Informative but sometimes contrasting with other books I’ve read.
This book is part of a series for Dale Carnegie Training. I picked it because I felt I was missing a vital ingredient on how to pick up customers. This book unfortunately fell short of explaining that.
It was very informative in training someone in sales. I especially liked the comment that when you’re calling or selling to someone you need to keep in mind you’re not call to hurt them, you’re calling because you want to help them.
I’m glad this book covered the basics of selling from start to finish in a mechanical and emotional manner. It offers a lot of practical advice, much of which is an expansion on Dale Carnegie’s book How to Win Friends and Influence People, a true classic.
Perhaps my biggest trouble with tackling this book came from having read the Go-Giver which talks about all these sales closes one woman went though and how none of the ‘techniques’ worked until she stopped technique-ing people and started just being herself. I may be overreacting or misreading, but it made it hard to get into the book with that message in the back of my head.
I would recommend this book purely for the basics and for the way it expands on the principles in How to Win Friends and Influence People. However I advise taking it with a grain of salt. Some of the techniques seem to have become outdated since this book’s publication.