You're Working Too Hard Make Sale

by William T. Brooks and Thomas M. Travisano

Book Overview

Every salesperson must ``make the sale''--but chatting, networking, even listening to a customer's ``needs'' will only get them so far. What really spells success in sales is the salesperson's ability... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0786303956
• ISBN13: 9780786303953
• Release Date: March 1995
• Publisher: Irwin Professional Publishing
• Length: 243 Pages
• Weight: 0.90 lbs.
• Dimensions: 1.0" x 5.7" x 8.3"

Customer Reviews

Go Beyond Needs-based/Surface Level Selling

Want to learn basic consultative or needs-based selling? There are hundreds of books out there that'll cover the basics. Want to get beyond surface level needs to the deeper psychology of why people buy? This is by far the best of the 2-3 books available on the subject. Why? Because the book nicely bridges theory and application, rather than just presenting the reader with a grab bag of tricks or some esoteric psuedo-psychological NLP type theory. Get this and Cialdini's book and you'll be well on your way.

a reader from Minneapolis, MN

If you think that there is such a thing as the "science" of sales, this is the book you need. Easy to understand and apply to whatever product or service you sell. It helped me change the way I approach new clients and service existing clients. Worth the money and more...

Easy Read with Great Information

This book really gets to the core of successful selling. It emphawsizes identifying and understanding the decsion makers wants which are personal, emotional, and under the surface. Too many sales people focus on the surface stuff especially customers needs. What we really should do is tie in want based selling into our successful needs based approache we are curretnly using.This book is a very easy read. Key points are emphasized and repeated several times to make sure they sink in. The charts and exercises used really help you grasp the concepts. The only downside is the first helf of the book tends to be very repetitive and you wonder are they having going to get to some other points. However the second half of the book is fantastic! It really gives you excellent ideas and techniques for identifying decsion makers wants and applying the concepts to your customrs. Enjoy and Good Selling!