I truly enjoyed the approach this book takes to explain valuable sales ...
936618
I truly enjoyed the approach this book takes to explain valuable sales lessons. The stories Jon's shared proves that there a lot of sales related things happening around you everyday. This book teaches fundamental sales concepts that you might not notice you even needed. I had a great time reading this book and recommend it to anyone looking for a practical and adventurous book to read.
1476118
Weinberg's work provides a proven guide to to more sales.

In an easy to understand (simplified) approach, this book lays out the proven moves to closing business. I have had huge successes and a healthy share of failures in selling, hiring and managing sales people and have spent a lot of time and money with sales consultants. I find this book, which is really a "Guide" as a comprehensive and proven approach to sales.

I am a bottom line kind of guy and Chapters 5,6,7,8 and 9 lays out what a sales person needs to be successful. I found the book not only easy to read but it just makes sense and is real!
2722389
I love the fact that this book affords sales management the opportunity to pick and choose from a wide gamut of topics that are very real world. Renie and all the chapter authors set out to provide a succinct and action-based book, one that can be read and used by sales leaders looking to unearth ideas and solutions to challenges they are currently faced with. Bravo!
1963540
I had the pleasure of attending a conference where Messrs. Renvoise and Morin presented their concept of Neuromarketing. It was an entertaining and insightful presentation to say the least. The book was no less enjoyable.

The authors present in a clear and logical fashion why those few successful sales programs that are based on consultative selling work, and how we can achieve even better results for our clients and our companies by applying the science behind how we make decisions. For you sales and marketing professionals who are highly successful, you may well be an "unconscious competent"; this book will make you a conscious competent by explaining the way our decisions are really made, including our purchasing decisions.

What we learn is that it's the "old brain" that makes the decision to buy - not our new brain with all the logic. It is almost certain that all the reasons you give for purchase of a product are really justifications for the fact that you were really avoiding pain. We learn that the fastest way to the old brain is through the optic nerve - that means pictures!

We learn that six characteristics of the old brain: Self-centered, Contrast, Tangible, Beginning & End, Visual, and Emotion. In order to help our client, we need to shape our message, the picture, to maximize the message and stimulate these old brain needs.

As you would expect, this book is easy to read, compelling and gets the message across. Anyone in business and especially those involved in direct sales must read this book and put it to use.
549145
I've been successfully employed in sales for the past 25 years.  And this is by far the most informative sales book I've read.  Understanding the sales process from the perspective of a professional Buyer completely opened my eyes!  At first I thought, This guys a Buyer.  What does he know about sales?  Then I realized that its the Buyers who are on the receiving end of the strategies I use in the field.  Who better to provide feedback on what Im doing or failing to do to get the sale and expand business?  Plus there were approaches described in the book that I never would have thought of using.  Thats because Im not sitting on the Buyers side of the desk.  But at least now I know what it's like to be.  Great candid feedback and insight.  Highly recommended!!!
2015847
I try to keep up with publications on sales and business development, so this book caught my eye. I am from the 'old economy' (not a digital native) and feel that business selling changed quite drastically. This book surprised me in a good way. It starts of a little anecdotal though pleasantly so, but quickly progresses into quite a solid exploration of important principles in the digital age and how the impact sales. It then moves along different aspects of selling like perceived risk, personal / direct vs. automated selling, mental state, balance of rest and intensity and some others that are very operational and handy. I can recommend this for a brush up, especially if you are not a digital native.
4599440
A friend who teaches selling recommended this as a worthwhile book about selling. After 31 years in sales and marketing, I still like to read these kinds of books for pleasure.

Mr. Patterson had a lot of things right in an era before cars. He understood and knew the fundamentals for making a successful salesperson. Most of his principles are valid today.

The most interesting thing I learned is that he called a "prospect" a "probable purchaser".....what a difference that makes in one's mindset when making an initial sales call.
3954033
I love that this book is real - it's straight talk on the art AND science of driving sales. The piece that hit home for me is "you're not in the 'selling' business - you are in the 'engagement' business." This is key for my relationship centric, highly individualized business. There is a wealth of steps/tips/techniques in here - I keep dipping back into different chapters for another chunk. Very valuable!
1742775
Michael really has some great ideas in this book.

It really comes down to utilizing a process and a methodology to ensure that you succeed in sales and Michael nails it.

Well worth the read.
630271
This book is an interesting read. To start , let me say that I have had a bit of success in selling items on craigslist, and , at one time, I even owned and operated a resale shop; for a little over two years. I wish I had access to this book back then! (In my shop, I offered a treasure trove of used items, that I had received at a low , or free cost.....but I was limited to selling on a LOCAL market only.....using ebay, I COULD have sold GLOBALLY.!) This book TAUGHT me THAT valuable lesson! I can truly relate to the authors story, also...in that he needed the extra income to provide for his family. The author writes in a "step-by-step' manner, that ANYONE can follow, with ease. And, he doesn't make vain, unrealistic, or empty promises.....he keeps you entertained, and informed. THE ONLY WAY YOU CANT MAKE MONEY AFTER READING THIS BOOK IS IF YOU DO NOTHING AFTERWARD! I will highly recommend this book, to anyone who needs a little extra money, and A LOT OF information on how to get it! (My only side note: why did the author put the Table of Contents at the end of the book?)
1387961
Absolutely LOVED the book!  Picked it up on a Saturday morning to read a few chapters and by Saturday night I was finished and had highlighted several pages in the book that I will use to reference again later. I love the no-nonsense approach to sales, the useful examples, and the passion for developing your own "sales story". If you are looking to invest in yourself, this book will be well worth it!  Thanks Mike and hope to see more books from you soon!
1776627
I have been a student of leadership and sales for years. Joe has done an amazing job breaking down the potential pitfalls and necessary skills for success. His approach has a brilliant simplicity that allows new and veteran sales reps alike to learn and remember what it takes to build real wealth over a long term career. You need to survive to see the long term rewards and this is the best "How - To" manual I have ever seen.
4007110
UnSelling is the best book I've read on sales. I love the concept because it WORKS and is ETHICAL. While the book focuses on "the complex sale" (say, business-to-business, budget > $ 100,000), important parts of its buyer psychology, buyer-seller interaction and strategies can be applied in other situations as well. For online consumer marketing, which is where I operate, I particularly like the idea of opening a conversation through good copy writing. Bourke makes a very convincing case for a radically different sales approach. Without himself boosting too much, I guess he's pretty good at training people in this line of thinking. The writing is clear, concise, and coherent.
3527407
This is a great read! It gave me a different perspective into the sales world. I immediately started using some of the sales tactics and found them very easy to apply to my business. Gordon does a great job of taking what he has learned from family or personal experience, making it relatable to everyone. I would highly recommend this book to anyone looking to sharpen their sales skills!
398129
As someone who has been in the sales game for over 20 years, I can tell you that this is one of the best sales books I've read in a long time.
For those of you who have been in sales a long time, the economic implosion has revealed who the great sales people truly are versus those that had been lifted by the "high tide."
In the book Selling In A New Market Space, authors Brian C. Burns and Tom U. Snyder lay out a brilliant sales psychology and methodology for those tasked with bringing a new product to the market.  If you've ever sold an innovative or disruptive product, you know how challenging it can be.  Thanks to the tools in the book, you can now reach the highest levels of sales success.
I'd also recommend the book to anyone that is in sales who represents a product that is not the market leader.  You can still gain a lot of great information.
Buy this book, you're bank account will thank you!
824152
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
2861190
This is a great book that really breaks down several aspects to developing more business through sales. It gives you the right kind of attitude about sales. He also gave me more ideas on how to approach networking and mutual referrals.

Using email properly is important. Todd explains proper emailing techniques to increase the number of exposures to your prospect, which is valuable. He also explains when to use and not to use emails.

I currently re-read some of the chapters on topics that I'd like to improve in my career.

Highly recommended. If you could only use one technique out of his book, it would be well worth it!