Library Journal - Library JournalThe author, an 18-year sales veteran, uses his knowledge and experience to make selling a more positive experience for both the buyer and the seller. He focuses on the necessity of a human and emotional connection for selling and emphasizes the importance of qualities such as imagination, discipline, and organization to becoming a professional salesperson. He also outlines more specific techniques, such as open-ended "killer" questions, 20-call sales "bursts," and ways to create relationships with clients, all as a means to moving conversations forward toward eventual success. An advocate of cold calling as well as looking beyond the immediate sale, Klymshyn may put selling in a different light for those on both sides of the deal. His book is written in a personable style, with lists and key points outlined in dialog boxes, and moves briskly. A useful tool for those in the sales field or others who wish to know more about it; recommended for public libraries where there is interest.-Susan Hurst, Miami Univ. of Ohio Lib., Oxford Copyright 2003 Reed Business Information.
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