This one is a bit of a cheat because I read the original edition almost 10 years ago and didn't even realize that there was now an updated 2nd edition. I must say that the team improved and updated the content for us and it makes a difference. I'm in a Call Center environment and on a daily basis I'm trying to adapt former face to face sales people into over the phone … [Read more...]
52 Weeks of Book Reviews. Week # 3 – 3 Sales Tips from “THE ART of WAR” – Sun Tzu
There are very few books that are so sparse but have inspired so much commentary. The book itself was written more or less about 2500 years ago and the first English Language versions didn't show up until the early 1900's. For roughly 2400 years this book was known in China but in very few other locations, now it's virtually a household name in America. 52 Weeks of Book … [Read more...]
52 Weeks of Book Reviews. Week #2 "HBR's 10 Must Reads on Leadership" – Featuring Peter Drucker
In week 2 of my year long journey through new books I found this gem. It's really 10 small books/articles combined into one, but it's not light reading, it's a lengthy 240 pages and it's packed with info. I've read Harvard Business Review for about 10 years now, picking and choosing the topics to read but I really enjoy this packaging. It's like a Reader Digest format where … [Read more...]
52 Weeks of Book Reviews. Week #1 "Selling 101" – Zig Ziglar
As part of my New Years Promises this year I promised that I'd read at least a book a week for the entire year. To help me keep that promise I'll post a quick review of each book here on this SalesFu Blog. I'm don't have one of those fancy Amazon affiliate accounts, but I should probably look into that and see if i can link it up. The first book we are going to talk about … [Read more...]
4.5 Steps to know- When to ask for the Business.
Last week I was asked by an up and coming salesperson, “So, when would I know what Closing technique to use?”. I dug a little deeper on this question and he wasn’t really wondering which close to use and how, he was really asking a much more fundamental question- “When do I Close?”. “The Buying Sign Close” It seems that many of us are info/benefit dumping until we hear … [Read more...]