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 Customer Reviews
Incredible!, 09 Jul 2008
Not much of a book person, but was happy to take all the help I could get (being new in sales), so read about 30% of this book and the very next day I did more sales than ever before. One month later, I'm the top 20% of performers and one of the two people who have hit their target half way through the quarter.....definitely worth every penny and worth keeping for future reference.
Brian Tracy applies common sense / logic, but offers the experience that is similar to listening to a guy who is top of his game and been in sales for years. I have a lot to thank this man for. Good but frustrating to read, 13 Mar 2007
This book is a must for anyone stuck in a rut and looking to take a new perspective on their sales career. It is also full of useful tips and tactics to use when selling. One thing I will say is that it is the most frustrating book to read. He repeats things over and over, but I spose that it drills it into your brain. Still a very good read though! GREAT!!!!, 25 Nov 2003
This book is spot one, it has some great tactics and it gives you the knowledge to give deal with a lot of situations. Its quite long but it was worth every penny! I am in media sales, this book has given me more ammo then anyone else in my office. GET IT!
an absoloute must, 14 Jul 2001
If you are just moving into sales or have become a bit tired and jaded with it, this really is the book to read. I was fed up with my job and was looking for a book that could help me through the boredom while I thought of something 'better' to do. Since reading it I can't think of any other field I want to work in more than sales and putting the advice from this book into practice has made a genuine impact on my sales figures. The change in my attitude has also had a positive effect on my colleagues who couldn't understand my new found enthusiasm and sales increase at first. Now there is a que to read it!
Great book, at least for complete beginners, 11 May 1999
I'm probably moving toward the "selling" sector and I found my first book (this) great, even if I've read only the first three chapters by now. These are full of really interesting things, easy to read and to remember, too.
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Customer Reviews
Incredible!, 09 Jul 2008
Not much of a book person, but was happy to take all the help I could get (being new in sales), so read about 30% of this book and the very next day I did more sales than ever before. One month later, I'm the top 20% of performers and one of the two people who have hit their target half way through the quarter.....definitely worth every penny and worth keeping for future reference.
Brian Tracy applies common sense / logic, but offers the experience that is similar to listening to a guy who is top of his game and been in sales for years. I have a lot to thank this man for. Good but frustrating to read, 13 Mar 2007
This book is a must for anyone stuck in a rut and looking to take a new perspective on their sales career. It is also full of useful tips and tactics to use when selling. One thing I will say is that it is the most frustrating book to read. He repeats things over and over, but I spose that it drills it into your brain. Still a very good read though! GREAT!!!!, 25 Nov 2003
This book is spot one, it has some great tactics and it gives you the knowledge to give deal with a lot of situations. Its quite long but it was worth every penny! I am in media sales, this book has given me more ammo then anyone else in my office. GET IT!
an absoloute must, 14 Jul 2001
If you are just moving into sales or have become a bit tired and jaded with it, this really is the book to read. I was fed up with my job and was looking for a book that could help me through the boredom while I thought of something 'better' to do. Since reading it I can't think of any other field I want to work in more than sales and putting the advice from this book into practice has made a genuine impact on my sales figures. The change in my attitude has also had a positive effect on my colleagues who couldn't understand my new found enthusiasm and sales increase at first. Now there is a que to read it!
Great book, at least for complete beginners, 11 May 1999
I'm probably moving toward the "selling" sector and I found my first book (this) great, even if I've read only the first three chapters by now. These are full of really interesting things, easy to read and to remember, too.
Highly Recommended, 21 Jan 2005
I bought this in preparation for my first job interview in five years. It's a great book with very useful tip and theorys on how to be a great salesperson. What clinched it for me though was being able to name drop the author and the title of the book when asked as the final question of my interview, 'So what self-study or books have read on sales'?
Worth every penny.
Insightful!, 08 Jun 2004
Noted sales trainer - and the head genius of cold calling - Stephan Schiffman succinctly describes 25 effective sales techniques. Each tip gets a short chapter with a nugget of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn't matter if you've heard some of these common sense ideas before because Schiffman's compilation is so on-target, lively and encouraging. This little volume reminds you of leading sales techniques - or habits, as Schiffman calls them - that will build your customer base and increase your sales. If you're in the business of one on one product or service sales, this will boost your communications, planning, knowledge, rainmaking, visibility and confidence. Schiffman tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to us, given that the author doesn't only write - he also sells.
Insightful!, 15 Oct 2003
Noted sales trainer — and the head genius of cold calling — Stephan Schiffman succinctly describes 25 effective sales techniques. Each tip gets a short chapter with a nugget of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn’t matter if you’ve heard some of these common sense ideas before because Schiffman’s compilation is so on-target, lively and encouraging. This little volume reminds you of leading sales techniques — or habits, as Schiffman calls them — that will build your customer base and increase your sales. If you’re in the business of one on one product or service sales, this will boost your communications, planning, knowledge, rainmaking, visibility and confidence. Schiffman tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to us, given that the author doesn’t only write — he also sells.
A handy pocketbook, nothing earth shattering, 06 Jan 2003
I bought this after reading Schiffman's 'Cold Calling Techniques (that really work)', which I can highly recommend. I wasn't expecting much from '25 Sales Habits...' and it met my expectations. A good collection of tips that reinforced what I already knew. Buy it as a quick read (it's a small book of just over 100 pages) or a nice introduction to key ideas for a new salesperson. For 'habits' that can really have a profound impact on your sales when practised consistently: it has to be Og Mandino's 'The Greatest Salesman in the World'.
I thought the book was powerful., 12 Aug 1999
Sales is a profession where motivation is essential. The biggest problem that professionals encounter is their own negativity. This book is inspirational. It reminds you to challenge yourself.
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Customer Reviews
Incredible!, 09 Jul 2008
Not much of a book person, but was happy to take all the help I could get (being new in sales), so read about 30% of this book and the very next day I did more sales than ever before. One month later, I'm the top 20% of performers and one of the two people who have hit their target half way through the quarter.....definitely worth every penny and worth keeping for future reference.
Brian Tracy applies common sense / logic, but offers the experience that is similar to listening to a guy who is top of his game and been in sales for years. I have a lot to thank this man for. Good but frustrating to read, 13 Mar 2007
This book is a must for anyone stuck in a rut and looking to take a new perspective on their sales career. It is also full of useful tips and tactics to use when selling. One thing I will say is that it is the most frustrating book to read. He repeats things over and over, but I spose that it drills it into your brain. Still a very good read though! GREAT!!!!, 25 Nov 2003
This book is spot one, it has some great tactics and it gives you the knowledge to give deal with a lot of situations. Its quite long but it was worth every penny! I am in media sales, this book has given me more ammo then anyone else in my office. GET IT!
an absoloute must, 14 Jul 2001
If you are just moving into sales or have become a bit tired and jaded with it, this really is the book to read. I was fed up with my job and was looking for a book that could help me through the boredom while I thought of something 'better' to do. Since reading it I can't think of any other field I want to work in more than sales and putting the advice from this book into practice has made a genuine impact on my sales figures. The change in my attitude has also had a positive effect on my colleagues who couldn't understand my new found enthusiasm and sales increase at first. Now there is a que to read it!
Great book, at least for complete beginners, 11 May 1999
I'm probably moving toward the "selling" sector and I found my first book (this) great, even if I've read only the first three chapters by now. These are full of really interesting things, easy to read and to remember, too.
Highly Recommended, 21 Jan 2005
I bought this in preparation for my first job interview in five years. It's a great book with very useful tip and theorys on how to be a great salesperson. What clinched it for me though was being able to name drop the author and the title of the book when asked as the final question of my interview, 'So what self-study or books have read on sales'?
Worth every penny.
Insightful!, 08 Jun 2004
Noted sales trainer - and the head genius of cold calling - Stephan Schiffman succinctly describes 25 effective sales techniques. Each tip gets a short chapter with a nugget of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn't matter if you've heard some of these common sense ideas before because Schiffman's compilation is so on-target, lively and encouraging. This little volume reminds you of leading sales techniques - or habits, as Schiffman calls them - that will build your customer base and increase your sales. If you're in the business of one on one product or service sales, this will boost your communications, planning, knowledge, rainmaking, visibility and confidence. Schiffman tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to us, given that the author doesn't only write - he also sells.
Insightful!, 15 Oct 2003
Noted sales trainer — and the head genius of cold calling — Stephan Schiffman succinctly describes 25 effective sales techniques. Each tip gets a short chapter with a nugget of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn’t matter if you’ve heard some of these common sense ideas before because Schiffman’s compilation is so on-target, lively and encouraging. This little volume reminds you of leading sales techniques — or habits, as Schiffman calls them — that will build your customer base and increase your sales. If you’re in the business of one on one product or service sales, this will boost your communications, planning, knowledge, rainmaking, visibility and confidence. Schiffman tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to us, given that the author doesn’t only write — he also sells.
A handy pocketbook, nothing earth shattering, 06 Jan 2003
I bought this after reading Schiffman's 'Cold Calling Techniques (that really work)', which I can highly recommend. I wasn't expecting much from '25 Sales Habits...' and it met my expectations. A good collection of tips that reinforced what I already knew. Buy it as a quick read (it's a small book of just over 100 pages) or a nice introduction to key ideas for a new salesperson. For 'habits' that can really have a profound impact on your sales when practised consistently: it has to be Og Mandino's 'The Greatest Salesman in the World'.
I thought the book was powerful., 12 Aug 1999
Sales is a profession where motivation is essential. The biggest problem that professionals encounter is their own negativity. This book is inspirational. It reminds you to challenge yourself.
Try it, 12 Aug 2005
I have read half of the book and I found it very interesting. I do not have selling experience but have read many book about selling. It seems that Rackham has really been working on his book. comparing to other material I have seen this is the best one. so far.
One of the Best, 22 Jun 2005
There's a lot in this book. It takes you back to the basics of persuasion and 'workbooks' you through an evaluation process of what you should be asking and listening to in a sales process. In my opinion this book is the best thing next to actually paying a lot to go on one of their 2 day courses. As one of the SPIN course managers said, "We should have never written this book - it's too good." Surround what you learn in this book with techniques to generate solid business relationships, learn and practice presentation skills like it's an olypic sport - and then you are well on your way to being in the top 10% of business earners.
Sales success starts with SPIN, 21 May 2005
I fell into Sales quite by accident and have never had any real training. This book is a completely refreshing approach and teaches you that most people sell products/services by talking about features and benefits, without actually establishing the customer's real needs first. This book will teach you how to listen to your customer and establish their needs, through a series of Sales linked questions (Situation/Problem/ Imlication/Needs-based). Once you get your head around the process it is a real eye opener and quite simple to use. Through your questioning you basically try to establish the needs of the customer, identify any problems they have, discuss the implications of those problems (eg. in wasted time or monetary terms) and then create the desire for your product to resolve their issues. After all "features" don't sell a product but "benefits" do!
An excellent investment for any serious sales professional, 23 Nov 2000
Having read and absorbed many sales texts, I feel able to say that as a supplement to spin selling, or as a stand alone guide this book should be integral to any sales professional's training path. If your tired of cold, shallow, intimidating, awkward and often self degrading sales tactics, this will be one of the best breaths of fresh air you ever take, and there are exercises and worksheets so you can work on your skills and practise taking take that breath regularly. Blindingly simple techniques that are ruthlessly effective and incredibly positive, and when used competently, create an environment in which you don't sell, but rather solve problems, creating a win win situation in which the buyers feel better. I have to say that I now get regular compliments on my technique from prospects. and both me and my clients actually enjoy my sales call's now. Of course, you won't close everyone....but if you want more, higher value, willing and satisfied clients, then you should take this book and read it regulalry.
one of the best books ever about the sales process, 25 Jun 1999
This book is right on the mark for all types of selling. Very professionally done and the technique is just what is needed in today's markets. All my reps are advised to read and use the work book. It is our primary training aid for all registered reps.
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Customer Reviews
Incredible!, 09 Jul 2008
Not much of a book person, but was happy to take all the help I could get (being new in sales), so read about 30% of this book and the very next day I did more sales than ever before. One month later, I'm the top 20% of performers and one of the two people who have hit their target half way through the quarter.....definitely worth every penny and worth keeping for future reference.
Brian Tracy applies common sense / logic, but offers the experience that is similar to listening to a guy who is top of his game and been in sales for years. I have a lot to thank this man for. Good but frustrating to read, 13 Mar 2007
This book is a must for anyone stuck in a rut and looking to take a new perspective on their sales career. It is also full of useful tips and tactics to use when selling. One thing I will say is that it is the most frustrating book to read. He repeats things over and over, but I spose that it drills it into your brain. Still a very good read though! GREAT!!!!, 25 Nov 2003
This book is spot one, it has some great tactics and it gives you the knowledge to give deal with a lot of situations. Its quite long but it was worth every penny! I am in media sales, this book has given me more ammo then anyone else in my office. GET IT!
an absoloute must, 14 Jul 2001
If you are just moving into sales or have become a bit tired and jaded with it, this really is the book to read. I was fed up with my job and was looking for a book that could help me through the boredom while I thought of something 'better' to do. Since reading it I can't think of any other field I want to work in more than sales and putting the advice from this book into practice has made a genuine impact on my sales figures. The change in my attitude has also had a positive effect on my colleagues who couldn't understand my new found enthusiasm and sales increase at first. Now there is a que to read it!
Great book, at least for complete beginners, 11 May 1999
I'm probably moving toward the "selling" sector and I found my first book (this) great, even if I've read only the first three chapters by now. These are full of really interesting things, easy to read and to remember, too.
Highly Recommended, 21 Jan 2005
I bought this in preparation for my first job interview in five years. It's a great book with very useful tip and theorys on how to be a great salesperson. What clinched it for me though was being able to name drop the author and the title of the book when asked as the final question of my interview, 'So what self-study or books have read on sales'?
Worth every penny.
Insightful!, 08 Jun 2004
Noted sales trainer - and the head genius of cold calling - Stephan Schiffman succinctly describes 25 effective sales techniques. Each tip gets a short chapter with a nugget of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn't matter if you've heard some of these common sense ideas before because Schiffman's compilation is so on-target, lively and encouraging. This little volume reminds you of leading sales techniques - or habits, as Schiffman calls them - that will build your customer base and increase your sales. If you're in the business of one on one product or service sales, this will boost your communications, planning, knowledge, rainmaking, visibility and confidence. Schiffman tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to us, given that the author doesn't only write - he also sells.
Insightful!, 15 Oct 2003
Noted sales trainer — and the head genius of cold calling — Stephan Schiffman succinctly describes 25 effective sales techniques. Each tip gets a short chapter with a nugget of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn’t matter if you’ve heard some of these common sense ideas before because Schiffman’s compilation is so on-target, lively and encouraging. This little volume reminds you of leading sales techniques — or habits, as Schiffman calls them — that will build your customer base and increase your sales. If you’re in the business of one on one product or service sales, this will boost your communications, planning, knowledge, rainmaking, visibility and confidence. Schiffman tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to us, given that the author doesn’t only write — he also sells.
A handy pocketbook, nothing earth shattering, 06 Jan 2003
I bought this after reading Schiffman's 'Cold Calling Techniques (that really work)', which I can highly recommend. I wasn't expecting much from '25 Sales Habits...' and it met my expectations. A good collection of tips that reinforced what I already knew. Buy it as a quick read (it's a small book of just over 100 pages) or a nice introduction to key ideas for a new salesperson. For 'habits' that can really have a profound impact on your sales when practised consistently: it has to be Og Mandino's 'The Greatest Salesman in the World'.
I thought the book was powerful., 12 Aug 1999
Sales is a profession where motivation is essential. The biggest problem that professionals encounter is their own negativity. This book is inspirational. It reminds you to challenge yourself.
Try it, 12 Aug 2005
I have read half of the book and I found it very interesting. I do not have selling experience but have read many book about selling. It seems that Rackham has really been working on his book. comparing to other material I have seen this is the best one. so far.
One of the Best, 22 Jun 2005
There's a lot in this book. It takes you back to the basics of persuasion and 'workbooks' you through an evaluation process of what you should be asking and listening to in a sales process. In my opinion this book is the best thing next to actually paying a lot to go on one of their 2 day courses. As one of the SPIN course managers said, "We should have never written this book - it's too good." Surround what you learn in this book with techniques to generate solid business relationships, learn and practice presentation skills like it's an olypic sport - and then you are well on your way to being in the top 10% of business earners.
Sales success starts with SPIN, 21 May 2005
I fell into Sales quite by accident and have never had any real training. This book is a completely refreshing approach and teaches you that most people sell products/services by talking about features and benefits, without actually establishing the customer's real needs first. This book will teach you how to listen to your customer and establish their needs, through a series of Sales linked questions (Situation/Problem/ Imlication/Needs-based). Once you get your head around the process it is a real eye opener and quite simple to use. Through your questioning you basically try to establish the needs of the customer, identify any problems they have, discuss the implications of those problems (eg. in wasted time or monetary terms) and then create the desire for your product to resolve their issues. After all "features" don't sell a product but "benefits" do!
An excellent investment for any serious sales professional, 23 Nov 2000
Having read and absorbed many sales texts, I feel able to say that as a supplement to spin selling, or as a stand alone guide this book should be integral to any sales professional's training path. If your tired of cold, shallow, intimidating, awkward and often self degrading sales tactics, this will be one of the best breaths of fresh air you ever take, and there are exercises and worksheets so you can work on your skills and practise taking take that breath regularly. Blindingly simple techniques that are ruthlessly effective and incredibly positive, and when used competently, create an environment in which you don't sell, but rather solve problems, creating a win win situation in which the buyers feel better. I have to say that I now get regular compliments on my technique from prospects. and both me and my clients actually enjoy my sales call's now. Of course, you won't close everyone....but if you want more, higher value, willing and satisfied clients, then you should take this book and read it regulalry.
one of the best books ever about the sales process, 25 Jun 1999
This book is right on the mark for all types of selling. Very professionally done and the technique is just what is needed in today's markets. All my reps are advised to read and use the work book. It is our primary training aid for all registered reps.
Top Notch!, 27 Nov 2008
I bought this book to use at work, as part of my job involves Customer Services. It was brilliant (in fact I read it all in one go) and it now lives under my desk! The opening chapter deals with general basics which are a useful reminder, however it's the rest of the book that earns its stripes. Just about every situation you could think of is presented clearly and concisely, each to a separate page, with examples of how a conversation may go and how to respond. I've encountered some super tricky Customers (you know who you are!) and this book has shown me how to handle them all.
I've now changed my Customer 'scripts' to fit in with the book and this has proved very successful, with some great feedback from happy Customers. Highly recommended to anyone with an interest in this area.
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Customer Reviews
Incredible!, 09 Jul 2008
Not much of a book person, but was happy to take all the help I could get (being new in sales), so read about 30% of this book and the very next day I did more sales than ever before. One month later, I'm the top 20% of performers and one of the two people who have hit their target half way through the quarter.....definitely worth every penny and worth keeping for future reference.
Brian Tracy applies common sense / logic, but offers the experience that is similar to listening to a guy who is top of his game and been in sales for years. I have a lot to thank this man for. Good but frustrating to read, 13 Mar 2007
This book is a must for anyone stuck in a rut and looking to take a new perspective on their sales career. It is also full of useful tips and tactics to use when selling. One thing I will say is that it is the most frustrating book to read. He repeats things over and over, but I spose that it drills it into your brain. Still a very good read though! GREAT!!!!, 25 Nov 2003
This book is spot one, it has some great tactics and it gives you the knowledge to give deal with a lot of situations. Its quite long but it was worth every penny! I am in media sales, this book has given me more ammo then anyone else in my office. GET IT!
an absoloute must, 14 Jul 2001
If you are just moving into sales or have become a bit tired and jaded with it, this really is the book to read. I was fed up with my job and was looking for a book that could help me through the boredom while I thought of something 'better' to do. Since reading it I can't think of any other field I want to work in more than sales and putting the advice from this book into practice has made a genuine impact on my sales figures. The change in my attitude has also had a positive effect on my colleagues who couldn't understand my new found enthusiasm and sales increase at first. Now there is a que to read it!
Great book, at least for complete beginners, 11 May 1999
I'm probably moving toward the "selling" sector and I found my first book (this) great, even if I've read only the first three chapters by now. These are full of really interesting things, easy to read and to remember, too.
Highly Recommended, 21 Jan 2005
I bought this in preparation for my first job interview in five years. It's a great book with very useful tip and theorys on how to be a great salesperson. What clinched it for me though was being able to name drop the author and the title of the book when asked as the final question of my interview, 'So what self-study or books have read on sales'?
Worth every penny.
Insightful!, 08 Jun 2004
Noted sales trainer - and the head genius of cold calling - Stephan Schiffman succinctly describes 25 effective sales techniques. Each tip gets a short chapter with a nugget of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn't matter if you've heard some of these common sense ideas before because Schiffman's compilation is so on-target, lively and encouraging. This little volume reminds you of leading sales techniques - or habits, as Schiffman calls them - that will build your customer base and increase your sales. If you're in the business of one on one product or service sales, this will boost your communications, planning, knowledge, rainmaking, visibility and confidence. Schiffman tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to us, given that the author doesn't only write - he also sells.
Insightful!, 15 Oct 2003
Noted sales trainer — and the head genius of cold calling — Stephan Schiffman succinctly describes 25 effective sales techniques. Each tip gets a short chapter with a nugget of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn’t matter if you’ve heard some of these common sense ideas before because Schiffman’s compilation is so on-target, lively and encouraging. This little volume reminds you of leading sales techniques — or habits, as Schiffman calls them — that will build your customer base and increase your sales. If you’re in the business of one on one product or service sales, this will boost your communications, planning, knowledge, rainmaking, visibility and confidence. Schiffman tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to us, given that the author doesn’t only write — he also sells.
A handy pocketbook, nothing earth shattering, 06 Jan 2003
I bought this after reading Schiffman's 'Cold Calling Techniques (that really work)', which I can highly recommend. I wasn't expecting much from '25 Sales Habits...' and it met my expectations. A good collection of tips that reinforced what I already knew. Buy it as a quick read (it's a small book of just over 100 pages) or a nice introduction to key ideas for a new salesperson. For 'habits' that can really have a profound impact on your sales when practised consistently: it has to be Og Mandino's 'The Greatest Salesman in the World'.
I thought the book was powerful., 12 Aug 1999
Sales is a profession where motivation is essential. The biggest problem that professionals encounter is their own negativity. This book is inspirational. It reminds you to challenge yourself.
Try it, 12 Aug 2005
I have read half of the book and I found it very interesting. I do not have selling experience but have read many book about selling. It seems that Rackham has really been working on his book. comparing to other material I have seen this is the best one. so far.
One of the Best, 22 Jun 2005
There's a lot in this book. It takes you back to the basics of persuasion and 'workbooks' you through an evaluation process of what you should be asking and listening to in a sales process. In my opinion this book is the best thing next to actually paying a lot to go on one of their 2 day courses. As one of the SPIN course managers said, "We should have never written this book - it's too good." Surround what you learn in this book with techniques to generate solid business relationships, learn and practice presentation skills like it's an olypic sport - and then you are well on your way to being in the top 10% of business earners.
Sales success starts with SPIN, 21 May 2005
I fell into Sales quite by accident and have never had any real training. This book is a completely refreshing approach and teaches you that most people sell products/services by talking about features and benefits, without actually establishing the customer's real needs first. This book will teach you how to listen to your customer and establish their needs, through a series of Sales linked questions (Situation/Problem/ Imlication/Needs-based). Once you get your head around the process it is a real eye opener and quite simple to use. Through your questioning you basically try to establish the needs of the customer, identify any problems they have, discuss the implications of those problems (eg. in wasted time or monetary terms) and then create the desire for your product to resolve their issues. After all "features" don't sell a product but "benefits" do!
An excellent investment for any serious sales professional, 23 Nov 2000
Having read and absorbed many sales texts, I feel able to say that as a supplement to spin selling, or as a stand alone guide this book should be integral to any sales professional's training path. If your tired of cold, shallow, intimidating, awkward and often self degrading sales tactics, this will be one of the best breaths of fresh air you ever take, and there are exercises and worksheets so you can work on your skills and practise taking take that breath regularly. Blindingly simple techniques that are ruthlessly effective and incredibly positive, and when used competently, create an environment in which you don't sell, but rather solve problems, creating a win win situation in which the buyers feel better. I have to say that I now get regular compliments on my technique from prospects. and both me and my clients actually enjoy my sales call's now. Of course, you won't close everyone....but if you want more, higher value, willing and satisfied clients, then you should take this book and read it regulalry.
one of the best books ever about the sales process, 25 Jun 1999
This book is right on the mark for all types of selling. Very professionally done and the technique is just what is needed in today's markets. All my reps are advised to read and use the work book. It is our primary training aid for all registered reps.
Top Notch!, 27 Nov 2008
I bought this book to use at work, as part of my job involves Customer Services. It was brilliant (in fact I read it all in one go) and it now lives under my desk! The opening chapter deals with general basics which are a useful reminder, however it's the rest of the book that earns its stripes. Just about every situation you could think of is presented clearly and concisely, each to a separate page, with examples of how a conversation may go and how to respond. I've encountered some super tricky Customers (you know who you are!) and this book has shown me how to handle them all.
I've now changed my Customer 'scripts' to fit in with the book and this has proved very successful, with some great feedback from happy Customers. Highly recommended to anyone with an interest in this area.
The definitive process for selling at the top, 27 May 2006
At first glance, this looks like a cumbersome, process-driven set of rules for selling high-value products and services. It is actually very effective.
Whilst I think it would be perfect if you sell just a few multi-million pound solutions with a sales cycle of a year or more, it is also relevant to salespeople involved in five and six figure transactions.
It is a very well-defined process with a number of `job aids' (forms) to help you analyse and keep track of everything. If you work on the basis that you don't need to complete every piece of paper for every opportunity, the basic premise is extremely valuable: keep control of the sale all the way through; rather than pass it to the buyer.
It also forced me to raise my game, discard some unproductive behaviours (like working on proposals for poorly qualified prospects) and focus on `selling the way buyers buy'.
For a complex sale in a political environment where decisions may be made by panels and competitive evaluations are the norm, this book is invaluable. Working out if you're `Column A' in the evaluation or `Column Fodder' is, in itself, a hugely valuable part of this process.
Two other nuggets I took from this were: focus on how success will be measured and present a `value justification' alongside your proposal pricing to demonstrate ROI (and combat cheaper competitors); and produce an Evaluation Plan for a prospect, saying `here's how you can judge if we'll provide the right solution for you and here are all the go/no go gateways we'll pass through together before you finally commit to implement'. Whilst this is a little out of my comfort zone it certainly does keep you in control and I've had many examples from colleagues that it's highly effective.
To pull everything together the book ends with a `Getting Started' section that helps to implement these ideas. To complement Solution Selling, I'd also recommend Paul DiModica's `Value Forward Selling: How to Sell to Management' as a very practical guide to operating at top level.
The Ultimate Sales Process ?, 22 Feb 2006
I generally avoid sales books - they can be patronising and promise the earth without delivering content. This book is different - it is a straightforward step by step sales process. It is full of content and provides lots of ideas and sales tools to plan and monitor your sales process. It is well written and full of great thinking. Be aware though it is a sales process, aimed at big ticket sales. It is clearly written in a no nonsense style. It is not a sales motivation piece; and it is not full of psychological tricks; or double-back-loop closing techniques. I like it for that reason. It aims to make selling a well planned and managed logical profession, not some black art for over-slick wide boys (and girls). Many of the tools and ideas can be adapted to suit smaller businesses too. Recommended if you want a well structured sales process for your business.
Packed With Knowledge!, 02 Dec 2004
This is a useful guide to one of the hottest subjects in sales: selling solutions, not products. Author Keith M. Eades offers a methodical, step-by-step approach to implementing a conversational approach to selling. The principles underlying "solution selling" are simple and straightforward, and the process is hard to fault, although it demands a great deal of record keeping and charting. The author's explanation of the procedures gets a bit mechanical and jargon-riddled at times. But on the whole, we believe every salesperson is apt to find something of value in this book, even if it's a reminder of what once was known but has been forgotten.
Inspiring, 30 Jan 2004
I have just finished this book from cover to cover after spending the last 5 days reading it as often as I can, and I have to say that it is an extremely inspiring book, easy to read and full of practical sales aids that anyone can use. Well worth reading and I think well worth adopting the sales process it discusses.
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Customer Reviews
Incredible!, 09 Jul 2008
Not much of a book person, but was happy to take all the help I could get (being new in sales), so read about 30% of this book and the very next day I did more sales than ever before. One month later, I'm the top 20% of performers and one of the two people who have hit their target half way through the quarter.....definitely worth every penny and worth keeping for future reference.
Brian Tracy applies common sense / logic, but offers the experience that is similar to listening to a guy who is top of his game and been in sales for years. I have a lot to thank this man for. Good but frustrating to read, 13 Mar 2007
This book is a must for anyone stuck in a rut and looking to take a new perspective on their sales career. It is also full of useful tips and tactics to use when selling. One thing I will say is that it is the most frustrating book to read. He repeats things over and over, but I spose that it drills it into your brain. Still a very good read though! GREAT!!!!, 25 Nov 2003
This book is spot one, it has some great tactics and it gives you the knowledge to give deal with a lot of situations. Its quite long but it was worth every penny! I am in media sales, this book has given me more ammo then anyone else in my office. GET IT!
an absoloute must, 14 Jul 2001
If you are just moving into sales or have become a bit tired and jaded with it, this really is the book to read. I was fed up with my job and was looking for a book that could help me through the boredom while I thought of something 'better' to do. Since reading it I can't think of any other field I want to work in more than sales and putting the advice from this book into practice has made a genuine impact on my sales figures. The change in my attitude has also had a positive effect on my colleagues who couldn't understand my new found enthusiasm and sales increase at first. Now there is a que to read it!
Great book, at least for complete beginners, 11 May 1999
I'm probably moving toward the "selling" sector and I found my first book (this) great, even if I've read only the first three chapters by now. These are full of really interesting things, easy to read and to remember, too.
Highly Recommended, 21 Jan 2005
I bought this in preparation for my first job interview in five years. It's a great book with very useful tip and theorys on how to be a great salesperson. What clinched it for me though was being able to name drop the author and the title of the book when asked as the final question of my interview, 'So what self-study or books have read on sales'?
Worth every penny.
Insightful!, 08 Jun 2004
Noted sales trainer - and the head genius of cold calling - Stephan Schiffman succinctly describes 25 effective sales techniques. Each tip gets a short chapter with a nugget of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn't matter if you've heard some of these common sense ideas before because Schiffman's compilation is so on-target, lively and encouraging. This little volume reminds you of leading sales techniques - or habits, as Schiffman calls them - that will build your customer base and increase your sales. If you're in the business of one on one product or service sales, this will boost your communications, planning, knowledge, rainmaking, visibility and confidence. Schiffman tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to us, given that the author doesn't only write - he also sells.
Insightful!, 15 Oct 2003
Noted sales trainer — and the head genius of cold calling — Stephan Schiffman succinctly describes 25 effective sales techniques. Each tip gets a short chapter with a nugget of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn’t matter if you’ve heard some of these common sense ideas before because Schiffman’s compilation is so on-target, lively and encouraging. This little volume reminds you of leading sales techniques — or habits, as Schiffman calls them — that will build your customer base and increase your sales. If you’re in the business of one on one product or service sales, this will boost your communications, planning, knowledge, rainmaking, visibility and confidence. Schiffman tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to us, given that the author doesn’t only write — he also sells.
A handy pocketbook, nothing earth shattering, 06 Jan 2003
I bought this after reading Schiffman's 'Cold Calling Techniques (that really work)', which I can highly recommend. I wasn't expecting much from '25 Sales Habits...' and it met my expectations. A good collection of tips that reinforced what I already knew. Buy it as a quick read (it's a small book of just over 100 pages) or a nice introduction to key ideas for a new salesperson. For 'habits' that can really have a profound impact on your sales when practised consistently: it has to be Og Mandino's 'The Greatest Salesman in the World'.
I thought the book was powerful., 12 Aug 1999
Sales is a profession where motivation is essential. The biggest problem that professionals encounter is their own negativity. This book is inspirational. It reminds you to challenge yourself.
Try it, 12 Aug 2005
I have read half of the book and I found it very interesting. I do not have selling experience but have read many book about selling. It seems that Rackham has really been working on his book. comparing to other material I have seen this is the best one. so far.
One of the Best, 22 Jun 2005
There's a lot in this book. It takes you back to the basics of persuasion and 'workbooks' you through an evaluation process of what you should be asking and listening to in a sales process. In my opinion this book is the best thing next to actually paying a lot to go on one of their 2 day courses. As one of the SPIN course managers said, "We should have never written this book - it's too good." Surround what you learn in this book with techniques to generate solid business relationships, learn and practice presentation skills like it's an olypic sport - and then you are well on your way to being in the top 10% of business earners.
Sales success starts with SPIN, 21 May 2005
I fell into Sales quite by accident and have never had any real training. This book is a completely refreshing approach and teaches you that most people sell products/services by talking about features and benefits, without actually establishing the customer's real needs first. This book will teach you how to listen to your customer and establish their needs, through a series of Sales linked questions (Situation/Problem/ Imlication/Needs-based). Once you get your head around the process it is a real eye opener and quite simple to use. Through your questioning you basically try to establish the needs of the customer, identify any problems they have, discuss the implications of those problems (eg. in wasted time or monetary terms) and then create the desire for your product to resolve their issues. After all "features" don't sell a product but "benefits" do!
An excellent investment for any serious sales professional, 23 Nov 2000
Having read and absorbed many sales texts, I feel able to say that as a supplement to spin selling, or as a stand alone guide this book should be integral to any sales professional's training path. If your tired of cold, shallow, intimidating, awkward and often self degrading sales tactics, this will be one of the best breaths of fresh air you ever take, and there are exercises and worksheets so you can work on your skills and practise taking take that breath regularly. Blindingly simple techniques that are ruthlessly effective and incredibly positive, and when used competently, create an environment in which you don't sell, but rather solve problems, creating a win win situation in which the buyers feel better. I have to say that I now get regular compliments on my technique from prospects. and both me and my clients actually enjoy my sales call's now. Of course, you won't close everyone....but if you want more, higher value, willing and satisfied clients, then you should take this book and read it regulalry.
one of the best books ever about the sales process, 25 Jun 1999
This book is right on the mark for all types of selling. Very professionally done and the technique is just what is needed in today's markets. All my reps are advised to read and use the work book. It is our primary training aid for all registered reps.
Top Notch!, 27 Nov 2008
I bought this book to use at work, as part of my job involves Customer Services. It was brilliant (in fact I read it all in one go) and it now lives under my desk! The opening chapter deals with general basics which are a useful reminder, however it's the rest of the book that earns its stripes. Just about every situation you could think of is presented clearly and concisely, each to a separate page, with examples of how a conversation may go and how to respond. I've encountered some super tricky Customers (you know who you are!) and this book has shown me how to handle them all.
I've now changed my Customer 'scripts' to fit in with the book and this has proved very successful, with some great feedback from happy Customers. Highly recommended to anyone with an interest in this area.
The definitive process for selling at the top, 27 May 2006
At first glance, this looks like a cumbersome, process-driven set of rules for selling high-value products and services. It is actually very effective.
Whilst I think it would be perfect if you sell just a few multi-million pound solutions with a sales cycle of a year or more, it is also relevant to salespeople involved in five and six figure transactions.
It is a very well-defined process with a number of `job aids' (forms) to help you analyse and keep track of everything. If you work on the basis that you don't need to complete every piece of paper for every opportunity, the basic premise is extremely valuable: keep control of the sale all the way through; rather than pass it to the buyer.
It also forced me to raise my game, discard some unproductive behaviours (like working on proposals for poorly qualified prospects) and focus on `selling the way buyers buy'.
For a complex sale in a political environment where decisions may be made by panels and competitive evaluations are the norm, this book is invaluable. Working out if you're `Column A' in the evaluation or `Column Fodder' is, in itself, a hugely valuable part of this process.
Two other nuggets I took from this were: focus on how success will be measured and present a `value justification' alongside your proposal pricing to demonstrate ROI (and combat cheaper competitors); and produce an Evaluation Plan for a prospect, saying `here's how you can judge if we'll provide the right solution for you and here are all the go/no go gateways we'll pass through together before you finally commit to implement'. Whilst this is a little out of my comfort zone it certainly does keep you in control and I've had many examples from colleagues that it's highly effective.
To pull everything together the book ends with a `Getting Started' section that helps to implement these ideas. To complement Solution Selling, I'd also recommend Paul DiModica's `Value Forward Selling: How to Sell to Management' as a very practical guide to operating at top level.
The Ultimate Sales Process ?, 22 Feb 2006
I generally avoid sales books - they can be patronising and promise the earth without delivering content. This book is different - it is a straightforward step by step sales process. It is full of content and provides lots of ideas and sales tools to plan and monitor your sales process. It is well written and full of great thinking. Be aware though it is a sales process, aimed at big ticket sales. It is clearly written in a no nonsense style. It is not a sales motivation piece; and it is not full of psychological tricks; or double-back-loop closing techniques. I like it for that reason. It aims to make selling a well planned and managed logical profession, not some black art for over-slick wide boys (and girls). Many of the tools and ideas can be adapted to suit smaller businesses too. Recommended if you want a well structured sales process for your business.
Packed With Knowledge!, 02 Dec 2004
This is a useful guide to one of the hottest subjects in sales: selling solutions, not products. Author Keith M. Eades offers a methodical, step-by-step approach to implementing a conversational approach to selling. The principles underlying "solution selling" are simple and straightforward, and the process is hard to fault, although it demands a great deal of record keeping and charting. The author's explanation of the procedures gets a bit mechanical and jargon-riddled at times. But on the whole, we believe every salesperson is apt to find something of value in this book, even if it's a reminder of what once was known but has been forgotten.
Inspiring, 30 Jan 2004
I have just finished this book from cover to cover after spending the last 5 days reading it as often as I can, and I have to say that it is an extremely inspiring book, easy to read and full of practical sales aids that anyone can use. Well worth reading and I think well worth adopting the sales process it discusses.
Excellent - a must buy..., 19 Nov 2008
I have just stopped kicking myself for not having bought this book years ago! I do not work in the world of high finance deal making but this book has already improved my deal making.
As I read this book I realized where I had gone wrong in a lot of deals I had made in the past from buying cars, selling my home, choosing a telephone provider and negotiating rates for work!
There are some very important lessons in this book, and not just for people who are concerned with BIG business. It's for anyone who has to deal with others in everyday life. I am now more aware of how a negotiation is going, when to sweeten a deal, leave a deal alone and when to leave the table with all parties happy with a result.
Armed with this book you can confidently negotiate with builders, estate agents, customers, chief executives or even the family!
A must read, 06 Jul 2006
This book works really well with Bare Knuckle selling, a must read.Written in Simon's personal, practical style.
Sales author reviews Bare Knuckle Negotiating, 26 Jun 2006
I've read about 50 books on negotiating, attended weeks worth of seminars, negotiated with major suppliers, and trained / coached thousands of sales professionals in the science of negotiation. Far too many negotiation books get stuck in irrelevant cases and non-sales issues...
This is not one of them.
As a salesperson in today's marketplace it is essential that you know how to negotiate effectively so that you can win new business, protect your margins and profits, and close more sales.
If your market is competitive and you negotiate sales deals then you will find many tips and strategies that you can use in this book.
Essential Reading for All Business Owners, 23 Jun 2006
This book taught me a lot about how to ensure you get a good deal AFTER you've made the sale. I already own Bare Knuckle Selling which provides excellent tools and tehcniques for making a sale and this book starts where the first one left off. Simon's down-to-earth style really makes the concepts and ideas simple to apply - and what's more - this stuff is based on actual experience mingled with a good dose of Neurolinguistic Programming.
If you're into selling, persuading, NLP or own your own business and want a good deal then this book is worth the investment.
Win:Win:Win, 15 Jun 2006
He's done it again. Having written a great book on Selling (Bare Knuckle Selling), Simon has repated the formula but this time on Negotiating. This is a must read for people who keep losing out on deals, people who seem to keep coming second or leave a converstaion feeling that something's not right. If any of your role takes you into contact with other Human Beings, this book's for you.
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Customer Reviews
Incredible!, 09 Jul 2008
Not much of a book person, but was happy to take all the help I could get (being new in sales), so read about 30% of this book and the very next day I did more sales than ever before. One month later, I'm the top 20% of performers and one of the two people who have hit their target half way through the quarter.....definitely worth every penny and worth keeping for future reference.
Brian Tracy applies common sense / logic, but offers the experience that is similar to listening to a guy who is top of his game and been in sales for years. I have a lot to thank this man for. Good but frustrating to read, 13 Mar 2007
This book is a must for anyone stuck in a rut and looking to take a new perspective on their sales career. It is also full of useful tips and tactics to use when selling. One thing I will say is that it is the most frustrating book to read. He repeats things over and over, but I spose that it drills it into your brain. Still a very good read though! GREAT!!!!, 25 Nov 2003
This book is spot one, it has some great tactics and it gives you the knowledge to give deal with a lot of situations. Its quite long but it was worth every penny! I am in media sales, this book has given me more ammo then anyone else in my office. GET IT!
an absoloute must, 14 Jul 2001
If you are just moving into sales or have become a bit tired and jaded with it, this really is the book to read. I was fed up with my job and was looking for a book that could help me through the boredom while I thought of something 'better' to do. Since reading it I can't think of any other field I want to work in more than sales and putting the advice from this book into practice has made a genuine impact on my sales figures. The change in my attitude has also had a positive effect on my colleagues who couldn't understand my new found enthusiasm and sales increase at first. Now there is a que to read it!
Great book, at least for complete beginners, 11 May 1999
I'm probably moving toward the "selling" sector and I found my first book (this) great, even if I've read only the first three chapters by now. These are full of really interesting things, easy to read and to remember, too.
Highly Recommended, 21 Jan 2005
I bought this in preparation for my first job interview in five years. It's a great book with very useful tip and theorys on how to be a great salesperson. What clinched it for me though was being able to name drop the author and the title of the book when asked as the final question of my interview, 'So what self-study or books have read on sales'?
Worth every penny.
Insightful!, 08 Jun 2004
Noted sales trainer - and the head genius of cold calling - Stephan Schiffman succinctly describes 25 effective sales techniques. Each tip gets a short chapter with a nugget of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn't matter if you've heard some of these common sense ideas before because Schiffman's compilation is so on-target, lively and encouraging. This little volume reminds you of leading sales techniques - or habits, as Schiffman calls them - that will build your customer base and increase your sales. If you're in the business of one on one product or service sales, this will boost your communications, planning, knowledge, rainmaking, visibility and confidence. Schiffman tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to us, given that the author doesn't only write - he also sells.
Insightful!, 15 Oct 2003
Noted sales trainer — and the head genius of cold calling — Stephan Schiffman succinctly describes 25 effective sales techniques. Each tip gets a short chapter with a nugget of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn’t matter if you’ve heard some of these common sense ideas before because Schiffman’s compilation is so on-target, lively and encouraging. This little volume reminds you of leading sales techniques — or habits, as Schiffman calls them — that will build your customer base and increase your sales. If you’re in the business of one on one product or service sales, this will boost your communications, planning, knowledge, rainmaking, visibility and confidence. Schiffman tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to us, given that the author doesn’t only write — he also sells.
A handy pocketbook, nothing earth shattering, 06 Jan 2003
I bought this after reading Schiffman's 'Cold Calling Techniques (that really work)', which I can highly recommend. I wasn't expecting much from '25 Sales Habits...' and it met my expectations. A good collection of tips that reinforced what I already knew. Buy it as a quick read (it's a small book of just over 100 pages) or a nice introduction to key ideas for a new salesperson. For 'habits' that can really have a profound impact on your sales when practised consistently: it has to be Og Mandino's 'The Greatest Salesman in the World'.
I thought the book was powerful., 12 Aug 1999
Sales is a profession where motivation is essential. The biggest problem that professionals encounter is their own negativity. This book is inspirational. It reminds you to challenge yourself.
Try it, 12 Aug 2005
I have read half of the book and I found it very interesting. I do not have selling experience but have read many book about selling. It seems that Rackham has really been working on his book. comparing to other material I have seen this is the best one. so far.
One of the Best, 22 Jun 2005
There's a lot in this book. It takes you back to the basics of persuasion and 'workbooks' you through an evaluation process of what you should be asking and listening to in a sales process. In my opinion this book is the best thing next to actually paying a lot to go on one of their 2 day courses. As one of the SPIN course managers said, "We should have never written this book - it's too good." Surround what you learn in this book with techniques to generate solid business relationships, learn and practice presentation skills like it's an olypic sport - and then you are well on your way to being in the top 10% of business earners.
Sales success starts with SPIN, 21 May 2005
I fell into Sales quite by accident and have never had any real training. This book is a completely refreshing approach and teaches you that most people sell products/services by talking about features and benefits, without actually establishing the customer's real needs first. This book will teach you how to listen to your customer and establish their needs, through a series of Sales linked questions (Situation/Problem/ Imlication/Needs-based). Once you get your head around the process it is a real eye opener and quite simple to use. Through your questioning you basically try to establish the needs of the customer, identify any problems they have, discuss the implications of those problems (eg. in wasted time or monetary terms) and then create the desire for your product to resolve their issues. After all "features" don't sell a product but "benefits" do!
An excellent investment for any serious sales professional, 23 Nov 2000
Having read and absorbed many sales texts, I feel able to say that as a supplement to spin selling, or as a stand alone guide this book should be integral to any sales professional's training path. If your tired of cold, shallow, intimidating, awkward and often self degrading sales tactics, this will be one of the best breaths of fresh air you ever take, and there are exercises and worksheets so you can work on your skills and practise taking take that breath regularly. Blindingly simple techniques that are ruthlessly effective and incredibly positive, and when used competently, create an environment in which you don't sell, but rather solve problems, creating a win win situation in which the buyers feel better. I have to say that I now get regular compliments on my technique from prospects. and both me and my clients actually enjoy my sales call's now. Of course, you won't close everyone....but if you want more, higher value, willing and satisfied clients, then you should take this book and read it regulalry.
one of the best books ever about the sales process, 25 Jun 1999
This book is right on the mark for all types of selling. Very professionally done and the technique is just what is needed in today's markets. All my reps are advised to read and use the work book. It is our primary training aid for all registered reps.
Top Notch!, 27 Nov 2008
I bought this book to use at work, as part of my job involves Customer Services. It was brilliant (in fact I read it all in one go) and it now lives under my desk! The opening chapter deals with general basics which are a useful reminder, however it's the rest of the book that earns its stripes. Just about every situation you could think of is presented clearly and concisely, each to a separate page, with examples of how a conversation may go and how to respond. I've encountered some super tricky Customers (you know who you are!) and this book has shown me how to handle them all.
I've now changed my Customer 'scripts' to fit in with the book and this has proved very successful, with some great feedback from happy Customers. Highly recommended to anyone with an interest in this area.
The definitive process for selling at the top, 27 May 2006
At first glance, this looks like a cumbersome, process-driven set of rules for selling high-value products and services. It is actually very effective.
Whilst I think it would be perfect if you sell just a few multi-million pound solutions with a sales cycle of a year or more, it is also relevant to salespeople involved in five and six figure transactions.
It is a very well-defined process with a number of `job aids' (forms) to help you analyse and keep track of everything. If you work on the basis that you don't need to complete every piece of paper for every opportunity, the basic premise is extremely valuable: keep control of the sale all the way through; rather than pass it to the buyer.
It also forced me to raise my game, discard some unproductive behaviours (like working on proposals for poorly qualified prospects) and focus on `selling the way buyers buy'.
For a complex sale in a political environment where decisions may be made by panels and competitive evaluations are the norm, this book is invaluable. Working out if you're `Column A' in the evaluation or `Column Fodder' is, in itself, a hugely valuable part of this process.
Two other nuggets I took from this were: focus on how success will be measured and present a `value justification' alongside your proposal pricing to demonstrate ROI (and combat cheaper competitors); and produce an Evaluation Plan for a prospect, saying `here's how you can judge if we'll provide the right solution for you and here are all the go/no go gateways we'll pass through together before you finally commit to implement'. Whilst this is a little out of my comfort zone it certainly does keep you in control and I've had many examples from colleagues that it's highly effective.
To pull everything together the book ends with a `Getting Started' section that helps to implement these ideas. To complement Solution Selling, I'd also recommend Paul DiModica's `Value Forward Selling: How to Sell to Management' as a very practical guide to operating at top level.
The Ultimate Sales Process ?, 22 Feb 2006
I generally avoid sales books - they can be patronising and promise the earth without delivering content. This book is different - it is a straightforward step by step sales process. It is full of content and provides lots of ideas and sales tools to plan and monitor your sales process. It is well written and full of great thinking. Be aware though it is a sales process, aimed at big ticket sales. It is clearly written in a no nonsense style. It is not a sales motivation piece; and it is not full of psychological tricks; or double-back-loop closing techniques. I like it for that reason. It aims to make selling a well planned and managed logical profession, not some black art for over-slick wide boys (and girls). Many of the tools and ideas can be adapted to suit smaller businesses too. Recommended if you want a well structured sales process for your business.
Packed With Knowledge!, 02 Dec 2004
This is a useful guide to one of the hottest subjects in sales: selling solutions, not products. Author Keith M. Eades offers a methodical, step-by-step approach to implementing a conversational approach to selling. The principles underlying "solution selling" are simple and straightforward, and the process is hard to fault, although it demands a great deal of record keeping and charting. The author's explanation of the procedures gets a bit mechanical and jargon-riddled at times. But on the whole, we believe every salesperson is apt to find something of value in this book, even if it's a reminder of what once was known but has been forgotten.
Inspiring, 30 Jan 2004
I have just finished this book from cover to cover after spending the last 5 days reading it as often as I can, and I have to say that it is an extremely inspiring book, easy to read and full of practical sales aids that anyone can use. Well worth reading and I think well worth adopting the sales process it discusses.
Excellent - a must buy..., 19 Nov 2008
I have just stopped kicking myself for not having bought this book years ago! I do not work in the world of high finance deal making but this book has already improved my deal making.
As I read this book I realized where I had gone wrong in a lot of deals I had made in the past from buying cars, selling my home, choosing a telephone provider and negotiating rates for work!
There are some very important lessons in this book, and not just for people who are concerned with BIG business. It's for anyone who has to deal with others in everyday life. I am now more aware of how a negotiation is going, when to sweeten a deal, leave a deal alone and when to leave the table with all parties happy with a result.
Armed with this book you can confidently negotiate with builders, estate agents, customers, chief executives or even the family!
A must read, 06 Jul 2006
This book works really well with Bare Knuckle selling, a must read.Written in Simon's personal, practical style.
Sales author reviews Bare Knuckle Negotiating, 26 Jun 2006
I've read about 50 books on negotiating, attended weeks worth of seminars, negotiated with major suppliers, and trained / coached thousands of sales professionals in the science of negotiation. Far too many negotiation books get stuck in irrelevant cases and non-sales issues...
This is not one of them.
As a salesperson in today's marketplace it is essential that you know how to negotiate effectively so that you can win new business, protect your margins and profits, and close more sales.
If your market is competitive and you negotiate sales deals then you will find many tips and strategies that you can use in this book.
Essential Reading for All Business Owners, 23 Jun 2006
This book taught me a lot about how to ensure you get a good deal AFTER you've made the sale. I already own Bare Knuckle Selling which provides excellent tools and tehcniques for making a sale and this book starts where the first one left off. Simon's down-to-earth style really makes the concepts and ideas simple to apply - and what's more - this stuff is based on actual experience mingled with a good dose of Neurolinguistic Programming.
If you're into selling, persuading, NLP or own your own business and want a good deal then this book is worth the investment.
Win:Win:Win, 15 Jun 2006
He's done it again. Having written a great book on Selling (Bare Knuckle Selling), Simon has repated the formula but this time on Negotiating. This is a must read for people who keep losing out on deals, people who seem to keep coming second or leave a converstaion feeling that something's not right. If any of your role takes you into contact with other Human Beings, this book's for you.
Money well spent, 18 Feb 2004
Although the title is more an eye catcher than applicable to the content, the book gives a very good understanding of the different persons you may face during your sales presentation and how you should react to them in order to maximize the effect. Real life examples and a good construction makes this book fun to read. Money well spent.
Excellent book on buying motivations, 23 Jun 2003
This is a fantastic book about buying motivations and I have already made my money back (70 times over) on the knowledge contained inside. The style is easy to digest and the ideas although seemingly simple are very powerful. If you are looking to increase your sales or effectiveness of your advertising this is definitely worth the time it takes to read.
It's a no-brainer read for anyone involved in selling., 13 Jul 1999
This book simplifies the entire selling process. If you pick up the book at any store and just glance through it and then feel compelled to buy it, then you have already been sold on the the theories outined for successful selling in the book. The methodology described has already worked on you! This book is not your run of the mill "How to be a successful salesperson" literature. It's easy to read, funny at times, and very enlightening. Whether you are trying to get your business off the ground or are already a accomplished salesperson, this book is for you.
For those who sell, this book is a must-read!, 04 Mar 1999
The authors lay out a "DREAM" buying path (do something or nothing; repeat or not repeat; evaluate a new choice; access where to buy; and money...agreement that the price is in an acceptable range. They show how this process is applied, customizing your sales approach to the profile of the customer. Based on extensive interviews, the authors have identified three dominant buying profiles; these are explored in detail. This is a thoughtful presentation of an approach to sales that breaks down the buying decision from the customer's point of view. The keys are the ability to read the customer, determine the appropriate buying profile, and customize the message accordingly. An informative and intuitively appealing approach, that has the added allure of being well tested in the field. For those who sell, this book is a must-read!
Excellent book. Highly recommended., 07 Feb 1999
This book is terrific. I have read many books on improving sales, the sales process and how to close sales. This one is the best by far. It's filled with practical information that you can apply immediately. It takes you through a step by step understanding of why people do and do not buy. It's helped me improve my sales closing rate. I highly recommend it to anyone in sales or marketing.
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Customer Reviews
Incredible!, 09 Jul 2008
Not much of a book person, but was happy to take all the help I could get (being new in sales), so read about 30% of this book and the very next day I did more sales than ever before. One month later, I'm the top 20% of performers and one of the two people who have hit their target half way through the quarter.....definitely worth every penny and worth keeping for future reference.
Brian Tracy applies common sense / logic, but offers the experience that is similar to listening to a guy who is top of his game and been in sales for years. I have a lot to thank this man for. Good but frustrating to read, 13 Mar 2007
This book is a must for anyone stuck in a rut and looking to take a new perspective on their sales career. It is also full of useful tips and tactics to use when selling. One thing I will say is that it is the most frustrating book to read. He repeats things over and over, but I spose that it drills it into your brain. Still a very good read though! GREAT!!!!, 25 Nov 2003
This book is spot one, it has some great tactics and it gives you the knowledge to give deal with a lot of situations. Its quite long but it was worth every penny! I am in media sales, this book has given me more ammo then anyone else in my office. GET IT!
an absoloute must, 14 Jul 2001
If you are just moving into sales or have become a bit tired and jaded with it, this really is the book to read. I was fed up with my job and was looking for a book that could help me through the boredom while I thought of something 'better' to do. Since reading it I can't think of any other field I want to work in more than sales and putting the advice from this book into practice has made a genuine impact on my sales figures. The change in my attitude has also had a positive effect on my colleagues who couldn't understand my new found enthusiasm and sales increase at first. Now there is a que to read it!
Great book, at least for complete beginners, 11 May 1999
I'm probably moving toward the "selling" sector and I found my first book (this) great, even if I've read only the first three chapters by now. These are full of really interesting things, easy to read and to remember, too.
Highly Recommended, 21 Jan 2005
I bought this in preparation for my first job interview in five years. It's a great book with very useful tip and theorys on how to be a great salesperson. What clinched it for me though was being able to name drop the author and the title of the book when asked as the final question of my interview, 'So what self-study or books have read on sales'?
Worth every penny.
Insightful!, 08 Jun 2004
Noted sales trainer - and the head genius of cold calling - Stephan Schiffman succinctly describes 25 effective sales techniques. Each tip gets a short chapter with a nugget of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn't matter if you've heard some of these common sense ideas before because Schiffman's compilation is so on-target, lively and encouraging. This little volume reminds you of leading sales techniques - or habits, as Schiffman calls them - that will build your customer base and increase your sales. If you're in the business of one on one product or service sales, this will boost your communications, planning, knowledge, rainmaking, visibility and confidence. Schiffman tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to us, given that the author doesn't only write - he also sells.
Insightful!, 15 Oct 2003
Noted sales trainer — and the head genius of cold calling — Stephan Schiffman succinctly describes 25 effective sales techniques. Each tip gets a short chapter with a nugget of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn’t matter if you’ve heard some of these common sense ideas before because Schiffman’s compilation is so on-target, lively and encouraging. This little volume reminds you of leading sales techniques — or habits, as Schiffman calls them — that will build your customer base and increase your sales. If you’re in the business of one on one product or service sales, this will boost your communications, planning, knowledge, rainmaking, visibility and confidence. Schiffman tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to us, given that the author doesn’t only write — he also sells.
A handy pocketbook, nothing earth shattering, 06 Jan 2003
I bought this after reading Schiffman's 'Cold Calling Techniques (that really work)', which I can highly recommend. I wasn't expecting much from '25 Sales Habits...' and it met my expectations. A good collection of tips that reinforced what I already knew. Buy it as a quick read (it's a small book of just over 100 pages) or a nice introduction to key ideas for a new salesperson. For 'habits' that can really have a profound impact on your sales when practised consistently: it has to be Og Mandino's 'The Greatest Salesman in the World'.
I thought the book was powerful., 12 Aug 1999
Sales is a profession where motivation is essential. The biggest problem that professionals encounter is their own negativity. This book is inspirational. It reminds you to challenge yourself.
Try it, 12 Aug 2005
I have read half of the book and I found it very interesting. I do not have selling experience but have read many book about selling. It seems that Rackham has really been working on his book. comparing to other material I have seen this is the best one. so far.
One of the Best, 22 Jun 2005
There's a lot in this book. It takes you back to the basics of persuasion and 'workbooks' you through an evaluation process of what you should be asking and listening to in a sales process. In my opinion this book is the best thing next to actually paying a lot to go on one of their 2 day courses. As one of the SPIN course managers said, "We should have never written this book - it's too good." Surround what you learn in this book with techniques to generate solid business relationships, learn and practice presentation skills like it's an olypic sport - and then you are well on your way to being in the top 10% of business earners.
Sales success starts with SPIN, 21 May 2005
I fell into Sales quite by accident and have never had any real training. This book is a completely refreshing approach and teaches you that most people sell products/services by talking about features and benefits, without actually establishing the customer's real needs first. This book will teach you how to listen to your customer and establish their needs, through a series of Sales linked questions (Situation/Problem/ Imlication/Needs-based). Once you get your head around the process it is a real eye opener and quite simple to use. Through your questioning you basically try to establish the needs of the customer, identify any problems they have, discuss the implications of those problems (eg. in wasted time or monetary terms) and then create the desire for your product to resolve their issues. After all "features" don't sell a product but "benefits" do!
An excellent investment for any serious sales professional, 23 Nov 2000
Having read and absorbed many sales texts, I feel able to say that as a supplement to spin selling, or as a stand alone guide this book should be integral to any sales professional's training path. If your tired of cold, shallow, intimidating, awkward and often self degrading sales tactics, this will be one of the best breaths of fresh air you ever take, and there are exercises and worksheets so you can work on your skills and practise taking take that breath regularly. Blindingly simple techniques that are ruthlessly effective and incredibly positive, and when used competently, create an environment in which you don't sell, but rather solve problems, creating a win win situation in which the buyers feel better. I have to say that I now get regular compliments on my technique from prospects. and both me and my clients actually enjoy my sales call's now. Of course, you won't close everyone....but if you want more, higher value, willing and satisfied clients, then you should take this book and read it regulalry.
one of the best books ever about the sales process, 25 Jun 1999
This book is right on the mark for all types of selling. Very professionally done and the technique is just what is needed in today's markets. All my reps are advised to read and use the work book. It is our primary training aid for all registered reps.
Top Notch!, 27 Nov 2008
I bought this book to use at work, as part of my job involves Customer Services. It was brilliant (in fact I read it all in one go) and it now lives under my desk! The opening chapter deals with general basics which are a useful reminder, however it's the rest of the book that earns its stripes. Just about every situation you could think of is presented clearly and concisely, each to a separate page, with examples of how a conversation may go and how to respond. I've encountered some super tricky Customers (you know who you are!) and this book has shown me how to handle them all.
I've now changed my Customer 'scripts' to fit in with the book and this has proved very successful, with some great feedback from happy Customers. Highly recommended to anyone with an interest in this area.
The definitive process for selling at the top, 27 May 2006
At first glance, this looks like a cumbersome, process-driven set of rules for selling high-value products and services. It is actually very effective.
Whilst I think it would be perfect if you sell just a few multi-million pound solutions with a sales cycle of a year or more, it is also relevant to salespeople involved in five and six figure transactions.
It is a very well-defined process with a number of `job aids' (forms) to help you analyse and keep track of everything. If you work on the basis that you don't need to complete every piece of paper for every opportunity, the basic premise is extremely valuable: keep control of the sale all the way through; rather than pass it to the buyer.
It also forced me to raise my game, discard some unproductive behaviours (like working on proposals for poorly qualified prospects) and focus on `selling the way buyers buy'.
For a complex sale in a political environment where decisions may be made by panels and competitive evaluations are the norm, this book is invaluable. Working out if you're `Column A' in the evaluation or `Column Fodder' is, in itself, a hugely valuable part of this process.
Two other nuggets I took from this were: focus on how success will be measured and present a `value justification' alongside your proposal pricing to demonstrate ROI (and combat cheaper competitors); and produce an Evaluation Plan for a prospect, saying `here's how you can judge if we'll provide the right solution for you and here are all the go/no go gateways we'll pass through together before you finally commit to implement'. Whilst this is a little out of my comfort zone it certainly does keep you in control and I've had many examples from colleagues that it's highly effective.
To pull everything together the book ends with a `Getting Started' section that helps to implement these ideas. To complement Solution Selling, I'd also recommend Paul DiModica's `Value Forward Selling: How to Sell to Management' as a very practical guide to operating at top level.
The Ultimate Sales Process ?, 22 Feb 2006
I generally avoid sales books - they can be patronising and promise the earth without delivering content. This book is different - it is a straightforward step by step sales process. It is full of content and provides lots of ideas and sales tools to plan and monitor your sales process. It is well written and full of great thinking. Be aware though it is a sales process, aimed at big ticket sales. It is clearly written in a no nonsense style. It is not a sales motivation piece; and it is not full of psychological tricks; or double-back-loop closing techniques. I like it for that reason. It aims to make selling a well planned and managed logical profession, not some black art for over-slick wide boys (and girls). Many of the tools and ideas can be adapted to suit smaller businesses too. Recommended if you want a well structured sales process for your business.
Packed With Knowledge!, 02 Dec 2004
This is a useful guide to one of the hottest subjects in sales: selling solutions, not products. Author Keith M. Eades offers a methodical, step-by-step approach to implementing a conversational approach to selling. The principles underlying "solution selling" are simple and straightforward, and the process is hard to fault, although it demands a great deal of record keeping and charting. The author's explanation of the procedures gets a bit mechanical and jargon-riddled at times. But on the whole, we believe every salesperson is apt to find something of value in this book, even if it's a reminder of what once was known but has been forgotten.
Inspiring, 30 Jan 2004
I have just finished this book from cover to cover after spending the last 5 days reading it as often as I can, and I have to say that it is an extremely inspiring book, easy to read and full of practical sales aids that anyone can use. Well worth reading and I think well worth adopting the sales process it discusses.
Excellent - a must buy..., 19 Nov 2008
I have just stopped kicking myself for not having bought this book years ago! I do not work in the world of high finance deal making but this book has already improved my deal making.
As I read this book I realized where I had gone wrong in a lot of deals I had made in the past from buying cars, selling my home, choosing a telephone provider and negotiating rates for work!
There are some very important lessons in this book, and not just for people who are concerned with BIG business. It's for anyone who has to deal with others in everyday life. I am now more aware of how a negotiation is going, when to sweeten a deal, leave a deal alone and when to leave the table with all parties happy with a result.
Armed with this book you can confidently negotiate with builders, estate agents, customers, chief executives or even the family!
A must read, 06 Jul 2006
This book works really well with Bare Knuckle se | | |