AdverSelling: How to Build Stronger Relationships and Close More Sales by Applying 26 Principles from Successful Advertising Campaigns Review

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(More customer reviews)Advertising, Marketing, and Selling. While the three are perhaps "cousins" they are not the same. However, like all solid principles, they transfer very effectively across the board.
In this terrific book, the author, a well-known speaker and consultant for professional service providers and others, has expertly taken 26 principles from successful advertising campaigns throughout history and shown the reader how to utilize them in order to directly increase sales. I enjoyed it very much. It's a fun read with short, powerful chapters and lots of history regarding powerful advertising campaigns; many of which will most likely provide you with a touch of nostalgia. While Dr. Hassett advises that this book is more for the advanced and already-successful salesperson (and it will certainly benefit them immediately), I believe everyone in sales and marketing can greatly benefit from this extraordinary information and should have it as part of their resource library.

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Sales-Side Negotiation: Negotiation Strategies for Modern-day Sales People (From Great Moments in History) Review

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(More customer reviews)This is the first book on negotation strategies that I have ever found that really addresses negotiation from the sales side. There is a full section in the book that completely defines and analyzes every possible buyer negotiation tactic, and then lays out the best seller counter-tactic to deal with it. Brilliant! I wish I had this years ago.

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Sales-Side Negotiation - What does it take to be a successful negotiator? What can we learn from history's most powerful negotiators? Patrick Henry Hansen's Sales-Side Negotiation draws on history's most compelling moments to teach modern negotiation principles--Ho Chi Min's tactics at the Paris Peace Talks, Sir Francis Drake's counter tactics against the Spanish Armada, Michelangelo's defiance of Pope Julius I, and more. Beginning each chapter with a captivating historical event, Sales-Side Negotiation both informs and entertains.Exercise Seller-Negotiator Power. Recognizing and Overcoming Tactics. Minimize Discounts. Prevent Unwarranted Concessions.

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Winning Sales Presentations: From Great Moments in History - Develop Compelling Content. Create Unique Selling Propositions and Differentiators. ... Skills. Present Winning Presentations. Review

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(More customer reviews)Winning Sales Presentations blew me away. I was expecting a typical, "look people in the eyes, don't chew gum or put your hands in your pockets" book--but instead learned fantastic techniques and strategies to apply before, during, and after presentations. I also enjoyed how the book is geared for professional presenters and B2B, complex settings. A great book.

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Winning Sales Presentations draws on history's most compelling moments to teach modern presentation principles -- Winston Churchill's blistering attack against The Third Reich, Patrick Henry's declaration of "Liberty or Death," Robert the Bruce's call for arms at the battle of Bannockburn, Lincoln's Gettysburg address, and more. Beginning each chapter with a captivating historical event, Winning Sales Presentations both informs and entertains.Develop Compelling Content. Create Unique Selling Propositions and Differentiators. Master Communication Skills. Present Winning Presentations.

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Little Red Book of Selling: 12.5 Principles of Sales Greatness Review

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(More customer reviews)This book is one of dozens out there that should go in the motivation section rather than the sales section. If you need motivation, this book is great. But if you are looking for solid advice on how to improve your sales technique, don't waste your money. The book is littered with cute phrases like "Kick your own ass", and "the more you love it, the more you will sell".
I bought the book because there are small nuggets of good information in it. I kept it because I know someday I will need motivation. But I quickly became tired of "Rah-Rah, I'm the best salesman ever, and you suck unless you work harder." Don't get me wrong, everyone could stand to work harder. But that wasn't what I was looking for.
If you want motivation, read this book. If you want solid sales advice, read "SPIN Selling", or "Soft Sell".

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