Influential Selling: How to Win in Today's Selling Environment

by Ken Carnes

This is a book that every sales person in your organization needs to read ... and you want to keep out of your competitor's hands! This book will revolutionize the sales process. You cannot win in the... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0976252880
• ISBN13: 9780976252887
• Release Date: September 2005
• Publisher: Cornerstone Leadership Institute
• Length: 140 Pages

Customer Reviews

a different book about selling

This is an unusual little book in that it actually provides a step-by-step method for selling rather than the usual collection of theories, tips, and motivation. Can anyone apply this method? Well, that's the question. I have to admit that most of the highly successful salespeople I know use most if not all of these techniques, but I can't help but think it's not for everyone. The emphasis is on building intensive realtionships with customers and a strong personal brand identity. These are not new concepts in sales, but this book is the first time I've ever seen anyone lay out in a detailed manner exactly what those things mean. The influential selling method front-loads a lot of preparation leading up to a possible sale. A lot of salespeople, myself included, would like to know beforehand whether they're wasting their time, but maybe that's why I'm not a sales leader in my company. That said, I think the techniques, e.g., building a personal brand that emphasizes knowledge and expertise, writing papers and articles, holding seminars, customer research, etc., can help anyone from small business owners to high-production corporate salespeople build dedicated customer bases that will keep producing sales year after year. Influential Selling provides its information in the form of a story about a salesman in a slump who finds a mentor to lead him out of the wilderness. A mentor would be better than a book, but this is the next best thing. It's also a quick and engaging read that makes its points accessible in an entertaining way. Influential Selling is an addition well worth the price for any salesperson's library.