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21 of 21 found the following review helpful:
 It works, period Apr 04, 2005
By Curtis Gray
I reluctantly purchased this book based on previous reviews. Being very skeptical of the checklist format, this book, frankly, seemed like a "salesman cookbook" scheme. Well, I was wrong. It took a little getting used to, but this book is written in a way that helped me learn to sell my company's products and services.
Just so you know, I basically flunked IBM sales school for engineers way back in 1991. Some of the information IBM taught stuck because, frankly, it is very good. However, even with IBM sales school (acknowledged as one of the best on the planet), I just did not grasp selling and never took up a career in selling. For all intents and purposes, I am brand new to this.
I took this book, and in one week, created a powerful prospecting script. That script, which I created almost word for word from the book, with the exception of items specific to my business, has helped to land two great new customers in only two weeks. That is not to say that it will happen the same way with everyone, but the writers have a sublime grasp of how to talk to people, remain honest, and influence them; so long as you have a sellable product or service. As the authors point out, selling is not about the product or service, but about the seller of the product or service. The suggestions in this book for how to get pass a receptionist and how to conduct a prospecting call are direct, easy to understand, and greatly helpful.
It is not necessary to read this book from cover to cover. Many of the lists have references to other lists. It turns out that, with this book, this was the best way for me to learn to sell. It can be used while you are on the phone and to brush up just before making a call.
This book is highly recommended for anyone new to selling.
15 of 16 found the following review helpful:
More bullet points than checklists Nov 15, 2001
By Wayne Schulz
"mas90 accounting software guru"
This book is written so that you can get short lists of helpful tips on sales. I thought it was going to be more of a handbook of checklists - instead it is many, many different topics arranged by subject.There is a companion tape set that you can get from Nightingale which has the same graphics on the cover but expands a little more on the content. Overall I've found myself referring to the checklists inside this book a lot more than I initially thought I would - perhaps because the format lends itself to quick reading and re-reading. Sandler Sales Institute is a national franchise which has an interesting and different perspective on the sales process.
18 of 20 found the following review helpful:
Stellar Resource for Every Piece of Your Selling Experience May 15, 2000
By Dan Seidman
If you struggle with specific areas - that you can identify - in your sales life, this is a superb read. The checklists are incredibly thorough. The selling system that this is based upon has been called the '...best kept secret in sales training.' by Selling Power Magazine. If you can't make some money off the wisdom of this book, you probably don't belong in sales anyway. Forget the low price, it's probably the best book on selling available today.
7 of 7 found the following review helpful:
This is the Sandler Jump Start Program Mar 05, 2003
By Michael Desmond
"Mike Desmond"
Take the [$] Sandler Sales Jump Start training class and this is the book derived from it. Only thing missing is the class room participation. Put the two together and you've got something, buy just the book and you really only have 1/4 of the knowledge.
7 of 8 found the following review helpful:
the Revolution of marketing books Jul 22, 2000
By sayed omar
i read alot of books in sales and marketing but this book is somethig different, it is easy to understand,clear,practical, and contain every thing a salesman need in his life. this book is the treasure but we have to dig to find it, and i hope one day all universities study this book. this book is the revolution of sales and marketing book, so take carw when you see some one have this books, because he know what he does.
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