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High Probability Selling by Jacques Werth
One of the top three books I have read that makes common sense for the marketing/sales professional. I am a network marketer with a sales background so I was looking for something that would take the focus off my experience is selling. Basically the book says there are lots of people for your product, so instead of beating yourself up selling, focus on sorting thru prospects until someone raises their hand and says they will look. Then ask the questions and be open ended enough to go with the flow instead of trying to lead or direct them to a certain place. I'd highly reccommend it to the network marketer, but I can see where it could be a bit much philosophically to the salesman who must make a sale this week or else the boss is down his throat. Overall, Buy it and see for yourself. It's a nice easy read.Vollständige Rezension lesen...
A book for those who think outside the box
I rate this book as excellent, but I am not an experienced salesperson. I have my first sales job now, and one of the experienced telephone salesmen here told me about this book.
What the book suggests makes sense to me. The only drawback seems to be that you need to have lots and lots of leads because the "trick" here is to eliminate anyone who isn't really ready to buy today. After you get rid of the "tire kickers," the prospects who are left will be high probability buyers.
I haven't put this theory to the test yet, but I still like how it sounds because it seems more straight forward and not manipulative or deceptive.
I highly recommend that people in sales take a look at this book and then do some research or give it a try. That's what I intend to do.Vollständige Rezension lesen...
BEST and EASIEST book I've ever read on Sales!
Read a LOT of books for business and the art of selling - NONE even comes close to this SIMPLE yet spot on book to guide you through the sales process and how to avoid getting "used" for a price!