A great book for sales people
588515
This is a great book for every sales person. The author, through a simple and easy understand story,  teaches the reader to understand what is the most important thing a salesperson should offer their clients, built strong relationships, and deliver great service. This book is definitely a guide to be successful in the sales business.
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.
1511252
This book will change the whole aspect of selling. The "normal" books tell us that everybody is a potential customer. That is just not true. The best sales people target and disqualify. I have used this in my work with great results.

The book is very detailed and I cannot use it all in my world of profession. But the main principles are great. Thank you Jacques for writing this book.
4299358
Good book for sales people just starting out. It was good to relearn some of the basic principles of sales.
Thank you Mike for providing this book to my company Energy link.
873126
When told by my boss that I should read the book, I initially resisted.  I bought it before the days of Amazon.com - it took about a month for the bookstore to order it and get it in stock. Then I went to the store and picked it up.  Once I opened it up, I found it facinating. I read it in 2 days and still tell others involved in selling what a terrific book it is. Neil Rackham doesn't preach about what a genius in the art of selling he is.  Instead he takes you on an interesting tour of some of his consulting work with field sales people.  He describes what works and what doesn't, contradicting some "conventional wisdom" along the way.
If you're involved in major account sales, read it. I think you'll be glad you did.

[  Phil Pickman  -
The Comdyn Group  ]
3789937
This book contains what every salesperson should know about sales.  There are not reasons for not getting sales, you just didn't get past the objection.  This book puts things in a whole new light.  I highly recommmend it.
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.
992381
This book reads like a breeze.  I go from chapter to chapter and learn about sales but also about patience, tenacity and relationships.  It reminds me that confidence and success are built one birck at a time.  I would recommend this book to anyone entering sales...or any job that involves people.  You won't regret the time you spend reading it.
951329
This book is definitely not just about traditional sales, Dan Pink describes selling as moving people to take action, and therefore this book can be applied to any situation: teachers getting kids to listen to their stories, parents to get kids listen to them, or people getting their friends to take action.

You can't talk about sales without discussing sales at auto dealerships, and the first few chapters of his book describe great in-depth stories on how old-school sales at auto dealerships happened in the pre-internet era, and what makes dealerships successful in sales today. I work for auto dealerships and this helps clarify the situation of what is happening to auto dealerships today (going out of business or not).

Many people have the skills to be good at sales, there are a few exercises in the book to test this. But the best part of the book is really the last few chapters that give a clear how-to on how to sell. Advice that is practical and gives direction to how to sell better, and at the same time it's not too complicated to execute. It is based on skills that all people can obtain, as everybody is in sales.

We know the elevator pitch, in the book, Dan Pink offers a pitch makeover, and shares 6 different formats on how to pitch and a clear direction on how to create pitches that sell.

One of the pitch formulas (the Pixar Pitch) shown in the book To Sell is Human for the book itself:

"Once upon a time only some people were in sales. Every day, they sold stuff, we did stuff, and everyone was happy. One day, everything changed: All of us ended up in sales - and sales changed from a world of caveat emptor to caveat venditor. Because of that, we had to learn the new ABC's - attunement, buoyancy, and clarity. Because of that, we had to learn some new skills - to pitch, to improvise and to serve. Until finally we realized that selling isn't some grim accommodation to a merciless world of commerce. It's part of who we are - and therefore something we can do better by being more human." - To Sell is Human

The most valuable trait that I learned from the book and will transform my business is that its not just about serving my client; it's about creating a better world, it's about making a difference in the world of my client.

This essence transforms selling from something I have to do, in something that I want to do. This is a book that can transform how you see sales and shift your perspective in selling from a necessary evil, in something that can make the world a better place. If a book is capable of moving a person like that, isn't that worth it?
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.
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.
2799437
This is a very good book for some people who are in sales management positions.  It spans a variety of industries and lists quantitative as well as qualitative responsibilities of sales managers/leaders.
4734585
I have read Dave's book and it was great. it gives the key words to say and when to say them. I have been in the car business and I got it to see if there was anything I could add to my presentations and WOW was there ever. I must get more copies for our sales force. It's what's you don't know that hurts you in sales and this is the best book on the subject.
David D.
Phoenix, Arizona
3408964
Hello, I am the owner of Dickerson Landscaping and this has been the best and most simple sales book I have ever read.  I liked it so much I bought one for every member of my sales team.  I has good easy to follow points on how to get it done.  What are you waiting for?  you will increase your sales just by using 3.5 of this book.  yeah I'm a fan.  [...] to see the for results of this book on our company.  It is a must read for anyone in sales.
72009
Many technical people are now required to sell but selling does not come naturally for these individuals. Engineers and other technical-focused people often tend to inundate people with jargon, product features and too much information. Babette Ten Haken gives these individual's a clear roadmap on how to improve their approach to selling. I was pleasantly surprised that her writing was non-technical in nature especially since she is a technical person. If you are an engineer or work in a technical role and you are required to sell, then you need to read this book.

Kelley Robertson
"The Secrets of Power Selling" and "Stop, Ask & Listen--Proven Sales Techniques to Turn Browsers into Buyers"
3294991
This book is loaded with all kinds of real world techniques for being a better sales person.  It has a no-nonsense approach and is not filled with all of the cheerleading you get from so many other books.  Just real, helpful and tested methods to make the sales process shorter and more lucrative.  Easy read, chock full of useful information.  Buy it.  You won't be sorry.
3116274
I am not a reader but found Unique Sales Stories easy to read. The information keeps you captivated and eager to read more. As a consultant the technique of selling through stories has the potential to dramatically increase my sales. I recommend this book to anyone who's livelihood depends on selling.