Customer Reviews for

Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably

Average Rating 3.5
( 4 )
Rating Distribution

5 Star

(1)

4 Star

(2)

3 Star

(0)

2 Star

(0)

1 Star

(1)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously
Sort by: Showing all of 4 Customer Reviews
Page 1 of 1
  • Anonymous

    Posted July 27, 2011

    Deceptive and Misleading

    Throughout the book the authors make reference to materials you can use to follow their prospecting strategies. While some of the materials are available from the website, one of the most important components to this process is no longer available because it's their IP. There's nothing more frustrating than spending hours of analysis following a program to find that half way through it, the tools you were promised are no longer available. If you buy this book, make sure it's a second or third revision, which hopefully, has removed all supplemental material references. Very disappointing.

    Was this review helpful? Yes  No   Report this review
  • Posted July 26, 2010

    I Also Recommend:

    Except For the Patronizing Parts . . . We Like This One!

    Chad and Jeff Koser have something in 'Selling to Zebras'.
    Though this isn't the perfect 'sales training' book, these guys get the basics. I specially like the emphasis they place on correctly identifying a prospective customer's needs before attempting to launch the sales process.
    The analogies about hunting and lions and zebras are more than a bit corny and don't wear very well as you work your way through two hundred plus pages, but they don't kill the message either.
    I also got a little tired of the patronizing tone that kept raising its ugly head as these guys tried to tell me to know who I am, what I have to offer and why, where, when and how to convince prospects and customers, but, again, their hearts are in the right place, so I didn't turn them off for those sins.
    I would assume that most of this book's readers would be experienced sales professionals who bought the book to learn how to improve and expand their already selling skills, not learn the basics all over again.
    Okay?
    We get it . . . Kosers . . . don't forget the basic stuff!
    Now, next time, in 'Selling to Zebras II' tell us how to improve and expand on what we already know so we can get good . . . REALLY good!
    Okay?

    Was this review helpful? Yes  No   Report this review
  • Posted June 1, 2009

    more from this reviewer

    I Also Recommend:

    If you have complex sales, this book is a must!

    With their book Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably Jeff and Chad Koser have found themselves a very interesting niche in sales consulting and training. Most of the sales technique books that I have seen in my lifetime on how to sell often have focused on relationship sales, closing or other "me" type sales. In all honesty, much of this might get you into the door but it won't get you a contract when it comes to complex sales that involve corporate or bureaucratic structures. Selling to Zebras on the other hand wipes the slate cleans and starts from square one.

    Actually, I found lots to agree with in this book. Especially the authors' starting point: Properly identifying the target. The Kosers use the analogy of a hunt on the African savannah as their key to your success. Lions need to look for zebras to survive and the authors tell us pretty much that salesmen nowadays (the lions) tend not to have the faintest ideas of how to (pardon the pun) "spot" the zebra. They take the reader by the hand and show the way to become a zebra spotting expert. First, know thyself! Once you know exactly who your company is and what you can offer then you can know who your target zebras are. Then you put them in your pipeline and drop any prospects who are obviously not zebras - companies that are ill fitting to your products and services for a variety of reasons. In my own business I find that this is actually very important to the success of sales. It really narrows the amount of cold calling and chasing up dead ends, which kills everyone's quotas.

    Once you have identified your zebra there is a process of finding "Power" (the main decision maker), finding Power's pressure points, doing studies of the prospects firms and partnering with them so that the sale is not only assured but will have better chances for the long-term surviving and flourishing of the client-customer relationship. Jeff and Chad Koser have made their book very interactive with their working website and have supplied the readers with easy to use and easy to understand tools that they can download. It was a great extra effort by the authors to give us these tools - they were worth the price of the book alone!

    This has to be one of the best books I have read on how to sell to complex accounts. If you are a salesman who needs to have some tweaking of your methods and would like a fresh new look at your sales process or if you are a sales manager or other executive who thinks your sales staff could, and should, have better results, then I recommend that you grab a copy of Selling to Zebras. The only ones who might disagree would be your competition.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted January 29, 2012

    No text was provided for this review.

Sort by: Showing all of 4 Customer Reviews
Page 1 of 1