A well-thought-out communication guide for anyone in sales.
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".
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.
485491
This book was released just in time for tech companies needing to revise their sales strategies in a world where IT budgets, influencers, decision makers and social media change the way winners are selected. If Id had this book in a past sales job, I would have known how decision makers think, how pricing impacts sales, buyer personas and the most effective language to use with each, and much more. The interviews are insightful and will keep you turning pages to learn more. Graphics at the beginning help you understand your starting point for creating a sales strategy.
880258
Andy Maslen has produced a beautiful book on how to write well. His compact, easy- to-read guide offers plenty of useful information. Though designed for advertising copywriters, it will help anyone in business who must communicate with others in writing, that is, nearly everyone. Maslen outlines the basics of effective written communication: Employ the active voice, be brief, use short words and sentences and so on. Throughout the book, Maslen provides numerous examples to show what he means. This is a high-quality book, though not a perfect one. Maslen presents a great number of acronyms - perhaps one too many. And, the formatting of his guide may seem slightly messy to those who prefer a simple, clean page to one peppered with bold print, italics and emphatic capitalization. Other than a few similar minor gaffes, however, this is an outstanding book. getAbstract recommends it to anyone who wants to become a better writer.
2216012
In business and especially in sales, people are looking for the magic words to "close the sale." Oren Klaff. in his book Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, does not have any magic words, but he does provide the reader with a 20 minute process template that should take average ho-hum boring presentations and turn them into dynamic, engaging interchanges.

Beyond his acronym for STRONG (Setting the Frame; Telling  the Story; Revealing the Intrigue; Offering the Prize; Nailing the Hookpoint and Getting a Decision, his book is laced with essential neuroscience facts about the primitive to the neo-cortex brains. This is one area of knowledge that should not be ignored by crazy busy sales people or anybody who wants to be more successful in persuading others.

There are many gems sprinkled throughout the eight chapters and 218 pages. In the first paragraph, Klaff provides 76 words to summarize his book.  Having been an educator and instructional designer of training materials and curriculum, the author brings an honest dialogue as to how people receive and digest information.

Also he connects neuroscience with economics and discusses neurofinance. This connection allows him to pitch anything with far greater success. What salesperson would not like to have that advantage?

The continual reference to the Crocodile Brain (primitive brain) helps to further understand how this first brain is a two-edge sword. Then the simple explanation about the Mid-brain and Neocortex explains how all three brains work simultaneously together and independently. There is also discussion about emotions and how being aware of those emotions (emotional intelligence) helps to further strengthen the pitch anything position.

By weaving his own personal experiences provides a rich context of examples. The reader is taken step by step through this 20 minute process where he or she can learn how to pitch anything with much greater success. Another gem is his discussion about building rapport and how this is truly old school.

This book is not only invaluable to sales people, but to anyone who is having trouble in having their messages received such as speakers, teachers and even parents. One of the best books on sales, marketing, selling and communicating I have read and the end result is here is a another way to showcase yourself to&nbsp;<a data-hook="product-link-linked" class="a-link-normal" href="/be-The-Red-Jacket-in-a-sea-of-gray-suits/dp/0981800459/ref=cm_cr_arp_d_rvw_txt?ie=UTF8">be The Red Jacket in a sea of gray suits</a>.
945739
I was a car salesman for three years, and so I have been up close and personal with people's biased and usually negative perspective of salespeople. So it is with great delight and appreciation that I highly recommend this summary, "To Sell is Human... in 30 Minutes." Even if you are no longer in direct sales or have never been, this is an easy to read synopsis of the new and forward-thinking philosophies of Daniel H. Pink, who attests that no matter your occupation, more than likely it involves sales to some degree. The good news, for those that detest the stereotypical salesman, is that this quick read clearly defines Pink's notions that this stereotype is outdated, primarily because the sales techniques that perpetuated it are just as pass. In the modern information age where the customer is privy to just as much, if not more, information than the seller, the use of forceful persuasion has been abandoned for empathy, flexibility, and service to a higher cause. Furthermore this information is universally applicable, because the modern salesman is at work in almost every profession. "Non-sales selling" is an umbrella that encompasses anyone who must "move others" to accomplish their goals.
3977679
Having been in Corporate sales for 30+ years calling on major accounts, I find 32 Sales Objections Easily Countered to be simple in it's approach but profound in it's results. It's a tool that provides the sales professional with a perspective, some real world  examples, lessons learned,  and is an excellent reference guide. Stepp has done a masterful job in making these tools and techniques easy to understand and adaptable to one's work environment by providing suggestions on how to use this book, and responses to key objections that cover what and what not to say in handling/overcoming  an objection supported by useful tips. Well done Stepp

Hildred White - Sales Consultant
4718918
Charlie Van Hecke hits the target with this practical guide on how to build your business with questions! I was assigned to read this book for an assignment for class, but I soon realized I wasn't just reading this book for an assignment. Hecke describes the different levels of skills (basic, intermediate, and advanced) needed in the business field. He gives the internal and external qualities of being a super communicator and how to become a super communicator. One of his most important factors is that you have great listening skills. Hecke explains what that looks like. Hecke stresses that listening is one of the most important factors in making a good sales call, because we must listen to the buyers needs in order to know what their needs are. The next important skills he states is having the right questions and knowing when to ask those questions. One method he uses to become a super communicator is the SCAN method. This is asking situation questions, consequence questions, advantage questions, and need questions. These are described with great detail and examples are also provided. Hecke also provides examples of study cases throughout the book, which allow for great application. There is also a guide on how to counsel a buyer when they are going through doubt. He gives the root issue of doubt and how we as the seller can help them overcome this. Hecke then goes into the closing stage of the call. Hecke covers all the elements of making your closing call impact the buyer. I found the most useful part of this book is that in the back there is a list of questions for sellers to use as a guideline for when they are making their own questions. Hecke not only gives great business advice, but also gives advice that we can use in our everyday life. I learned not only how to become a tactful business woman, but I also learned how I can take what I do in the business field and use it in everyday situations. I would suggest this book for any businessman or businesswoman. Applying these tactics can help businesses expand and increase profitability.
1749292
A package  of great tips and strategies for developing your communication skills has been offered in this book. Each chapter of this book discusses on  a particular  topic  and shares a  clear suggestions and steps to be taken for improving your communication skill. The author also gave importance to the development of  active listening skills and mentioned different ways to do it. On the whole, the contents inside this book must enable you to shine your personality. I would like to recommend this book.
2139441
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Now here's a book that communications students, and instructors, public speakers, and anyone who has been conned into giving a talk, should read. This book is practical, funny, reasonable, and covers all the points in a textbook in a concise and delightful way.

Definitely worth reading.

Kim Burdick
Stanton, DE
1642340
Today's customers are informed. Our old role of being being persuaders and information resources has been eclisped by social media and the internet. It's an old canard but true, "people love buying but hate to be sold." How do we do it? By collaboration, finding win-win-win (you - the customer - the company). "Conversations that Sell" is a enjoyable read full of advice on how to do just that - sell collaboratively instead of with closing gimmicks and high pressure. Frankly this is a refreshing read, very timely, and important if a salesperson really desires success in today's marketplace.

"So many salespeople hide behind their products and services. They think thats what matters. But its not. People want to work with you because of what you bring to the relationship...Effective selling is about having meaningful, collaborative conversations where you, the buyer, and your companies win, and where you are an important part of your solution."

"What makes a buyer choose your solution over your competitors is often you your understanding of their situation, your concern for their need, your ideas about how they might best use your solution, and the confidence you give them in your companys solution."

Nancy Bleeke emphasizes that collaborative selling doesn't have to be complex and applies virtually in every situation, from transactional selling to complex procurement based sales. Collaboration can be as simple as a single conversation, done correctly. For that Ms. Bleeke provides a methodology: Wait, Initiate, Investigate, Facilitate, and Then Consolidate. Do this for a conversation, a BlueSheet, or a strategic plan.

"Conversations that Sell" is a must read for salespeople that want to be more than taking brochures or break the stereotype of all salespeople being "used car salespeople." This is a fantastic book. Become more effective, happier in the profession of selling, make more money and have better customer relationships by using, not simply reading, this book.
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.
820686
Concise and clear advice presented throughout the book, yet it doesn't mimic other sales books.  This one goes to the core of where sales happen, addressing each process and each step with definitive coaching, advice and methods that will help boost your sales success.  I know I gained many new perspectives and some new ideas on how to approach my own consultations with clients, that make sure we're all moving forward.
4241553
Don't let The Oh Norman Diary fool you with its short read, simple language, and story like approach.  It decidedly conveys a valuable sales and customer service message, doing so in a format that makes the salient points memorable.  It does for the Sales organization what The Goal, by Eli Goldratt, did for manufacturing.  This should be a primer for the sales student and practitioner.
Kudos to Uly Meixner and Erich Mock for this seminal work in sales training.  I look forward to additional works by this innovative duo.
258503
No one likes to feel like they are being sold to.  I've always said that and feel that way myself.  Elinor's premise is all about building relationships based on trust - the key to lasting sales, especially if you are selling something and you want your customer or client to buy again.

I love Elinor Stutz' writing style and organization of this book.  It's an easy read and provides lots of examples - actual stories of what worked and what hasn't worked.  Elinor gives a variety of ways to get to the decision maker - lot of basics put into proper perspective - for results.  This is a great book for anyone who is just starting out in sales and for anyone who has been in sales for a long time and wants to glean a few new ideas or be reminded of some they might have forgotten.
3950311
Definitely one of the better books on sales skills that I've read in some time.  I've been in this profession for fifteen years now, listening to various sales audiobooks from the beginning, and this book clearly lays out actionable methods for connecting and creating value for your customers.
1373584
Schell's approach is unique in that he focuses almost entirely on the sales process (both cultivation and solicitation) from "the buyer's side of the desk." He organizes his material in a series of eight parts. In each, he offers specific tips which, for those with extensive sales experience and sustained success, may seem obvious. While many of his suggestions are obvious, such as organizing your prospect database or developing an Industry-Specific Positioning Statement (ISPS), the fact remains that his tips offer substantial value if only as reminders. Everyone in sales encounters a period of failure when they begin to question what they are doing wrong. Reviewing Schell's key points will reveal what they have taken for granted, ignored, neglected or bungled.

In addition, Schell includes dozens of comments from 228 buyers who agreed to 330 interviews and provided responses to 4,327 questions. In one of the most interesting chapters entitled, "How to annoy buyers-guaranteed," respondents warrant the guarantee. They confirm that the most successful salespeople know which questions to ask of both prospects and customers. They spend at least 80% of the time listening to the buyer's responses. He also includes a Planning Guide with each chapter using a "Permission-Based Model." This book is both a manual and a workbook, one whose material each reader should modify to accommodate her or his specific needs, interests, goals, and circumstances.

Here's a suggestion: Select ten to fifteen customers and schedule a meeting with each. Ask two questions. "What do you like best about doing business with me? and "What more can I do to be of greater service to you and to your company?" The responses may surprise you. You may also be surprised by how eager the buyers are to respond. Why? In all probability, they are seldom asked those two questions. What does that reveal about your own customer relationships? Of equal (if not greater) importance, what does that reveal about your competitors? If you now lack a decisive competitive advantage, a frank conversation with several of your customers may well identify one for you.