If you are in sales, This book addresses the main issue holding people back - fear of rejection.
927726
Don't miss this book if you are serious about your sales.

At the crux of all sales is the need to prospect. Jeb addresses the the biggest issues on the fear which gets in the way of most people putting this crucial thing to do. Being aware of what is going on in the brain to create the fear and therefore with awareness having strategies to cope.
3293312
This was the first Sales/Marketing book I've ever read. Having only moved into a sales support role in the last two years, this was not a genre I had ever explored before.  I was pleasantly surprised by some of the material in this book.  Some of the nuts and bolts of the authors' arguments get a little technical and wordy. Probably more my lack of familiarity with sales speak, but a bit difficult to get through at times.  Where the book really shined for me was in the illustrations and example case studies that unpacked what the Challenger approach to customer engagement and selling looks like in practical terms. The story of DENTSPLY in chapter 4 was very well written and lays out the argument of this book extremely well.  The concepts of unlearning, breaking down A before building up B and engaging customers earlier in their buying process were helpful and made a lot of theoretical and practical sense. You can't help a customer get where they need to go without first helping them identify their business weaknesses and then connecting your company's solutions with their actual needs.  I would definitely recommend this book for sales reps, sales engineers and sales support folks. Some repeated material, but overall a good read that challenges the selling status quo, in a helpful way.
4319107
Linda Richardsons new book (like her others) is ostensibly about selling, but in a very important sense its also about businessand living.  Who among us doesnt need to develop a sense of future? The opening chapter on Meta-Prep can help. Who would not benefit from knowing how to anticipate the needs of the people in our lives? Turn to the Heat-Mapping chapter for guidance. We all have problems to solve. The Value-Tracking chapter can help. Having a sense of time is a valuable skill in any domain. The Phasing chapter can help. And last but not least, everyone needs to connect with others emotionally. The Linking chapter offers guidance.

For professional salespeople new and veteran there are several sales-specific tools that can give an edge. For example, pages 118-230 break down the sales process into stages, and for each stage lists objectives, best practice activities, verifiable outcomes, sales tools, self- and sales-manager coaching questions.  A Sales Tools appendix features five templates for success, from a Sales Ready planner to a Win-Loss diagnostic. For go-getters who prefer bullet points and templates to prose, these are worth the price of the booktimes five!
584201
"Objections Handled" is a book of simple scripts, examples, warm values and ideas about what makes a person successful in network marketing. It takes the mystery out of communicating successfully with other people.

Feeling a person's true intentions...we do this well.

I've tried "network marketing" several times in the past but the idea that I might "gain" something from someone else get's in my way.

What's odd is that I've worked in retail sales before. The ONLY way I could do this was to ask questions...focus on helping the potential buyer. This is the only mind-set that worked for me.

What I love about this book is it's encouragement to face our fears. It stresses the importance of being real and honest in our communications.

It brings together many different ideas, a Power Prospecting Formula and a new fresh way to look at the entire industry of "Direct Selling"  aka "Network Marketing".
1288324
Im currently working in sales and marketing so this is what initially attracted me to this book. Sebastian did a terrific job on creating a very well and straightforward guidebook like this on how to, as he says, "Stop whining, and start selling". From the ABCs to the psychology behind making a sale, this book gives a quick look over each and crams in useful tips to start applying today.

At 40 odd pages, it is a quick read to study to up your sales game. I would have liked to see it expanded a little more and some tips covering online sales, but, nevertheless, this book has given me a plethora of tips to start using at work.
2598694
In any field, sales people must deal with people.  There is no Mr. IBM or Ms. Microsoft - there are just people.  We make sales too complicated when we overlook that people do the purchasing, even in complex teams - people just want someone to listen to their needs and provide a solution with some integrity.  Dale Carnegie's Human relations approach boils it all down to sincerely trying to see things from the buyer's point of view, and just be honest!  Wow - what a concept!  It's important to read "How to win friends" first to really get the human relationship princples down pat.  Then read this book - and then go make some sales!
1162850
Ziglar has written perhaps one of the best books ever on sales.  A prolific author, this title focuses more on practical ways to becoming a more successful salesperson.
Among the points covered include:
1.  Ethical selling.
2.  Overcoming call reluctance.
3.  Tips on prospecting.
4.  Asking good questions helps the buying process.
5.  Selling to different personality types.
6.  Principles of closing the sale.
7.  People skills and facets of business travel.
8.  Organization and discipline.
Since I work in sales, I can testify that the book has helped me in the selling process.  What I particularly liked was the encouragement to continue a high level of integrity, service, and acting in the customer's interest.
Read, enjoy, and be encouraged to be a better salesperson!
2404701
Don't just read it! Apply it. The Ask method is a great way to attract qualified prospects into your sales funnel.
1392942
If you in sales and need that "something" to get you out of your rut, this is a good read.
Nothing really "new" in it, but written in a way that inspires and reminds the reader just how much they can accomplish if they are willing to overcome senseless fear.
4775684
I received a copy of this book in exchange for an honest review. When I received this book, I didn't really think I would be able to relate to it- Im not in the business/sales world. I was wrong in thinking that. This book is not just for someone who is trying to pitch calls and meet their client goals in the business world. I am a Coordinator for Clinical Research Trials, and I began relating to this book the moment Sid mentioned resistance in prospecting calls in general. For my job, I am required to recruit people for my research studies. This, to me, is a type of prospective calling. I have to sell my study to potential subjects in hopes to get them interested in hearing about more of what I have to offer. This becomes difficult after a few attempts and receiving the NO response- I find myself questioning my technique, my tone, etc. This book helped me realize that this is not the next step after you receive a NO. Its our instinct as humans to automatically start analyzing the situation for faults when something does not go as planned or as hoped. This book helps you fight that instinct in order to keep on cold calling with confidence and organization, not confusion and question. I would recommend this book to anyone just starting the cold calling task, anyone who has issues delivering the sales pitch, or anyone who has difficulty moving on from the negative calls involved in cold calling.
3776974
If you are in sales or marketing, you need to have your support staff read this book!  This book is worth the investment and time dedicated to reading.
145935
i often coach sales people on the importance of "reading" their prospects and customers and this book lays a great foundation for developing that skill.  I also suggest that sales people review their own "tells" when presenting their product or service.
27151
It's important to don't let people tread on you but it can be hard to find the courage sometimes. You also don't want to seem aggressive. This book contains some very useful tips and tricks that truly can help you with these issues if you only apply them.
1704981
An interesting perspective to selling, covering important points such as how to understand how customers think about your products. I like how the book provides sales problems and solutions for them. This is a highly effective bundle of sales information, to be used for your advantage as a salesman.
3318503
I am lucky enough to manage a great sales team and one of the best salespeople I have fits the challenger personality to a tee. Of course he is not 100% of what the book  is eluding to but the attitudes and sales process he has fits this book nicely. I am looking forward to sharing the info in this book with him. I run a retail sales branch so the book isn't entirely adapted to my experience but I do work in a "complex" sales environment of investments. Based on the fact that I have seen these ideas work in the real word I say this book is well worth your time reading and sharing with your salesforce.
4684220
Written for sales professionals it takes little effort to apply this to anywhere you need to ask questions.  For sales it is exemplary, enough that this will become my 2016 Sales book of the year.  The author makes a great case for  asking the right question early enough so the seller can communicate value.

The book has three major sections

How questions help us get better connected.
The types of questions to use
Practice
The author puts the questions in eight groups that you can remember using the word DISCOVER:

Data questions
Issue questions
Solution questions
Consequence questions
Outcome questions
Value questions
Example questions
Rationale questions
She works hard to put the materials into context with good examples of situations that any salesperson will recognize.
4726739
This book is all about attitude and motivation. Don't look for any 'on the street' strategies or sales methodologies here. The book isn't 'deep' but rather is high energy and motivational, kind of like Tony Robbins applied to selling. It applies many of Jack Welch's ideas of "Winning" directly to sales.  If you need to be pumped up and recharged this is a great book to read.

This book also offers wisdom in the area of having a sales career. If you aren't enthusiastic, can't maintain high energy, and don't realize that getting the job done ultimately falls to you then perhaps sales isn't for you. The title says it all: you're either selling or being outsold. Stop blaming price, competition and the world for loosing deals. If it was easy they wouldn't need salespeople in the first place.

This book is about the attitudes and work needed to become a sales champion: that we need to hunker down and overcome. As the author says we have one life and one boss: ourselves.