Good intentions, fails to deliver
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I have got a few issues with this book:
1. It states that each buyer is different and that a standard, undifferentiated approach will not work. It then provides a typography of buyer personalities.
2. What evidence is there that the Octagon Assessment (a psychological questionnaire in the book) is an accurate predictor of salespeople's behaviour during calls?
3. It uses a series of fictional stories to show how the ideas in the book improve business sales. Without real-life examples, what's the point? I could write a book on quantum physics with fictional examples of how my theories apply to the Universe.
4. Too many typos.
It seems like a poor man's SPIN Selling. If you want real up-to-date selling strategies, buy Selling Is Dead.
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At last, the human reality of selling is embraced....
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Smarter selling will appeal to people involved in selling who would rather not call themselves a salesperson...This is an insightful and practical sharing of how to make selling really work when relationships matter to you. New thinking, practical hints and tips, encouragement all the way. Applying smarter selling approaches and mindset in my own business has already eased the burden I used to feel " to get a result" at each meeting, yet I am getting better results in my business development with less worrying. I can now really focus on my clients and spend less time proving myself to them.
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An Overdue Revelation for Sales in the Real World
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I recently purchased a copy of Smarter Selling whilst waiting at Waterloo Railway Station, and it has proved to be the best inspiration I have had for many years!I picked up the book and managed to read two thirds in two days which was enough to convince me that this is a big step forward. I have purchased a copy of the book for the four people participating in the sales training that I am running as I believe it is so fundamentally important. I have allied the structure and objective analysis of Miller Heiman with the overall concept of I owe U to provide a framework upon which the skills of SHAPE questioning can be applied to build the relationships with clients. This is I believe a winning formula in our primary marketplace
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Outstanding results
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I picked up the book whilst I was in the US last week and read it cover to cover on the flight back. Every single page resonates with me! It is everything I am trying to do with my clients. When I have done it the sale goes so smoothly that it is a joy, it doesn't feel like I am selling it feels like I am genuinely selling and the results are outstanding.
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An important and significant piece of work
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I have devoured ¾ of your book as I write this early on Sunday morning. All I can say is that in my opinion this is one of the most important, significant and timely bundles of knowledge in the public domain. All my selling life I have touched on aspects of what you are saying - the importance of building relationships and finding out what people really need but I was stuck in so many obsolete methods and concepts.
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