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Looking for an edge in today's tough selling market? Honesty Sells challenges you to abandon clich?d sales techniques that rely on manipulation and deceit. Instead, by being honest and open with clients, you will be rewarded with long-term, profitable relationships?at the expense of no one but your competition...
PRAISE FOR HONESTY SELLS
"I've been in the field of sales leadership for twenty-four years with a major organization. I've recruited, trained, and developed ...
Looking for an edge in today's tough selling market? Honesty Sells challenges you to abandon clichéd sales techniques that rely on manipulation and deceit. Instead, by being honest and open with clients, you will be rewarded with long-term, profitable relationships—at the expense of no one but your competition...
PRAISE FOR HONESTY SELLS
"I've been in the field of sales leadership for twenty-four years with a major organization. I've recruited, trained, and developed thousands of salespeople over those years. Where has this book been? It should be a must-read for every new salesperson. This is a simple topic that isn't easy to execute day to day. Honesty Sells helps you change your mental map about how to approach business and relationships. Do the right thing....always!"
—Scott DiGiammarino, Group Vice President, Ameriprise Financial
"Honesty Sells has already made a huge impact in my business and it's a keeper. I recommend it for any business CEO trying to maximize and keep their profits."
—Richard Strauss, President, Strauss Radio Strategies, Inc.
"Honesty Sells is not just a book for salespeople. As a public relations professional, Gaffney and Francis's solid principles and coaching have helped me to develop and maintain relationships that are key to the success of my business."
—Avery Mann, Director of Media & Public Relations, FOX TV's America's Most Wanted
"Literally thirty minutes after absorbing their sales advice, I was on the phone applying concepts and strategies that enabled me to effectively move forward a deal accounting for 57 percent of my quota for the entire sales quarter. Here's the best part: this was during my first month on the job."
—Raj Shahani, Yahoo!
"Thank you so much for the inspiration. Your selling techniques were just the shot in the arm that this old veteran really needed. I have four new clients in just a week's time! Hip hip hooray!!"
—Nancy Daniels, Regional Director, HelmsBriscoe
"A top-notch sales pro who knows how to make progress in a difficult market. Bad economy. Government sales. Makes no difference—the job gets done."
—Paul Lemberg, Lemberg and Associates
"In addition to the practical and proven tips and techniques, this advice is based on extensive sales research and investigation with respect to what produces results. All the 'out of the box' suggestions are attention-getting but also get results!"
—Janet Armstrong, Director, Management Consulting, Ajilon Consulting
Introduction Another Book on Sales? Why You Need to Read This Book.
CHAPTER 1 Top 10 Sales Hall of Shame: When Bad Salespeople Go Even Worse.
CHAPTER 2 Honesty—The Best Policy for Closing Sales and Growing the Business.
CHAPTER 3 The Startling Truth about Why Honesty Sells.
CHAPTER 4 Being Honest with Yourself.
CHAPTER 5 The Hidden Costs of Communication Breakdowns.
CHAPTER 6 Just the Facts—How Assumptions Impact Sales.
CHAPTER 7 Be a Life Giver.
CHAPTER 8 Getting the Truth from Everyone.
CHAPTER 9 Referral Selling: Ensuring Honest Relationships from the Start.
CHAPTER 10 The Start of Your Selling Relationship: Getting Started with an Honest Foot Forward.
CHAPTER 11 Close More Sales by Acknowledging Your Clients.
CHAPTER 12 The Honest Way to Close More Sales. More Often. More Quickly.
CHAPTER 13 Overcoming Objections and Questions.
CHAPTER 14 Turning a Onetime Client into a Lifetime Client.
CHAPTER 15 Remember to Practice Honesty Internally.
CHAPTER 16 Some Final Thoughts.
About the Authors.
Posted December 23, 2009
Quote: "Only 10 percent of salespeople in any organization are top performers, defined as those who regularly close at least half of their qualified prospects."
There I sat. A freshly printed book advocating honesty when selling in my hands. The hope of having found advocates for honesty in sales fueling my heartbeat. The dream that I might have a tiny bit of help with my lifetime mission of eliminating the self-centered thinking that creates dishonesty in the profession I love so much.
And in the third paragraph of the introduction chapter I learn that the authors measure success in the most self-centered way possible.
Honest Selling has NOTHING WHATSOEVER to do with closing percentages. In fact, by using closing percentages as your measure of whether someone is successful, you create the very situation that produces manipulation and dishonesty.
For a salesperson to practice true Honest Selling, his or her agenda must align with the prospect's agenda. They must share the same goal. They must be working toward the same conclusion. Otherwise, conflicts of agenda arise -- like objections that must be overcome -- and the temptation for dishonesty rages.
That's a massive STRIKE ONE for this book. After all, everything that follows is written to help you increase your closing rates -- not to help you learn how to sell honestly.
STRIKE TWO came on the first page of chapter three, where the authors chose to redefine honest communication to fit their own agenda. After quoting Webster's definition of honesty, the authors chose to change it as follows: "We define honest communication as saying what needs to be said--including all pertinent facts."
If you're going to sell honestly, YOU DON'T GET TO DEFINE what honesty is.
STRIKE THREE occurs later in the same chapter as the authors discuss "Why Salespeople Lie to Clients."
Quote: "As you read this book, you may think of a situation in which you were honest and you lost the business or didn't get the sale. Unfortunately, when things like that happen, we tend to get spooked. Instead, remember that nothing works 100 percent of the time."
Salespeople don't lie because honesty fails. They lie because they are trying to close a sale and they sense that close slipping away.
Measure your success by whether you helped the prospect make the best choice for himself or herself and you WILL have a 100 percent success rate.
Finally, the most disheartening statement I read in the book. It comes at the end of page 147 and, sadly, is repeated for effect on page 149.
Quote: "Your job is to help your prospect discover that engaging with you is the right decision."
Honest Selling IS NOT about helping your prospect to decide to purchase what you're selling. Honest Selling is about helping your prospect find the best thing to purchase based on his or her own needs, wants and goals.
This book does not foster honesty in sales. It perpetuates the myth that sales is about closing. It perpetuates the false assumption that prospects are liars. It perpetuates the misguided belief that prospects are too stupid to figure out what is best for them without being guided by you -- the salesperson. It perpetuates the self-centered thinking that a salesperson's job is to guide prospects to buying what he or she sells. It perpetuates manipulative.
If you believe in Honest Selling then do not waste your time with "Honesty Sells."
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Posted October 31, 2010
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Posted June 2, 2009
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