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Perfect Selling | 
 enlarge | Author: Linda Richardson
Publisher: McGraw-Hill
Category: Book
List Price: $19.95
Buy New: $8.14
You Save: $11.81 (59%)
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Rating:  1 reviews
Sales Rank: 339864
Media: Paperback
Edition: 1
Pages: 176
Number Of Items: 1
Shipping Weight (lbs): 0.5
Dimensions (in): 7.1 x 5 x 0.7
ISBN: 0071549897
Dewey Decimal Number: 658.85
EAN: 9780071549899
ASIN: 0071549897
Publication Date: June 16, 2008
Availability: Usually ships in 1-2 business days
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Condition: Brand new book with no markings. Expanding Books has been in the bookselling business for 18 years and we guarantee your satisfaction.
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Product Description
The USA Today and New York Times Bestseller! Meet your sales objective and close more business in 20 minutes a day - CONNECT with your customer immediately
- EXPLORE customer needs thoroughly and quickly
- LEVERAGE your solutions persuasively
- RESOLVE your customer’s questions and objections confidently
- ACT when the time is right
"Your thinking 'What? Another book about selling?' Wrong! This book is about winning! These days, when those of us who sell need every molecule of competitive edge we can muster, Linda cleverly pulls it together for us. And she does it with a voice radiating experience, knowledge, and sincere empathy for the challenging job we all have."
--Dave Stein, CEO & Founder, ES Research Group, Inc., and author of How Winners Sell "In five steps, Linda helps you master the process of the sales call to a tee, freeing your creativity to focus on your customer and deal with the unexpected that will always occur."
--Larry Wilson, sales leadership guru and bestselling author "For years, Linda Richardson has been one of the top two or three sales training consultants in the world. This is invaluable material and a must-read for anybody who cares about success in selling."
--Geoffrey James, journalist and author of the popular blog, "Sales Machine"
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| Customer Reviews:
An excellent pocket guide for sales people! August 5, 2008
BookReview.com (Madison, WI United States)
I can't think of a better pocket guide for sales people than this little book. It's "don't sell, help them buy" approach is not entirely new, but this is a concise, practical, easy to use presentation of techniques that work. And it has a great tag line: "Open the door. Close the deal." The five steps--"Connect," "Explore," "Leverage," "Resolve" and "Act" provide a clear organization of the material. There are brief explanations, examples of hypothetical applications and great review check sheets at the end of each chapter. My experience is that business people, and particularly those in sales, do not have the time or inclination to read many books. And when they do they want something that is easy to grasp, quickly, that will make a difference to their lives the next day. This book delivers.
I come to this with many years experience in sales training for small businesses and also large ones (owned by corporations such as W.R. Grace and Dow Chemical). "Perfect Selling" is directed to those already committed to doing it. That is often not the case with lawyers, accountants, business owners and even customer representatives. These people need a reorientation on the importance of sales (not only as a source of revenue, but also as a way to understand the needs of customers that help shape the products and services they offer). Without the proper attitude, I'm afraid this type of person feels hypocritical, as if selling were taking him or her away from their real job. Selling is everyone's job. And in that way I would like to have seen at least a page or two relating selling to marketing, advertising and public relations. I feel that success comes from a corporate sales culture, not merely individuals who assume that this is their task alone.
That's not a criticism of the book. It meets its objectives fully and focuses on areas that need most attention. Two things that I feel really valuable are: 1) the importance of doing background research on prospects from their web sites, 2) debriefing--either by self-assessment or with a partner--after a sales call. This book provides excellent points to check in order to do both. I might have brought up the distinction between "open" and "closed" questions before talking about objective questions, current situation questions, technical questions and future and personal needs questions. But that is minor. I love the terms "Constructing," "Prefacing" and "Drilling Down" and the advice to, "Resolve objections with your customers, not for them." Pages 153-154 offer a great, selling action-plan in a nutshell. If I were still active in sales, I'd tape that to my computer monitor, the front of my appointment calendar or to the sunvisor of my car. Like a great poem, it says everything.
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