Knock Your Socks Off Selling

In today's world, customers choose slowly and carefully. They demand product customization at mass manufacture prices, and they want limitless opportunities to change their minds. On top of all that, salespeople face a marketplace awash in products and services, where good first impressions and long-term relationships have never been so crucial.

Knock Your Socks Off Selling equips salespeople with the knowledge, skills, and personal resolve necessary for navigating these murky waters. Readers learn about:

* The philosophy of KYSO selling: How to master the art, craft, and science of buoying the customers' comfort level and confidence to buy. * The KYSO attitude: How to embody the straightforward credo of learning the customers' businesses and helping them understand how a product or service fits their needs. * KYSO selling skills: How to excel at the essential skills, such as networking, generating leads, making appointments, making presentations, assuring sales, and following through. * The KYSO selling reward: How to mature the relationship from "Buyer/Seller" to "Partnership"--and keep customers coming back again and again.

Book Description

"Now salespeople can benefit from the Knock Your Socks Off formula for wowing customers and winning clients.

Knock Your Socks Off (KYSO) is back! The successful formula for wowing customers has been adapted into a surefire strategy for winning sales. Written by the illustrious team of Gitomer and Zemke, this book helps salespeople succeed in today's complex and stiffly competitive sales environment.

In today's world, customers choose slowly and carefully. They demand product customization at mass manufacture prices, and they want limitless opportunities to change their minds. On top of all that, salespeople face a marketplace awash in products and services, where good first impressions and long-term relationships have never been so crucial.

Knock Your Socks Off Selling equips salespeople with the knowledge, skills, and personal resolve necessary for navigating these murky waters. Readers learn about:

* The philosophy of KYSO selling: How to master the art, craft, and science of buoying the customers' comfort level and confidence to buy.

* The KYSO attitude: How to embody the straightforward credo of learning the customers' businesses and helping them understand how a product or service fits their needs.

* KYSO selling skills: How to excel at the essential skills, such as networking, generating leads, making appointments, making presentations, assuring sales, and following through.

* The KYSO selling reward: How to mature the relationship from buyer/seller to partnership--and keep customers coming back again and again."

He gets what it is all about. For those of us who don't eat if we don't sell, here is a book worth reading.

The advice is practical and will help you close more sales and take better care of customers. Is that not why we are here?

You will not regret the time spent reading and rereading this book.


A Solid Effort!   April 19, 2001
Rolf Dobelli (Luzern Switzerland)
5 out of 6 found this review helpful

The outlook for selling as a career has darkened with the spread of automated and electronic transactions and product sales. How, then, can the modern salesperson succeed? By embracing a consultative sales approach, a salesperson can build one-to-one relationships with clients and become their expert resource for product information. Starting from shine-your-shoes-and-tuck-in-your-shirt basics, consultants Jeffrey Gitomer and Ron Zemke present a highly readable, detailed plan for managing every aspect of the transition from transactional to relationship-based selling. Beginning salespeople can use this book as a how-to guide for developing their careers, while seasoned professionals will gain from its straightforward instructions for developing a portfolio of long-term customers. Managers will relish the tools for cataloguing and improving their sales force's skills. For these reasons, we... recommend this book for sales professionals at every level.


Knocked MY Socks Off!   April 10, 2000
Fred E. Miller (St. Louis, MO)
6 out of 7 found this review helpful

I am a professional salesman who has been in this profession for over 25 years.

This is one of the BEST Books I have read on the subject - ever!

It contains real life examples that I can put to use NOW.

Very informative and easy to read. I will refer to it again and again.


Knock your socks off disappointing   October 25, 1999
14 out of 21 found this review helpful

This book was disappointing. Zemke should stick to customer service. Gitomer is typically superficial. There are too many good books on selling to waste time with this one.