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Posted October 31, 2007
This book takes off to a good start. The tone is straightforward. The first three elements in the sales process are focused on improving the odds that the prospect will spend time with us. Seeing things from the other person's point of view is the backbone of the 'Sales Advantage' approach to selling. The content in this book does a good job selling itself to you while it teaches you how to sell to others. However, being a partial offshoot of 'How to Win Friends and Influence People' you tend to find the same excessive rambling you found in this earlier work. The Sales Advantage tools and principles can energize your selling efforts. They can empower you, challenge you, and give you a new level of confidence in your sales abilities. The objective of The Sales Advantage is to strengthen the performance and behavior of salespeople. The concepts provide a repeatable sales process that helps salespeople to sell from a buyer's point of view. Written in step-by-step form, the Sales Advantage will enable any person in sales to design a win-win selling model. This how-to guide has chock full of examples covering a gamut of sales undertakings. Your attitude makes all the difference in whether the tools will motivate you to build the solid customer-focused relationships you need for long-term success in selling. Learning how to sell using the Sales Advantage tools and principles will increase the odds that we will overcome sales challenges successfully. How? By learning to see the buying and selling process from the customer's point of view. FEW IDEAS: 1) Get around people who are passionate about selling. 2) Read, Watch, and listen to inspirational material. 3) Talk to customers who love the product or service you sell. 4) Write out your vision and invest yourself emotionally in your job. THREE THINGS TO KEEP IN MIND: 1) You get the sales advantage by learning how to use the tools and principles. 2) You keep the advantage by committing to practicing the use of the tools, day in and day out, until they become second nature. 3) You sell more than ever by having the right attitude about selling, by building customer-focused relationships, and by looking for ways to get out of your comfort zone and try something different.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted March 16, 2009
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