What's Keeping Your Customers Up at Night?: Close More Deals by Selling to Your Client's Pain

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Summary: Brings together the best of Sales and PR techniques
Review: As the owner of a PR firm, I've read a lot of sales books and a lot of PR books. This is the first book to bring it all together into a system for sales professionals at every level. Cody and Harte have created a practical tool for sales professionals--regardless of industry or level of experience. I bet anyone who reads this book will find it useful, no matter what they're selling. It's also a great read! Highly recommended!

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Summary: No Pain, No Gain
Review: cody and harte have identified a straighforward, yet effective way to shape and deliver relevant relationships with your customers. Consultative selling has been around for sometime, but combining the tenets of PR and the core of selling, they have found a lethal combination in getting closer to customers. After I read the book, I put "What Are My Customers Pain Points" on my white board and identified 5 top points and have built our positioning, unique services and pitch story around those issues. I recommend this book highly.

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Summary: Are these guys kidding?
Review: Finally, a serious book that doesn't waste time and goes right to the heart of the matter. Dr. Harte and Mr. Cody understand the concept of "real world selling". That is, a customer's time - and attention span - is limited and there is a big gap between what the salesman wants to say and what ultimately gets listened to, understood, and remembered. To make an impact, a salesman has to be able to quickly identify and understand the root of a client's issues and problems - and offer the right solutions. The authors have lots of practical advice for doing so. And the information is presented in an understandable, easy style. How generous of them to share their experience, their war stories - and of course their success stories with us.

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Summary: This book should come with crayons.
Review: For a couple of purported "pros," Cody and Harte certainly have assembled a collection of facile, redundant, patronizing and almost completely irrelevant advice for the business professional. Read it for entertainment purposes only. Don't quit your day jobs, guys.

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Summary: very informative
Review: For a couple of purported "pros," Cody and Harte certainly have assembled a collection of facile, redundant, patronizing and almost completely irrelevant advice for the business professional. Read it for entertainment purposes only. Don't quit your day jobs, guys.

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Summary: very informative
Review: This book, while consistantly informative, was quite a page-turner. I learned many things previously unbeknownst to me. I recomend this book to everyone, regardless of occupation.

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Summary: Excellent resource
Review: This is a terrific look at practical strategies for enhancing the sales process. Too many sales professionals (under enormous pressure from the home office) compete for sales based on price, which reduces their offerings to undifferentiated commodities. By focusing on a customers needs (instead of their own), sales pros can dramtically improve results and margins, too!

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Summary: VERY IMPRESSED WITH THEMSELVES
Review: This is an excellent book for anyone in sales (as far as the authors are concerned) Then again they did manage to convince me to buy it! I've been in sales for more than ten years and have attended some of the best seminars in the company at my employers expense. I get the impression the only research these two did was attend a few seminars and take tape recorders. There is not one original idea in this book....I'm not sure what planet they think this concept is succesful on but it is not earth....

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Summary: For Anyone in Sales...
Review: Wow! This is an excellent book for anyone in sales or anyone thinking about going into sales! I've been in sales for more than five years, and the last two years have been very rough for everyone in this industry. This book provides the tools and strategies you need to gain your confidence back as a salesperson and teaches you how to be successful again in sales. This book is a MUST! It's also a great and quick read!