You're Working Too Hard To Make the Sale!: More than 100 Insider Tools to Sell Faster and Easier!

Rating:
Summary: a reader from Minneapolis, MN
Review: If you think that there is such a thing as the "science" of sales, this is the book you need. Easy to understand and apply to whatever product or service you sell. It helped me change the way I approach new clients and service existing clients. Worth the money and more...

Rating:
Summary: a reader from Minneapolis, MN
Review: If you think that there is such a thing as the "science" of sales, this is the book you need. Easy to understand and apply to whatever product or service you sell. It helped me change the way I approach new clients and service existing clients. Worth the money and more...

Rating:
Summary: Easy Read with Great Information
Review: This book really gets to the core of successful selling. It emphawsizes identifying and understanding the decsion makers wants which are personal, emotional, and under the surface. Too many sales people focus on the surface stuff especially customers needs. What we really should do is tie in want based selling into our successful needs based approache we are curretnly using.

This book is a very easy read. Key points are emphasized and repeated several times to make sure they sink in. The charts and exercises used really help you grasp the concepts.

The only downside is the first helf of the book tends to be very repetitive and you wonder are they having going to get to some other points. However the second half of the book is fantastic! It really gives you excellent ideas and techniques for identifying decsion makers wants and applying the concepts to your customrs.

Enjoy and Good Selling!