of Herb Cohen and the record-setting wisdom of Joe Girard. Whether lying in bed or driving to work, anyone who earns their living by the powers of persuasion should find a time and place to learn from these four masters of the craft. ... Read more

Book Description

Two 60 minutes covering all of the basics in the best selling book Soft sell.Includes: prospecting, presentation skills, closing and more. ... Read more

Book Description

Dubbed "America's Scariest Salesman" by Time magazine, Ralph Roberts is the expert to turn to for tips on selling--regardless of your product. Look no further for answers on how to get incredible results than Walk Like A Giant, Sell Like A Madman.

Ralph's strategies truly set him apart from the average Realtor. Last year alone, he sold over 600 residential properties--fifty times more than the average competitor! In this amazing audio, some of the secrets he shares include:

---Identifying the decision-maker--it's not always who you think it is.

---The importance of making an impression--with stunning results.

---How to listen to what people want--and how to give it to them.

---Closing the deal--fast!

---Organizing your office--is technology working for or against you?

Very personal in style, this audio is more than just a how-to primer on proper sales technique. You'll be inspired by Ralph's quest to be the best, and by how he overcame the stumbling blocks in his way. And while it might be next to impossible to match his record--not everyone has the chutzpah to sell houses at their own wedding--you will be equipped with proven, identifiable skills to increase your sales.

At once motivational, educational, and entertaining, Walk Like A Giant, Sell Like A Madman will raise both your performance and your goals to the next plateau.

Ralph R. Roberts' incredible success in real estate is legendary. He has been profiled by the Associated Press and Time Magazine. His company, Ralph R. Roberts Real Estate, Inc.This is his first book.

John Gallagher is a journalist and free-lance writer based in Detroit and a staff writer for the Detroit Sunday Journal. ... Read more

Reviews (16)

Not bad but not too hot
I have read and applied a lot of sales and marketing books in the past few years. The book starts off with Ralph proclaiming his greatness and unfortunately that is how it continues right through. Some good images and on the whole worth the purchase as the basis for explaining the basics of a sales career or a new business plan, but if you are just after a shot in the arm or even something life changing, you are better off reading the following authors if you haven't already; Harvey McKay, Anthony Robbins, Jack Welch Speaks (by Janet Lowe), Jonah C. Nader and Michael Gerber. Ralph Roberts is a real patriotic American character and he talks to much about himself, in his gung ho American style, but he doesn't mention any more than a rough concept of his business, or lecture enough about what he actually does to succeed at his level. I would call the book a great sales promotion tool for Ralph personally, but it is not big on intelligence nor is it a REAL guidebook, such as Jonah Nader's 'How to Lose Friends and Infuriate People', or Michael Gerber's 'E-Myth'. Still, he seems to be a bit of a dude to get this far and with such a friendly disposition you can't help liking him!

Perfectly fits - my style
I think one of the keys to liking or disliking a book on sales is whether or not it fits your personality. I don't think you can stray too far from your core.
That said, Ralph R. Roberts and I appear to be kindred spirits and I laughed, loved and learned while reading his book. If you want to be bold, innovative and fun, and have that help you in your sales career, this book is great. If you're looking for something regimented (especially for real estate) read Danielle Kennedy, who also has some great books that I've learned from. But she doesn't fit my style.
Bottom line, after reading Ralph's book and implementing some of the lessons my RE career has started quickly and I've become known as the "go to" man in my farm.
Thanks Ralph!

Entertaining, Insightful & Fun!
First, I rarely post comments about a book. Second, I'm not in "sales" (the type where I'm only paid by commission based on what I can sell) and the one and only sales job I've ever had was when I was 15 years old... not quite a million years ago, but close! Third, the goofy cover caught my attention - I was searching for a design book.

Ralph's book is fun, entertaining, and insightful -- not a perfect book filled with glitz and glamour, but a human story about his life in sales, his trials, and earned success. As a designer, I'm always looking for new inspiration and angles that drive me to seek the best for my creative process, but I have little time to READ books all the way through, word for word. In fact, I tend to look at picture and process only and skim read the rest in most books, except design related books... Anyhow, each chapter of Ralph's book compelled me to read more and to learn about his sales techniques, systems, and his mini life-story. By the time I finished from front to back cover, I was truly inspired to consider sales as part of a key change in my career path.

No, I'm not going into "sales" -- the commissions only type, but using my ability to negotiate with process that helps me and the people I work with so there's a win-win situation for everyone. If only I'd known to do that when I was 14 and unable to make one commission sale in 3 weeks... ha! Ralph's ideas are working like magic... in my work environment, with the public I'm required to meet, and even my family has responded in ways I'd never imagined AND I'm having fun. Thanks for this great book, Ralph!

Save your money there are many, many better options.
No new information here. Presented in a manner that is very dull and uninteresting. Save your money! There are many options that are much better.

Good introduction to the world of sales
I had no sales experience, and got moved into a sales job. I bought this book thinking it would help me move my product and meet my quotas. I found some very useful tips that anyone in sales already knows, some interesting real-life stories that were educational and amusing, but no really big sales secrets.

I enjoyed reading this book, and I refer back to it from time to time, but I honestly believe that if you don't have the makeup of a salesperson, no book will turn you into one. My selling skills improved, but I didn't become a high-powered, super salesperson. It's not in my makeup. ... Read more

Book Description

Drawing on his more than forty years of sales experience, master motivator Zig Ziglar provides a wealth of inspirational and practical information for making it in today's fast-paced selling world. Ziglar’s primary aim is to help sales professionals persuade their customers more effectively, more ethically, and more often! In this motivating book, he discusses:

• Where, when, and how to find prospects.
• How to deal with rude, angry, and disgruntled people.
• Why 70% of sales are made between 7:00 A.M. and 1:00 P.M.
• How top-selling pros manage stress.
• How to best utilize the telephone.

Book Description

Success can be yours with Zig Ziglar's Sell Your Way To The Top!
Learn from America's sales mentor

Drawing on his own proven selling strategies that build successful sales careers, mega-bestselling author Zig Ziglar (Goals, How To Get What You Want) tells you how to turn every no into a yes and improve your prospecting, overcome price objections, and close more deals with finesse and style.

Combining vivid scenarios and crystal clear instructions, Ziglar will motivate you to reach your peak as a sales star. You'll learn how to add the personal touch to client relations making you more effective than ever at demonstrating the need for your product or service. With these important skills, you'll become a word merchant who paints verbal pictures that capture your client's full attention.

More than a guide to closing one single sale, Sell Your Way To The Top will help you open the door to a profitable sales career -- because no one can teach you how to make your sales percentages skyrocket like Zig Ziglar can. ... Read more

Reviews (6)

Zig is an excellent presenter
An Excellent and easy listen. I've listened to my casettes over and over - his tips are simple and very useful, his analogies clear and very humerous. All in all - very well worth having.

Doesn't do much!
Maybe good enough when you need a quick pep talk.Hardly anything new or interesting.Don't waste your money.

Zig gets me going!
Im in my 5th year selling housewares at Macys and I sometimes turn to Zig before I go to work to help remind me of what Im supposed to be doing at work--selling!I recomend the tapes for anyone considering a sales career or actually in a sales career.
Thanks Zig.

Easy to listen to
This tape kept my interest and made me laugh while giving me great sales tips.As a salesperson I found it motivating.

zig is cheesy but effective
When i started listening to the book my first thought was that this guy is an absolute cheese ball.but then i was taken back... i realized while his examples were all cheesy, they proved to be effective examples... they give you an idea of what you should do at that point in the sale... while i dont recomend using his lines, i do recomend this book, and understanding the points he is making with his cheesy lines... ... Read more

Book Description

How many business cards have you given out over the years?How many have you received?Hundreds?Thousands?Tens of thousands?How many of those people do you stay in touch with on a regular basis?/You could probably count them on your fingers.The rest were the people who were happy to give you their card during a few magic moments when your lives crossed.And then they were gone.Vanished.Never heard from again.Maybe you did business with them.Maybe you didn't.Maybe there was a reason, even if it was fleeting.Now if all of those people who gave you all of those cards don't call, don't write, or don't contact you in any way, think of the enormous opportunity you have if you contact them.You do the networking.You do the schmoozing.You develop and maintain your own platinum pipeline.You control your own golden database that could result in a lifetime supply of business.Business cards are a start.Personal linking is what makes things happen.If there's no follow-through, nothing happens.That's what this book is really about.
... Read more

Reviews (10)

A new business's helper.
You are trying to start a business, you meet people and give them your business card, you get no responses. You are looking for a new job, you hand your card and no response. Doing something wrong? After reading Here's My Card there may be a lot you're doing wrong.

Bob Popyk has given you a great way to meet new people, communicate ideas and get your name out there for others to notice, and it all starts with the business card. Popyk has over 35 years in sales and knows what it takes to get ahead, now he gives his ideas and tricks to you.

Follow along and you'll finds ways to network your business, get more referrals, more customers and increased sales, all this without the use of computers. You business card or people linker as the book refers, will help give you the quality of life you have always dreamed of.

This is not a once read and do book, this is a read over and over and practice book. From Networking know how to personalized presentations to the design of the card, it's all here and waiting for you. The cost is minimal compared to the possibility of what you gain.

A must read for anyone in business
This book is helpful and insightful for anyone in any type of business. A business card is something everyone has (or should have) which is a valuable sales tool that is highly underated. Mr. Popyk has many fresh ideas for using and designing your card, and I recommend it for everyone. It should be a must read for everyone in your office! It is an easy read and clever. It is something offices, entrepreneurs, those new to sales, and business veterans who are looking to sharpen their networking skills alike can benefit from.

BETTER THAN A SCIENTIFIC STUDY...REAL DOWN TO EARTH IDEAS
I read this book. It was exactly what I was looking for. How to get more business using my business cards. No stupid studies, graphs, charts or scientific BS. Just things to do to find customers, build business, and get my name out there. If you can't find a few ideas to put to use, you shouldn't be in business. I liked this book so much I ordered a few more as gifts. Gave one to my boss. He held it up at a sales meeting and said everyone should read it. Mentioning that it came from me didn't hurt. I am glad I took the advice of the other postive reviewers of this book! Get one for yourself!

If you're in business, this is a great book to read
I write a column for a number of trade and business publications. Recently I reviewed this book and gave it an excellent rating. Whether you've been in business for a long time, or are just starting out, one good idea put to use could increase your business nicely. Not every idea is for everybody. Some are clever. Some are creative. Some are just plain fun. Some take some planning, and some you can just put to use right away. If you don't already have a great card, skip to the back chapters, design your card, and then the author will tell you how to creatively network with it. This book is inexpensive, easy to read, and a lot of the ideas are something probably everyone in business forgets to do, one time or another. Great for reference, or just sharing with your business colleagues. I liked it.

First book I am returning
This is the first book out of many I have purchased at Amazon.com that I will be returning. I expected much more out of a book that is rated 5 stars by the seven reviewers before me.

Here's what I really wanted - tips on card design with statistics on what works and what doesn't. For example - what to put where on the card and perhaps some test marketing and statistics to show what information is important on a card and what should be left off.

Then I wanted a rational scientific approach to networking with the card - with an evaluation of effectiveness of approaches depending on the situation.

Instead what I read was a few gladhanding techniques - none of which were new to me.

Get the book if you are absolutely brand new to business and you have no idea on how to use your business cards. Otherwise, I recommend a pass. ... Read more

Book Description

A proven sales management program that comes with a money back guarantee!

The author of the bestselling Cold Calling Techniques (that really work) is at it again with this innovative sales training method. Stephan Schiffman provides salespeople with three important elements—improving personal time management; gathering more-than-usual amounts of information during the interviewing and prospecting phase of the sale; and significantly delaying the presentation and closing stage. With this program, salespeople learn how to spot bad matches early on, before valuable time is spent pursuing dead-ends. The end result? Less stress, less burnout, better management of time, and best of all, more sales.

A Money-Back Guarantee: readers who complete the program and submit the notebooks receive the purchase price of the book if they are not completely satisfied

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Reviews (4)

Closing made easy
As a sales trainer, I have had teh opportunity to attend many seminars, read numerous books and listen to too many audio tapes that do not deal with the final objective of a sales call; that is the close.

I recently bought three audio tapes from two other popular authors that I thought would be better closing ideas. Was I wrong. Mr. Schiffman's tape was the best. With more tapes and ideas on closing I know we can take our sales team to the top. Thank you for your excellent material.

invaluable resource for new companies
I'm a partner in a new company and we don't have anybody with sales experience. This book has helped us tremendously. Before reading Schiffman, everything we were doing to try and get sales was wrong! Once we started following his rules we've wound up with more appointments than we can easily handle. In sum, it took us from complete ignorance to a good understand of a system that is easy to use and that respects both the buyer and the seller. I just wish that the idiots who cold-call me at home would read Schiffman!

No magic, just solid techniques
This book focuses on making you a better sales person. There are no bizzare techniques, just solid advice for improving your selling. We are making it required reading for all our salespeople. I hope our competitors don't find out about this book!

single best step-by-step method for sales success
with too many books on sales out there, this is the best---if you do what he says, you will be successful. ... Read more