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Reviews (46)

Absolute must read
intially the Name "Spin Selling" came across to be as some cheesy and manipulative model being taught by the author.
after reading various books and attending seminars and workshops i was consistently referred to this book.
also i researched some of the high-performance Sales Professionals and most of them had training on SPIN Selling, so
i finally decided to read Rackham's book "SPIN Selling" and
i'm glad i did and yes this book i feel is the Foundation of all the Modern Sales Training out there.

His Training is backed with extensive proof and facts and every single advice is backed by extensive research conducted by huthwaite. very impressed.

"Situation - Problem - Implication and Need-Payoff", these are the four types of Questioning you will learn and the Value and relative importance of each and in what order to be used effectively.

the biggest lesson for me is the Difference of a "Implied Need" compared to "Explicit Need" and how it all boils down to uncovering "Explicit Needs" and to communicate with customers about "Benefits". this book also clears a very common mistake a lot of us do, to look at a product or solution's advantages and convey that as Benefit to customer. As per the author a "Benefit" is one that solves a Customer's "Explicit Need".

don't be discouraged by any review that writes off the book's style of writing to be research oriented, the book is around 190 Pages and it's worth the weight in gold.

A Book For The True Professional
A breath of fresh air. The profession of Sales is plagued with all sorts of nonsense, most of it annecdotal at best. Little actual research has been done to identify good processes for sales professionals and consequently we get idiotic advice ranging from "Always Be Closing" and endless manipulative closing techniques for doing so, to recommendations on how to sell "anything to anybody." Such sales tactics are precisely the reason salespeople have been saddled with negative stereotypes.

SPIN Selling is the result of extensive observation and analysis of sales calls by behavioral researcher Neil Rackham. His findings are both practical and useful, and are well presented in this book. As sellers, we might give some thought to how we would like to be treated as customers - something that should not be a revelation, but is. We should understand the customer's goals and objectives and help them be successful if we want to be successful. Forget your scripted sales pitch, leave your brochures in your briefcase, ask questions and listen to your customers to understand their needs BEFORE presenting your product. Surprisingly, this will actually shorten the selling cycle and will result in better long-term customer relationships. Rackham's concept of an "Advance" as an objective way to measure the progress of a sales call is, alone, worth the price of this book.

As a sales professional with many years' experience, and now as sales training manager for a division of a Fortune 500 company, I highly recommend this book and the methodology Rackham describes. There are other good books for salespeople - but if I could only recommend one, this would be it.

Great methodology
As a sales trainer, I found this book to present a wonderful methodology for both salespeople new to the business as well as seasoned salespeople. The SPIN principle (Situation, Problem, Implication, and Need-payoff) works in almost any sales environment whether you are selling big ticket items to large accounts or volumes of small ticket items.

Overall, I found "SPIN Selling" to be a great book for addressing the strategic and tactical aspects of selling. In addition to this book, I highly recommend the book "Cognitive Selling: Proven Fundamentals and Techniques of the World's Most Effective Salespeople" by Todd Bermont. "Cognitive Selling" is the perfect complement to "SPIN Selling" as it provides a methodology for maintaining a winning attitude and frame-of-mind which is essential to succeed in selling.

Neil Rackham gets it right
SPIN Selling was the first sales book I ever read, back in the days when I sold copiers. Ten years later, as the owner of a sales training company, I still utilize those very principals of questioning Rackham taught me way back when. The key to sales is to have a process, a process within a process. Rackham adheres to this very foundation. This book is guaranteed to make you money!

Todd Natenberg, Author of the book, "I just got a job in sales! Now what?" A Playbook for Skyrocketing Your Commissions (www.toddnatenberg.com) and President of TBN Sales Solutions

Definitly BUY THE BOOK ..Skip the audio
I love SPIN Selling, the book and workbook. Also Major Account Sales Strategy. When I bought the CD I was thinking I could add a tool to my audio library and have more constant exposure to the concepts. But no

This audio was worse than my grade school educational film series. The reader is dull, boring and almost put me to sleep in the car. This is GREAT material. Everyone that is considering any of the books I would heartily give them a 5 of 5 stars.

I fast forwarded through the entire first cd, hoping that I would start hearing the same "meat" I read about in SPIN. What Iheard was a lot of "pre-program" dialog.

If I could speak with Neil Rakham I would say, "Neil, this is an outstanding program. Please get a reader with more emotion". ... Read more

Book Description

Salespeople hate to read.That's why The Little Red Book of Selling is short, sweet, and to the point.It's packed with answers that people are searching for in order to help them make sales for the moment--and the rest of their lives. ... Read more

Book Description

"Every once in a while ONE book defines a category."
—Jack Covert, 800-CEO-READ

One of "The Ten Books Every Sales Person Should Own and Read"
–The Dale Carnegie Sales Advantage Program–

Jeffrey Gitomer’s bestselling guide to the art of the sale has helped hundreds of thousands of people get ahead in the sales game. The Sales Bible offers the proven methods and techniques that lead to bigger sales and more loyal customers. Full of practical, hands-on information, it offers everything salespeople need to know to improve their results immediately.

What do REAL salespeople think about The Sales Bible?

"The Sales Bible has directed my sales successes from Sales Manager, to Sales Director, to Area Sales Director, to my current position of Vice President of Sales. Thank you, Jeffrey, for leading me up ‘ the corporate ladder.’ "
–Bryan D. Moore, vp of Sales & Marketing, Targeted Golf Solutions

"I have read many different books about selling, but Jeffrey’s book is the only one I keep on my night stand. I can look at it every night–reading only a few sentences as a refresher or whole chapters to enhance my skills."
–James A. Wilton, Account Manager, AETEA Information Technology

"I’d be a better Catholic if only the Holy Bible was this easy of a read."
–Lance Cassidy, Sales Director, MAMSI Health Plans

"The Sales Bible is a book of truth within the sales world. I only hope my competitors don’t see the light."
–Jeff Williams, Vice President of Sales, Unishippers Cincinnati/Dayton

"Wait! The material in this book is only priceless if you choose to apply it. Don’t even think of opening this book . . . until you’re ready to become a success."
–Mike Tischer, New Business Development, Tailored Solutions, Inc.

"This book should be shaped like a key. After reading it I unlocked my toughest market."
–Joseph Andrade, Personal Financial Analyst, Primerica Financial Services ... Read more

Reviews (41)

Packed with tips, in a quite unorganized fashion
Being in search of basic sales knowledge, I figured the Sales Bible would do the trick.
This book IS packed with lots of techniques, "standard" lines and useful tricks. But the delivery is quite confusing. This book has little to no structure (completely lacks a sales process for example). Some tips are repeated from one chapter to another. It feels like an aggregate of unrelated publications. The style is enjoyable to really funny, when it is not for the abusive usage of bold, italic and oversized fonts which only add to the confusion.
However, it still deserves 3 stars for being a good reference on specific stages in the sale process. Gitomer knows his stuff and it does show in the content. You might want to check the Accidental Sales Person for a more structured approach.

This book is the ultimate sales training boot camp in print.
I've read them all. And as a sales trainer and speaker myself, I can say that this is the ultimate book for sales people in any industry no matter what skill level you are currently at. Plus it is very easy to read and understand. If all salespeople were to read this book, there would be no reason for sales trainers like me. If you want to do yourself and your career a huge favor, buy this book and read it. Then use the information in it to soar. I recommend it to the people I've had the opportunity to train.

Good stuff
as a memory development trainer and speaker myself, I can say that this is very good book for people interested in selling their knowledge. The most important is - that this book is easy to read and follow...
If you dream about success- this is book for you. Just follow all instructions.
Author knows what he is talking about.
Also I would suggest to look for some Robert B. Cialdini books to read them at the same time.
This is book for people who are seriously thinking about their career in selling. This is not important what you sell. If you know 'how to sell' you can sell everything!

This book sucks "DON'T BUY IT"
This book sucks. I have not read many books on sales but I still say this book sucks. I can write this 300 page of crap in this review.
Step one make a to do list
Step two do what is on the to do list
Three be honest
Four be persistent
I would like to know who gave this piece a good review. I wasted $12 bucks on it. Buy a different book this one is worthless.
And another question; who would publish such a big pile of crap?

Want it sooner that later? Read the Book!!!
I got this book on my Birthday and I have to say happy birthday to me. This is the definitive sales text. Others might have their favorite books about different genres of selling but when its time to put a text book on the desk of a new class of salesman, this better be the book! It will shorten the learning curve and soften the hard road and focus you on the criteria and techniques, used by Mr. Gitomer, to become one of the best there is and to help you elevate your game. It's a must read for anyone who sells and wants success! God Bless you all! ... Read more

Book Description

Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.

Tracy's classic audio program, The Psychology of Selling, is the best-selling sales training program in history and is now available in expanded and updated book format for the first time. Salespeople will learn:

Salespeople, says Tracy, must learn to control their thoughts, feelings, and actions to make themselves more effective.

Reviews (3)

Psychology of Selling by Brian Tracey
The author explains how to sell to people. The focus is to visualize the end results and set realistic goals. The importance of face-to-face contacts is enunciated in order to get people
involved in the transaction to refine needs and close the sale.
The author emphasizes the need to demonstrate the product so that
the customer can evaluate it. This book would be valuable to any
person embarking on a career or position in selling. There are practical examples, as well as a firm approach to get started
without the "analysis paralysis syndrome".

Take the mystery out of selling
If you're a salesperson and need to improve your skills, this book will do the trick. I found this book to be easy to read and packed full of sales techniques I could start using right away. Brian Tracy's The Psychology of Selling is a "must read" for any person serious about making it in the field of selling.

Not as good as Advanced Selling Strategies.......
I have to admit that I am a big fan of Brian Tracy, have many of his audio and video programs, several books and have been to his seminars.Usually when a new Brian Tracy book or audio program comes out, I invariably buy it.

Such was the case with The Psychology of Selling. This book is 8 chapters and 219 pages. It is a condensed version of his tape program which came out in the 1980's and sold over a million copies.

I have given this book a three instead of a five because I feel that this book is not as deep as Advanced Selling Strategies which Tracy wrote nearly 10 years go. This book, The Psychology of Selling falls somewhere inbetween Advanced Selling Strategies and Be A Sales Superstar, another book written by Tracy back in 2002. My personal favorite Tracy book on sales is Advanced Selling Strategies.

This book should not be confused with the great audio tape program of the same name. That program has far more depth and material than this book.


Nonetheless, The Psychology Of Selling is good reading for a new sales person or for a Tracy fan like myself who merely wants a quick synopsis of some of Tracy's best selling ideas. This book is like an printed abridged version of Tracy's audio program.

I read the whole book in one night. What I got out of it was a reminder of Tracy's best ideas and perhaps a few things that I had forgotten. In that regard, it was a worthwhileinvestment.

Good book, but being familiar with Tracy, I feel he could have included more meat.
... Read more

Book Description

"No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado

Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world.

He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision.

Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to:

• Identify and sell to a prospect's business "pain"
• Qualify a prospect
• Build competitive preference
• Define a prospect's decision-making process

Reviews (23)

Understanding the sale of complex solutions
I have been around the sales field for over 25 years and Rick Page's book, Hope is Not a Strategy finally put it all together. Having been exposed to almost every sales methodology known to man, someone has finally put it all together in a straight forward way.

I encourage anyone who wants to understand how the sales process should work for a competitive, value based solution, read this book.

Excellent Practical Examples
This book is about sales strategy and techniques in complex sales situation. It contains many examples of author¡¦s real experience. These examples is the best element in the book. They illustrate the author¡¦s ideas/concepts perfectly. Practical, Concise, Easy to Understand. It is better to read than amateur work of consultants, professors.

This book preaches on long-term, win-win relationship with customers. Not those type of ¡§hit-and-run¡¨ sales.

There isn¡¦t really breakthrough ideas/concepts. It is more a combination of conventional ideas/concepts, which are still relevant in today¡¦s complex sales situations. Having said that, there are charts and contents useful for personal reminders and internal training.

Rick Page tried to create analogy between some sales concepts and warfare. But some of such analogies are not easy to understand.

Packed With Knowledge!
This is an excellent handbook for salespeople in search of a simple summary of the principles of selling complex and costly products and services in a difficult environment. Author Rick Page offers nothing startlingly new, but he does a good job of collecting and presenting the most noteworthy points from collective conventional wisdom about selling. He illustrates these points with amusing, memorable anecdotes. His book is well written, well organized and quite readable. He probably has a point or two to offer even the most experienced and successful salesperson. We note that chapter six summarizes the meat of the book in just three pages, so - until you have time to read the book - time-pressed salespeople could start by glancing at this section to begin to learn what really matters most in a complicated sales effort.

Go Beyond Sales Scripts to Adding Value for Customers
Hope Is Not a Strategy is most valuable for those who are new to large account and large ticket selling. For those with lots of experience, the book is helpful in providing a structure for sales team planning and coordination.

As a test of the book's relevance, I took a potential sale that our firm is wrestling with and put it through the process. A number of valuable insights came from pursuing Mr. Page's process that would probably not have otherwise become part of our approach. Whether the sale will succeed or not, I don't know, but our effort definitely became more effective as a result. I happily give a book that provides that kind of benefit five stars. Thank you!

The book has four sections:

1. The Challenge -- The Complex Sale

2. The Solution -- R.A.D.A.R. (which stands for "R.eading A.ccounts and D.eploying A.ppropriate R.esources")

3. Strategies for Execution

4. Winning before the Battle -- Account Management

The first section was the least helpful to me (after pursuing complex sales for over 30 years, there wasn't really any new background here). If you are new to complex sales, this material will probably be a real eye-opener . . . especially if you are used to individual sales based on a standard approach. The most amusing section was on how to blend talent on a sales team to get the right mix of skills and orientation. You'll learn about Tellers, Sellers, Hunters, Farmers, Business Developers, Partners, and the Industry-Networked Consultant.

The second section was the heart of the book for me, describing R.A.D.A.R. which is "a simplified, six-step process that combines consultative, competitive, and political sales principles into a concise yet comprehensive process." There's a chapter on each element.

Value is the first challenge and you are supposed to link your solutions to the customer's pain or gain at the largest possible scale. Value stretches as a chain of value whose links (from highest to lowest value) are strategic advantage, political risk, financial return, cultural change, operational applications, and future/capability -- tools).

Resource allocation is the second challenge, and your job is to qualify the prospect to see if you can profitably deliver what that customer needs.

Selling strategy is the third challenge, and you try to "win their hearts before it starts" by looking at how you could win or lose in advance so you can build a competitive preference for you and your offering. This frequently involves developing the specifications.

Organizational politics is the fourth challenge, and you should go where the power is and keep climbing to higher levels. You should ideally sell to the CEO.

Teamwork is the final challenge and you accomplish this by communicating your strategic selling plan throughout your team and partners.

In the third section, the most useful part for me was encouragement to change issues and sales tactics to help your potential customer see the maximum advantage you can provide. This may mean changing the scope of the problem and the solutions you offer.

I felt most comfortable with the fourth section because I try to stay in contact with clients for many years in order to help them become alert to opportunities where we can help them. In the consulting business, that approach is important because almost everything is custom made for the client. You need to know each other well before you can help them in the best ways.

Throughout the book, there are sidebars with specific examples of the principles being described in the main text. These were helpful for the most part. My only complaint is that they were too often about selling computer systems.

If all of these points seem like second nature to you, you may find it more valuable to seek out a more advanced book on complex sales.

After you finish reading the book, think back to a complex sale that you unexpectedly lost. How could the process in this book have helped you to avoid that result?

Good luck!

Better than you expect it to be!
I am an avid reader, and successful sales executive. I have read nearly every book in the bibliography and many others on sales. I avoided buying this book for months because it looked "basic" when thumbing through it in airports and book stores. I finally bought the paperback version and I was amazed at how wrong I was. EVERY Sentence in the book is important! Tom Kosnik's quote on the cover is dead on. This book is worth the value of 12 books on sales in it takes every lesson learned in the field or taught in a book and presents it in a clear, logical and concise manner. It's not that the information is brilliantly new but it is brilliantly presented. Fantastic a must read! ... Read more

Book Description

Strategies and tools that guarantee big-ticket sales!

Neil Rackham's national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN® questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter. Addressing the sales of services as well as capital goods, the Fieldbook provides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals. Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson & Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients.

Reviews (7)

A No Fluff Workbook to Improve Your Powers of Persuasion
A very clear book applying SPIN Selling techniques. No fluff, no extraneous threads leading you away from the primary focus. The techniques can be applied far beyond sales, and utilized in a broader sense to persuade as opposed to the narrower definition of selling.

Great Book
I don't sell, but I set appointments for salesmen and I've had a limited amount of success by using the techniques in this book. I admit though I'm new to the Spin Selling technique and have used it only for a month. The book shows you a way of dealing with what are commonly called "stalls" in sales terminology and how to convert those stalls into sales or moving the sale one step forward with a face to face meeting with the prospect. When I say "limited amount of succes", I mean that although I'm setting the same amount of appointments, my sales have gone up. I might have even dropped in appointments but still the sales went up. The book provides exercises through which you ask yourself questions that focus on how your product can solve your customers' needs and on questions you ask your customers to make them desire your product. You have to do all the work. There is no secret to sales and the spin selling fieldbook will give you the foundation from which you can build a career in sales.

S.P.I.N. Succeeds
It's good, but I liked Levine's Guerila PR: Wired better. Liked the jokes and stuff.

This is the best Selling Tool outside of my Palm ever.
I have been in sales for 10 years. I have sold stocks and mutual funds, sponsorships to events, booth exhibitions and now am selling enterprise internet-based software. This Fieldguide is an AMAZING resource. It tells you ideas and notions then asks you to apply them to a specific sales situation you are currently facing.

I was sceptical at first, but have read a chapter a day and have already noticed a difference in the conversations I have with prospects and customers. I leave a call or meeting with a commitment from them to take a buying action - leading me closer to a sale. I highly recommend this book.

one of the best books ever about the sales process
This book is right on the mark for all types of selling. Very professionally done and the technique is just what is needed in today's markets. All my reps are advised to read and use the work book. It is our primary training aid for all registered reps. ... Read more

Reviews (22)

Strategy as a selling tool, powerful and well encapsulated.
Useful and self-contained. To anyone involved in selling, both tangibles and intangibles, this book provides a basic and powerful methodology based on a "non-manipulative selling philosophy" that is easy to understand and rather straight forward to apply. It is specially good for seasoned salespersons that can recognize familiar components of the traditional sales approach and that have the true experience to value "life-long" realtionships with customers. For consultants and sellers of intangibles, it provides a valid road map to identify role-players and decision-makers. For new salespersons, it helps them to think strategically. The authors seem to forget the permanent pressure salespeople have and the way sales objectives are set, so some comments do no fit the real world (like relinquishing an account, or letting a client go away), and fall in a rather romantic view of the profession. Although at first it seems geared toward large corporate and tangible accounts, with a little manipulation and some easing of documentation (desk-time) requirements, the methodology can be used in any selling environment. It is straight-forward and simple to use; reduces uncertainty about the process and provides the user (the salesperson) a sense of control over his/her environment and participants. Since change is a constant, and salespeople are inmersed today in a variety of CRM (Customer Relationship Management) strategies and techniques, this books fits nicely within it since it is the Customer and our Relationship with him/her that is at the center of it. It is a good, solid investment.

Opportunity Management Process
Many times a sales person can get confused identifying the players, the probability of change, the timing, the competition, the politics of a sales opportunity. Following the Strategic Selling process lays out an effective plan that leverages the key benefits of the sellers/buyers solution, and minimizes price as the principle buying criteria. Strategic Selling provides a process for what successful sale people do consistently-Plan. This book lays out a process that is also a two day class used by many global corporation's sales forces. The book is not a replacement for the class, but if you are selling B2B the process is well documented, and will put you on the right track. I have been teaching and using this process for 13 years and I have not found a better sales opportunity planning process. I think you can learn more from this book than from 100 sales calls.

Helpful prospecting book
This book is great and has helped me tremendously in being more confident in prospecting new business for my line of work. It gives excellent advise on deal making - everything from the initial sales call to closing the deal. It hits on points critical to strategic planning and developing a strong sales action plan. An A+++ book!!

This Teaches you how to go into a Sales call
This will Teache you how to go into a Sales call, With a plan, outline and a goal, Very good worth buying, giving to your sales managers.

A solid book
This book is not an easy read. It is logically arranged and provides excellent insight into certain apsects of strategic selling but it is very long and it is quite dry.

While it does contain very valuable and usable insight, I feel that the underlying process behind the whole concept is beginning to look slightly dated now. This process is 25 years old after all and the world has changed immeasurably during this time. There are other books available that are firstly easier to read and secondly more cutting edge in terms of the methology they suggest. ... Read more

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

Stephan Schiffman's sales training guides have sold so many copies because they give sales people proven tools they can use to increase your sales. Cold Calling Techniques is the ultimate guide to creating new sales-one of the most critical skills you need. If you want to increase your sales, you must get good cold calling to get the face to face appointments you need. Cold Calling Techniques features field-tested techniques for reaching decision-makers, making appointments, and making your pitch-as well as invaluable advice on how to increase the number of calls you can make, improve your closing ratio, and beat your competition. ... Read more

Reviews (35)

On The Money
Rayw331's review is pointless and inaccurate. Only trust it if you wish to take advice from someone who can't spell the word "reality" (I think "realty" is the organizations that buy and sell real estate). This guy obviously does not deal with real professionals on a daily basis and must simply be an annoying telemarketer. I have been dealing with professionals for over 10 years and I can tell that "canned" scripts DO NOT WORK! Intelligent professionals want to be treated as just that and getting right to the point and letting them know exactly why you are calling is indeed the best way to approach another professional as the author of this book points out. I've read several books on this subject and attended more training seminars than Rayww331 has brain cells and never have I heard anyone be so straightforward as Mr. Schiffman. Most others wanted you to employ tricks and schemes (some of which the author points out) to set appointments and to close sales which are ridiculous and just plain don't work. I've had more success with this book than with any other method. If you are a serious business professional and not just a telemarketer pushing Ginsu Knives or telephone long distance plans, this is a great book.

Not bad, not great
I have read several cold calling books and I was delighted to find that someone has tried to simplfy the cold-calling process. There were some features in the book that I have overlooked in the past in my calls. However, the indended audience of this book is not telemarketers and the book never claims to help this group of people, so I dont know why everyone else is crucifying it in their reviews. The book is intended for sales consultants who need to set up in-person meetings to demo a product or service, nothing more, nothing less.

Where the book fails is to assist people who need to make cold calls to sell, but do not have the luxury of being able to go on face-to-face meetings. Much of my business depends on selling smaller accounts over the phone and for this the book is useless other than to perhaps begin a dialect.

The author is simply trying to assist salespeople who want to set up more meetings to do so and his short and direct approach I think accomplishes that and there are several corrections to mistakes that I constantly made before I read the book.

Its worth 9 bucks, but like I said, it was not meant for telemarketers or phone only sales. Besides, am I to believe that anyone with any real sales skill is selling via telemarketing to peoples homes while they are eating dinner.

Simple, Very Useable
This was my first book on the subject of cold calling, and I admit I still am not as well read on the topic as some of the other reviewers may be. The book does boil cold calling down to a very basic and straighforward level, which may offend some who want to believe that in order for a strategy to work it has to be complex. Personally, I think there's enough innate complexity in life, we should not look for strategies that incorporate it as well.

The techniques are straightforward, and contrary to what Bob from New York will tell you, the author does not advocate gimmicks, in fact he admonishes the reader not to use them. This book should be read and considered by anyone interested in cold calling.

w f depp

Great for Start-Ups
This book is a BASIC easy to read text. I was able to read it in one evening. I strongly recommend this book for the sales consultant who needs to use the telephone to set up face-to-face meetings.

Remember this is just a basic book -- don't buy if you're looking for excuses why your sales prospecting isn't working. Read the book -- try Stephan's easy to follow method -- watch the appointments increase.

A so-so guide to cold calling...
It's an OK book if you are completely new to cold calling. If you've had any experience with it, look elsewhere since this book is just about the basics. But since I got it really cheap using a coupon from UnderTag.com, I can't really complain. ... Read more

Book Description

Would you like to increase your own selling results, or the performance of your entire sales team? The concept of Secrets of Question-Based Selling is founded on the idea that an effective salesperson knows what his or her prospect needs, then offers solutions--and the only way to find out what someone needs is to ask!

With more than 17 years of experience in sales and management, Thomas A. Freese has taken the approach that consistently empowered him to exceed, at times even double, his selling results, and has packaged it into the sales methodology he calls Question-Based Selling. This book serves as an explanation of this technique, as well as a reference guide that can be used over time by both salespeople and sales managers to exponentially increase their productivity. You will learn to:
• Penetrate more accounts
• Establish greater credibility
• Generate more return calls
• Prevent and handle objections
• Motivate prospective customers
• Close more sales faster
• And much, much more! ... Read more

Reviews (10)

WOW, what a breath of fresh air!
In this day and age where everyone is too busy to even talk to themselves, let alone a salesperson, this book takes a refreshing new approach to selling. Thomas leverages the simple concept of getting people to want to have a conversation with you by earning the right to ask more questions. Most sales books and training teach that you need to ask questions, Thomas goes to the next step by developing questions that narrow your focus so that customers will want to engage with you.

This is a MUST read for any salesperson with all levels of experience. Good selling....

Totally fresh ideas on successful selling relationships.
I've read many of the popular sales books throughout the last 15 years and frankly, there's nothing new out there. This book takes a totally fresh approach to selling which anyone can use starting tomorrow, and packages it into "Secrets" that help anyone understand the fundamentals of successful selling and personal relationships. If you're tired of rehashed "Sales 101...", this is a must-read!

Nothing could be better
I am glad to see this book at the top of the sales chart. When I bought the book, it was ranked at the lower end of the top 50 best sellers in sales. When I was half way through the book, I thought this should rank at the top and deserve a classic status. Everything is fresh and the book teaches you how to approach a sales from any industries. I am testing the concepts in my work and immediate see result from my adoption. Most sales books out there are more geared towards big corporate sales which is not relevant in my financial industry. I find this book to be exceptionally easy to borrow its ideas for my financial industry. Anyone who is serious in sales should not miss this gem. I can guarantee you that you will learn a lot from it.

Who Else Wants All the Appointments They Can Handle?
If sales books were music, most would be useless light pop like the Backstreet Boys. QBS is like the Dave Matthews Band- something for the more advanced salesperson. Music that is so masterful, sophisticated, enticing and interesting that it pulls you in. That's the way this book comes across to me. I had left 100 voicemails and got ZERO returned calls, and therefore ZERO appointments. Then I bought this QBS book. Since then, I have seen my callback rate skyrocket to 40-60%. The author shows you how he gets a 95% call back rate (see p. 95). He also explains the 5 techniques that helped him. I then use the 5 QBS techniques to turn these callbacks into appointments: questions, curiosity, reverse the positive, credibility, and momentum. Nowhere to resist me. WOW!! This stuff works. I am literally setting all the appointments I want to, with any company, regardless of their size. If you have suffered with call reluctance, let me ask you a question: Could you make those calls if you knew that 40%-60% of your calls would all be returned same day? What if you knew how to get appointments with any size company you wanted to- would that change your perspective? If you want to be happy, GET THIS BOOK!

This is a "7" on a 1 to 5 scale: important material
This is a truly great book. There's so much important material that it could be broken down into 2 or 3 books. The book is not that long, and it is very easy to read. But each page is packed with lots of new and interesting insights to the sales process.

I highly recommend it to anyone in sales. That includes high school guys getting ready to ask girls out on their first date. Freese addresses this sales dilemma.

His analogies, like the one to the Hunt for Red October for these high schoolers, were excellent.

Can't say enough about this book. I have underlined this book quite heavily.

John Dunbar ... Read more

Book Description

This book contains all the tactics you need to get appointments with impossible-to-reach top decision-makers. They in fact are the Very Important Top Officers (VITOs), the people with the ultimate veto power who hold the key to bigger commission checks, every sales award you could possibly win, and VITO to VITO referrals that you can take to the bank!

You'll quickly learn how to:
Get into new accounts at the top
Keep out of time-consuming log-jams-and into VITO's office
Promote loyalty at the top with existing customers and capture add-on business
Increase the size of every sale

Selling To VITO offers innovative new ideas and street-smart tactics for reaching the very top person in any organization. It's based on the seminars that have helped thousands of sales professionals from top corporations like Canon, 3M, Hewlett-Packard, and MCI bust quotas and increase commissions. It can help you, too, by getting you to the right person so you can do what you do best: SELL!

Anthony Parinello is without question the country's foremost expert on getting appointments with, and selling to, top decision makers. This book is the product of his twenty-three years of award-winning sales performance. ... Read more

Reviews (40)

One of the Most Important Books to be Written on Selling
I picked up Tony's book 6 years ago ... it's made me a TON of money. To be sure, it delivers on its promise to help you get in front of VITOs ... but I've adapted his approaches to be used as a silver bullet throughout organizations ... and throughout sales cycles.

It's NOT for the squeamish. And the earlier reviewer is absolutely correct in that you need to (as best you can) determine what kind of ROI your past customers have gotten from your solution.

However, I can tell you from experience, that a quantified ROI figure is NOT always necessary to get VITO's attention. My company produces company meetings -- such services have a more QUALITATIVE ROI. However, when I call up a VITO and tell him/her, "I just produced a national sales meeting for your biggest competitor -- and we had the entire place cheering and high fiving -- their CEO told me it was the most exciting meeting in the history of their company", THAT accomplishes the same thing.

Good selling, all ...

Outstanding approach tor low-volume, targeted marketing.
Selling To VITO is definately a must read for anyone who sells high-dollar products or services in low volume. It would be terribly hard, however, to make a good living using Parinello's process if you are required to close large numbers of sales to hit quota. (Because the work that goes into pulling this off is immense.)

The success of Parinello's process is rooted in four key features:

1. Social Proof: If other, well-known companies used you, then you must be great.
 
2. Authority: One of VITO's peers will supply testimonials of success on your behalf.
 
3. Process: Develop a linear process to ensure objectives are preplanned and met.
 
4. Consistency: Keep a consistent message that focuses on results and makes you stand out as unique among the many salespeople attempting to get in.

(For information on social proof and authority, see INFLUENCE, Science And Practice, by Robert B. Cialdini, Ph.D.)

I must admit that I was unable -- perhaps unwilling is more accurate -- to make the follow-up phone call and voice-mail processes work, because, while I'm passionate about what I sell, faking perkiness simply doesn't work for me. (And I'll bet that being over-the-top perky is a key part of pulling this off.)

Bottom line, if you do any type of cold-letter writing, you should read this book.

Highly Recommended!
Are your sales in a slump? Chances are you're selling to the wrong people. In this A-to-Z primer, Anthony Parinello explains how to get your foot in the executive suite. To be successful in sales, he says, go right to the top. Although well organized, the content at times reads like a stream-of-consciousness speech. Many of the "secrets" Parinello reveals are plain common sense - it's hard to believe that anybody in sales wouldn't know them. His advice about using the Web for research is dated (when was the last time anybody used the term "information superhighway"?), but the principles he outlines are timeless and make this a great read which we recommend to performance-oriented sales people and sales managers. Overall, this inspirational, motivational account should fire up sales people and help them see the forest, not just the trees.

How To Access the Executive Suite and SELL!
Selling To VITO (Very Important Top Officer) is a book dedicated to the science of getting past the proverbial gatekeeper and reaching the executive prospect.

The book discusses in detail everything from attitude to the format of letters one should mail to the content of the voice mail one must leave. In that respect, the book is complete and combined with the personal experience the authors bring manages to offer an above average methodology into an important aspect of most sales cycles.

Having said that, does the book's advice actually work? Well, the answer is some yes and a lot of no. Having put the methodology to work first hand - letters, labels and all - it is fair to say that VITO helps, but is hardly a silver bullet. In fact, while the book facilitated some headway the final end-goal was never in sight.
The failed experiment might be the result of bad luck or a small and non-representative sample, but the bottom-line remains that the book's effectiveness must be questioned. Furthermore, the book's content is slightly dated as shown by some of the verbiage which might be translating into the same for the content.

A must read for anyone in sales
I first read Selling to Vito more than 5 years ago as a sales manager and sales trainer in telecommunications and found it incredibly valuable. The owner today of a sales training company myself, I recently revisited the book as a brushup. It's amazing how many of the skills Tony taught me way back wehn I still use.

From VITO to understanding the power of the "Seymours," those who recommend, his strategies and tips from verbage to letter writing produce dollars in any salesperson's pocket. 5 Stars all the way! ... Read more

Book Description

A five-step strategy for turning a commodity into a necessity

When products and services become interchangeable, price becomes the ultimate determinant for consumers. Indispensable shows businesses how to break out of that cycle by using The Five Drivers-a strategy that takes companies to the next level of performance. Renowned business consultant Joe Calloway looks at how real companies have made their product or service "mission critical," and satisfied customers in the process.

Indispensable goes straight to the heart of the issue and reveals how successful companies-of any size, in virtually any manufacturing, selling, or service endeavor-achieve market leadership through The Five Drivers of fierce customer loyalty. Indispensable shows readers how to:
* Create and sustain momentum: overcome organizational inertia and keep moving forward
* Develop habitual dependability: make consistency of performance a defining characteristic
* Connect continuously
* See the Big Picture Outcome: create compelling customer experiences
* Engage, Enchant, Enthrall: make magic in the marketplace

With interviews, detailed case studies, and dozens of real-world, effective customer service ideas and initiatives, Indispensable is just what today's forward-thinking businesses need. ... Read more

Book Description

In this revised edition of her best-seller, noted sales consultant Linda Richardson offers salespeople the tools they need to successfully use customer-focused, dialogue selling. Featuring real-world dialogue samples, helpful dos and don’ts, self-tests, checklists, and other useful tools, this guide offers insight on every aspect of face-to-face selling, from the initial introduction through the needs identification and the negotiation of terms and price to the successful close, with prime emphasis on the six critical skills necessary to the dialogue-driven sales call: presence, rapport building, questioning, listening, product positioning, and checking. ... Read more

Reviews (4)

Great advice (if you can assimilate it)
The problem with any "how to sell" book like this is, until you can integrate the advice given here so that it comes naturally to you, you will sound as mechanical and forced as some of the "tellers" Richardson criticizes. I used to sell big-tiicket business-to-business, and I can say the advice here is timeless: engage your customer, identify what your customer's needs are and position your product so that the customer realizes that your product meets their needs. Of course, if the customer doesn't need your product, then maybe you need to learn some of those "hard-ball sales" techniques (or find a better product!). No amount of customer empathy, listening, or product positioning will help you overcome a customer-product mismatch. Which brings me to a point: although Richardson argues against this, I think playing hardball has a place in negotiations; remember, the party you are negotiating with doesn't always have to feel warm and cozy inside in the process. A true persuader will know when to be soft and fluffy and when to apply the pressure.

Also, the whole paradigm-replacement languuage ("we are moving into a new age of selling...") is corny. The advice Richardson is giving is not new or revolutionary, as she claims. But she has succeeded in organizing a lot of really good sales principles in a clear and coherent way which can easily be appreciated by readers.

I read this book together with Richardson's "Selling by Phone" and frankly, one is just a rehash of the other. Richardson copied entire paragraphs from one in writing the other. So save your money and buy just one of the two. But if you are an accidental salesperson, or even if by trade you are not a salesperson but you are occasionally called upon to negotiate (maybe you are a lawyer or a manager) Richardson's books will be a refreshing introduction to the discipline of negotiation and persuasion.

excellent, customer oriented common sense
After reading plenty of those "say what I say, exactly as I say it" sales books, none of which I found truly helpful out in the field, this book was like a breath of fresh air. Easy to read and easy to adapt to personal styles it is a treasure trove of good advise. If you actually care about your customers and want them to return to you on a regular basis, this is the book for you.

should be a textbook for sales classes
From my many varied experiences, I realize that I just don't like selling, but when I was trying to bone up on my sales skills, I found this book to be the most useful. It is heads and shoulders above other books on the subject and it was so intersting that I probably read it cover to cover in a day or two. The advice is extremely practical and you are learning great principles of selling. You are not learning a bunch of closing dialogues that only work for the person who invented them. Easily digested, the principles allow you to adjust your approach in mid-sale because you are asking questions whose answers will tell you what you need to do or say next (positioning.) Tons of great info here. It should really be a textbook for sales classes.

Eye-opener and Instant Results Obtained
I manage a distributor sales force throughout the U.S. and Canada. After reading this book (actually WHILE reading this book) I applied the information and witnessed immediate success, as did my sales reps. The information is direct, common sense, well presented, easy reading and entertaining. It is not full of 'theory', but actual 'meat' that can be applied each day after reading even a chapter or two the night before. I am buying books for each of my reps and feel it is one of the best gifts I could ever give them. Well done! ... Read more

Book Description

"The Closers," the keystone of Ben Gay III's world-famous series of books, cassette programs, newsletters and seminars is the most powerful book on selling ever written. With over 2,000,000 copies sold since it was first published in 1980, it explains selling the way it really is, not the way some salespeople wish it was. If you have only one book on selling in your personal library, make sure it's this "sales closers bible"! ... Read more

Reviews (16)

Must-read material for all Sales Professionals
I have read this book about 5 times since purchasing it 2 years ago. Each time I read it, my sales increase by about 40%! I am now the sales manager of a large Internet Backbone Provider and I have floated this book around my sales force as required reading. Each one of my reps who reads it, orders one for themself. I highly recommend this book to anyone who is serious about selling and about increasing thier income

Packed with solid ideas.
I was forced to make a career change due to downsizing and soon discovered that sales was the only career choice available with no degree required. I needed to learn how to sell, what to say, how to say it, and the "nuts and bolts" of how to turn every sales situation to my favor. I don't care what you are selling, you can easily adapt any example in this book to your product. The chapter with examples using the worlds best closes is worth the price of the book alone. This stuff is not pie in the sky BS it works. I wish I had read this book a few years ago as I would have been able to close more than I ever dreamed of. This is a must read for anyone new or old to the sales profession. I can't praise this book enough.

unbelieveble!!!!
I SALE TIME-SHARE AND I USED TO MAKE $ 4000 A MONTH AVERAGE SELLING $ 60000 A MONTH AVERAGE!
I BOUGHT THIS BOOK, I FOLLOWED IT WITH A SWISS ACCURACY AND I NOW,AFTER 3 MONTH, IM A TOP SELLER SINCE 2 MONTHS SELLING NOT LESS THAN $ 300.000 A MONTH! HOW MUCH DO I EARN? $ 20.000 A MONTH AVERAGE!! SO SHOULD YOU BUY THIS BOOK? MMMMM.....NO DONT!!
LET ME BE THE BEST!!!

Buy it or Die
I used to sell this book. I sold my entire enventory of this book years ago when Ben Gay had a shop selling books and vitamins in California. Not only did I sell the book using the closes in the book I also sold my rag eared sample copies for full price. Before I would walk into a busines I would read one of the closes and use that close to sell. It took a while to get into the swing of the sale but the more I used it the better I got. At one car dealership I sold 4 copies at $20 each and the owner later told me that his salesmen thought that I "walked on water". The simple soft sale may work for some of you but the samples in this book are slam dunks. From hard close to harder closes these examples are just what you need to get the "OK" on the bottom line... As an example One will get you the signature or a black eye and nothing in between.. ReRead the title to this review.. It is honest and it works.

Only for those who want to close more sales
I initially was turned off by this book because it appears to be too much "old school." Having now read the book and used many of the techniques, have noticed an increase in actual sales. If you can't close, all you have done is had a conversation.

While some of the objections covered are not new, the manner in which Pickens responds is somewhat new and different. But that should come as no surprise since the author is a true master closer with decades of real world experience. Not someone hiding behind a managers oak desk.

"The Closers" is 10 chapters and 278 pages of powerful information. It includes the 20 greatest closes and 15 buyer objections and forty-five red hot closer responses.

Something that stood out for me occurred in the chapter on how a closer thinks. The author states that if you take out the letter "c" out of closer it spells loser. The "c" stands for confidence, compassion, control and courage. Strong point!

The warning on the front of the book may be a little misleading. I believe that anyone and everyone who wants to be a sales professional must read this book. However, if your goal is to stay at the novice level forever, then this book is not for you.

The closers is a must read for all sales professionals and I highly recopmmend it. ... Read more

Book Description

This book gives a fresh understanding of the “laws” that govern the sales profession.The first section includes the laws that deal with the attitudes, aptitudes, and abilities that are required for any salesperson to be successful.The second section deals with the laws concerning the communication, courtship, camaraderie and commitments between a successful salesperson and his or her clients.Each law provides a description of a practical application.If you’ve ever held a sales position you know that being successful takes more than a smile, a Rolodex and a “can do” attitude.This book provides the “more” you will need to come out on top and stay there.

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 rea