Top Performer: A Bold Approach to Sales and Service

by Carr Hagerman and Stephen C. Lundin

Book Overview

We all sell something for a living -- whether it's a brand, a vision, an education, a direction, or a service. We might even be selling a set of numbers to a board meeting, learning to a student, or cereal to an infant. This eye-opening parable is about harnessing natural energy--yours and that of those around you--in order to take your sales, and your satisfaction to the next level of success.

In Top Performer, you'll meet Jim,...

• Format: Hardcover
• Language: English
• ISBN: 1401301797
• ISBN13: 9781401301798
• Release Date: January 2007
• Publisher: Hachette Books
• Length: 176 Pages
• Weight: 0.70 lbs.
• Dimensions: 0.9" x 5.7" x 8.6"
• Age Range: 18 to 17 years
• Grade Range: Postsecondary to Grade 12

Customer Reviews

Wake Up Call

It's a book designed to provide a wake-up call for those who work in sales and service. If you've been conducting business for a while, have experienced some success, and are wondering, "What's next?" - or "How can I shake things up?" - this book could be very helpful for you. The premise is unique: those in sales can learn a lot from the experiences of street performers. At first that may sound like it's a stretch, but the authors make their case very well. It's written as a parable, with a street performer named the Rat Catcher providing surprising advice to a salesperson whose enthusiasm for his business has waned. The story draws parallels between a street performer's talent for engaging the audience, getting them involved and drawing them in, and the most effective approach for sales. A performer has to always be on his game. He must be prepared to improvise, accommodate surprises, and reach higher and higher if he senses he's losing the attention of the audience. The performer must be able to deftly convert a heckler into an invested member of the audience - or at least a surprising or amusing element of the show! The book teaches the reader all about the value of harnessing energy - your own, as well as that of those surrounding you - to establish instant rapport, a feeling of group participation, and a shared experience. Through that shift, you can increase your sales and even your personal enjoyment of your "show." The chapters are broken into different show biz techniques for improving performance - Claim the Pitch, Mine the Mess, Choose the Close, and Juice the Jam. The story is fun and engaging and the lessons translate beautifully for those of us working in sales. I found the simple story a good way to communicate some powerful techniques. You know, my whole life I've enjoyed street performers. I always stop. I always watch. And I always give money. I've observed and appreciated the energy they put into the shows, but never before had I made the connection between what they do and what we do. I found the premise of this book so thought provoking and unique; it is a great new approach to a very familiar subject. I thought the book was good and that the lessons were clear and meaningful to our industry. It really just boils down to recognizing that life is about relationships and living in the moment. It's about embracing change, dealing gracefully with mistakes, and rolling with the punches. In the end, those lessons and qualities serve us well in business, too. Stephen C. Lundin is also the co-author of Fish! A Remarkable Way to Boost Morale and Improve Results, which is a fantastic business book that tells the story of the fishmongers at Seattle's Pike Place Market, and how they developed into the most popular "street performance" in the country. This is also a great read, which I reviewed on December 7, 2006.

Top Read for Any Sales or Service Professional

Anyone who works in sales or customer service industries should definately read this book. It tells the story of a successful salesperson who finds that the extra hours and discipline which have worked well early in his career are no longer enough. His home life is strained, his motivation is low, and he no longer can sustain himself on the challenge of just meeting his targets. He finds the answers he needs from discussions with street performers and learns tools and strategies to excel and rekindle the excitement in his job and life. A quick and fun read full of great ideas that stick with you!

It's much more than a business book . . .

Lundin and Hagerman have authored a book that is surprising in its depth. A burned-out businessman goes in search of new energy to stay on top of his game. What he finds surprises him and it will surprise you, the reader! This clever fable of life lessons from a street performer is something we all need to learn. Life is about relationships--about living the moment with gusto--about honoring mistakes and surprises, and finally about taking care of one another. The principles that spark the protagonist are good advice for life. This book is a great gift. How rare to find a "business book" that is fun to read and offers life-changing advice.

Energizing

A wonderful journey in the land of intuitive reasoning and inner potential mining. For those of us struggling in the pursuit of new business ideas or suffocating in unattainable bottom lines. Top Performer will help you tap your natural energy, awaken your curiosity and leverage your unique abilities. A truly sustainable new year's resolution!

Wow!

Not the run of the mill approach to sales. Stepping back and looking at selling and sales from the eyes of a performer is something more company's need to do. Want your people to stand out then check this book out!