A Must-Read for New Sales Professionals!
358223
Great book from one of the true great sales makers I've met in real life. Recommended for all sales professionals, especially those starting down this road. Can't wait for the next one!
2429101
This book contains detailed, step-by-step instructions on how to build a modern day sales team. I've found it to be extremely applicable. Aaron gives specific tips and explains the logic behind them.

I cannot possibly recommend this book highly enough. In fact, at my firm, I'm thinking about making it a required read for all new sales leaders.
3712080
Exactly the book I needed! It helped to demystify the entire sales process for me, and showed me very practical ways to connect with my clients and prospects on a daily basis. Chapter 6 is my favorite...Who knew that closing a sale could be as simple as just asking the right questions? A must have book for anyone in the sales profession.
3815714
On first look, this is an ideal  Sales 101 book, for the new and aspiring salesperson who wants to be up to date.  Clearly written, it covers all the bases wrto sales.  The uniqueness of this book is the clarity with which the author covers the language of business and how to find and deliver business value. This is incredibly important in selling today. He includes a valuable chapter on how to  read financials in order to match what you are selling to the needs of the target client. He is all about targeting and being a smart sales person. He quotes from Selling to the C Suite ( Read & Bistrite) where 82% of CEOs said they would take a sales meeting if it was recommended by someone internally.  This is a good addition to today's sales library.
3010206
'The Pocket Guide for Sales Survival' is a must-read for anyone in the sales industry. The writers are experienced and knowledgeable and most importantly hilarious. This book offers tips, tricks of the trade and anecdotes which kept me turning the page. Like a good sales person, the book was concise and to the point while keeping me on the hook.
2894310
This is a quick read filled with real life sales tools that really work!  I have been in sales, throughout my banking career and this is the BEST book and most effective of any of the many books that I have read over the last 45 years.  While reading this book, I had several "Aha" moments.  It gives you step by step sales approach from an actual sales professional who has extensive real life sales experience.  The book tells you what to do for a successful sales experience and what areas to avoid.  I particularly liked the chapters on how to "close the deal" and also the "top selling challenges and how to overcome them".  The bonus chapters are also very helpful.

If you are currently a sales professional and need to improve or brush up on your sales approach, I highly recommend this book.  It will improve your hit rate and give you the confidence in your sales preparations as well as your sales presentations.
2361921
One of the best books I've read for sales professionals.  Ideas are fresh.  Finally a book in which our electronic
communications environment is addressed head on!  I would highly recommend Mr. Lakhani's "How To Sell When Nobody's Buying".
Karen
1923691
Heart and Sold will help you become a better realtor, a better entrepreneur, a better human. A must read!

It will teach you how to communicate with clients, get organized and stay on time - all signature attributes you need to build a successful career in any business.

I couldn't put down the first 35 pages of the book as I witnessed Valerie's bio and back story unfold from 25 years ago to today as she continues to rock the Los Angeles real estate world.

This book has also helped me become a better listener to my clients and become someone they can deeply trust. I've witnessed a profound change in my attitude and I think I've become more positive...not only at work, but with my family and friends.

Thanks Valerie. I can't wait to read your next book!
3409782
Great read that gets you looking at what really is important: Your prospect and customer's point of view.

It also focuses on maximizing your sales team behind the scenes work, so they can stay engaged with the customers. I loved how he impresses upon us that we can lower the stress of the "behind the scenes" work and build it in a way that reminds you it's all about supporting the customer.  He helps you develop your own solution is an easy, step by step process that doesn't require you to rebuild your entire process but rather how to reduce your processes to only what's important!

As I read the book, I kept grabbing the highlighter and folding down the corner of the pages. -There are so many little pointers amongst the main ideas that I didn't want to miss them!
2187250
The tools and techniques given in this book are very useful and practical for a salesperson at any level.  Easy to read and easy to follow, you will come out more enlightened after diving into this book.  I know I have!  If you want to be the best salesperson in your industry, this is the book for you to read.
1651153
A fairly large number of sales people begin their career  thinking they need to learn to talk people into buying their product or service.  Quoting Bill Brooks, a brilliant sales tactician and trainer, "Listen people into buying instead of talking your way out of the sale."  Strategic listening is just one of the highly valuable chapters in this book which is full of valuable and insightful tips and techniques for those who aspire to becoming true sales professionals.

In order to master the art of selling, you need to develop the skill and ability to influence others.  The starting point of influencing others is understanding why people do the things they do.  All buyers are not created the same.  Dan Seidman, the author, explores the various types of buyers in great detail.  There are toward buyers and away buyers.  Some buyers are motivated to move towards goals while others are motivated to move away from pain.  Some buyers act like tortoises (slow and deliberate) and others act like the hare (fast).  There are artist buyers (creative, spontaneous) and accountant buyers (systematic and deliberate).  And you also have big picture buyers and detail buyers.

As you see the different buying styles of various buyers you come to fully understand that one sales pitch will not fit all buyers.  You must understand what type of buyer you are dealing with and tailor your approach directly to their style.  There are many other topics covered in Part one - there is a chapter on strategic listening, the power of storytelling, questions that advance the close and opening strategy for all sales calls - just to name a few.  In Part one you will learn many valuable ways to influence others.  This section is not just for reading.  If you aspire to become a sales professional, you will need to study Part one and master the skills taught here.

Part two is all about influencing yourself.  Here you will learn about resilience, how to handle rejection, how to set goals, priorities, achieve balance, develop the proper attitude and control your self-talk.  This section is a great condensed self-help book.

Part three is all about implementation.  It does no good to learn new skills unless you put them into practice.  In part three, Mr. Seidman summarizes the strategies taught in the book and gives you a direction to take to become a sales pro.

The book is well written, easy to read and full of very valuable content.  There is a surprising amount of very excellent information in this book. There are plenty of examples to illustrate the teachings.  In order to make the lessons easier to learn and remembers, there is an ample use of humor scattered throughout the book. The information is based on Mr. Seidman's years of experience in sales and sales training.  He also draws on and refers to a wide range of research and experts to validate and supplement his own knowledge.

This is an excellent reference and teaching guide for those wanting to accelerate and elevate their sales career.
435809
I didn't realize how old this book is until after I bought it. So I started off with some doubts about the validity and relevance of the information. I was completely surprised and delighted to find that this is the Most Relevant book I have ever found on the art of selling to people. This is not a book about marketing strategy. This book is purely about how to improve your ability to connect with other people and be perceived in a positive way. A lot of people think of salespeople as being slick and pushy. The entire premise of this book is about being honest, being well-informed about your product, and genuinely helping your clients. This will lead to long-term business and great success. You will learn people skills in here that everyone should know and understand. I guarantee the information in here will improve all of your relationships and specifically, your sales and income will increase. It's a skill to get along well with people and be instantly liked and welcome wherever you go. This book goes a long way to teaching exactly how that works. And it's a fun read too. I highly, highly recommend this book!
4144100
"Predictable Revenue" is a must read for any aspiring sales professional or leader. Mr. Ross provides insights into developing a sustainable sales system. After reading many sales books focused on sales process, buying and selling psychology, or entertainment it was refreshing to dive into a sales book more focused on a system. The content is actionable and engaging. You can implement many of the concepts today on your team or in your org. I've been waiting for a sales book to knock Neil Rackham's "SPIN" off my #1 spot for effectiveness and "Predictable Revenue" has done it!
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!
1911324
This book is filled with practical approaches to every aspect of sales management - from hiring and developing great salespeople, to setting up effective comp plans.  The author writes in a direct, no-nonsense style, and includes numerous examples and anecdotes to bring his points to life.  I especially liked some of the simple formulas and tools the author suggests for putting his ideas to work.  Every sales manager - from newly promoted to proven veteran - can benefit from reading this book.
2419834
This book is a must read for any sales professional. Jon does an amazing job of bringing core sales concepts to life as he travels throughout Cyprus. As someone who is actively growing their career in sales, this book gave me the tools and concepts that I needed to take things to the next level. Best of all, it's not all theory. Jon gives clear and distinct action items that are easy to implement immediately. I've passed this book to several of the sales reps I manage as I know it will help their career as well.
2190103
This book is a must read for ANYONE in sales, customer acquisition/retention, or MLM. It is a relatively quick read, but thoroughly enjoyable. I was challenged to "go for no" by my Sr. Vice President prior to reading the book.  I discovered that "yes" showed up when I wasn't hunting for it. I needed to meet our team's "no" quotient before the deadline and time was running out! The fear to dial disappeared because the thing I was afraid of (hearing a rejection) was now what I was searching for instead! Powerful!
The authors explain why rethinking long established concepts of rejection and failure is foundational to securing success. I'm glad I purchased this book!