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Over a decade has been spent in research, development and field testing in order to identify and document the specific skill sets, characteristics and knowledge of a highly skilled and professional salesperson. Lessons From the Concrete Garden is a by-product of this work and is packed with insight and ideas that will explain why many ...
Over a decade has been spent in research, development and field testing in order to identify and document the specific skill sets, characteristics and knowledge of a highly skilled and professional salesperson. Lessons From the Concrete Garden is a by-product of this work and is packed with insight and ideas that will explain why many salespeople struggle and most fail.
It shines a spotlight on the struggling automotive industry and its selling practices and asks the question: how is it possible to spend billions of dollars on R&D, manufacturing and marketing to produce some of the most technologically advanced and complex products, then miss the mark when it comes to educating the individuals responsible for selling them?
It drives the point home that salespeople are the first and last to touch the actual buyers of these products and they are probably the most important spoke in the business development wheel and are deserving of a quality and proper education.
This exciting book provides real answers and proposes real solutions for businesses and selling professionals that are struggling to find a plan of action that actually works. It discusses what to do, when to do it, how to do it and why it needs to be done.
Lessons From the Concrete Garden is a Gem!
This is a must read for anyone involved in selling, training or business development.
Posted February 12, 2011
Kurtis Smith writes exceptionally well and has the gift to put into accessible form information that is easily transferred to the reader fortunate enough to pick up this book. Ostensibly it is about the dynamics of salesmanship, but the values and lessons Smith puts forth are equally valid in discussing the economic State of the Union! The clever title is derived form a frustration that Smith felt as a car salesman - standing in a salesroom of a new car company staring out at the concrete pavement waiting for viable customers to march in and purchase. As Smith makes very clear here in this book is that corporations - both large and small businesses- pay little attention to the training of the salesperson (the foundation of a company whose responsibility it is to sell the product that the company creates, ie, the income of the big business, instead electing to squander money on advertising and gimmicks to tease the public into the sales place. He is wise in his assessment of the Internet presence as well as the other techniques companies use, but where he shines is in his emphasis on having the salespersons take ownership of their job and perfect it. As he comments in his Introduction '...one common denominator of all truly successful professionals is that they see themselves as independent contractors, a business within a business, that although they are operating with the confidence that they're in business for themselves, they are not by themselves.' Smith sums up his ideas at the end of the book with his professional standards for sales excellence: people skills (HR), technical skills, business development, business management, learning motion and learning management system - each explored with wisdom and friendly style of presentation. This is a terrific little book, brimming with information on how to turn the unsuceesful salesperson into a champion. Grady HarpWas this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.