This book by Richard Denny provides good insights for people wanting to understand sales and the selling process. Denny provides good summaries and illuminating “wise words” at the end of each chapter. Some chapters are very applicable to those looking for employment. Best “wise words”:
If you want to increase your successes, double your failure rate. (Go for the ‘no’)
Yesterday is history. Tomorrow is a mystery. Today is a gift. That is why it is called the present.
Some good info from the book:
4 ways to grow a business:
- increase number of customers
- increase average transaction value
- increase frequency of repurchase
- acquisition
6 stages of successful presentation:
- show the results
- go to prices and fees, get a reaction
- go into detail
- give one or two case histories appropriate for prospect
- provide something to give you credibility
- outline your guarantee (risk reversal)
Definitely well worth reading, and keeping a copy for reference.
Copyright (c) 2009 by Waiming Mok
