Sales Books

This is a superb look at the nitty-gritty world of selling. Although the author does fill it with case studies, they are all useful and thought-provoking. My favorite bit of advice concerns what happens to all top salespeople: they get their territory cut. Why? To keep them from getting complacent, of course.

Joe has gone out of his way to cut to the chase. There is no self esteem building and you can do it rah rah rather Joe's frank honest and what it takes to stay on top, remain on top and what to do when you are caught in a no win situation. As an MBA this type of book should be a mandatory read but the reality of tenured professors that are effectively running a union job do not understand how duplicitous and unethically the real business world can be. I finish this book in a few hours and the insight will last me a career. It is also refreshing from the standpoint that Joe has a soul and is interested in seeing the world and some great sales jobs he has had launched that opportunity. If you surf this book is especially cool(which I do and I can relate to the author on many levels.) Another reviewer was turned off by some profanity of which I do not remember so don't focus on issues of crass.

Anybody. I repeat anybody who sells, or wants to become a sales person, has to read this book. This book will keep you in the "game" longer, by playing corporate business model to your advantage. All successful companies value their sales force. But most Sales Managers make you feel like a zero. By reading this book you can change that number and pave a brighter future. Read and Prosper.

This book is a "must have" for the new graduate or anyone who is considering a career or taking on an adventure in sales.

Finally, a fun-to-read book on sales with valuable and positive insights on getting-in, finding the right company, and getting-out when your company becomes the "wrong company."

Joe T has real-life examples and experiences that show you how to work for yourself and enjoy the adventure. He teaches you what to expect in sales and get the most out of your job and keep your sanity. Rather than providing, rehashed "supposedly new", methods of achieving one time sales success, this book provides a "big picture guide" that helps a salesperson's lifelong career. HIGHLY ENTERTAINING AND RECOMMENDED!!!

I went to B-School, got my MBA, and gained valuable education on the theory and practice of managing a successful business. What I was disappointed by, were the unexamined assumptions around the "corporate dream", which I found pervasive at all levels of the curriculum. Too complex to go into here, but essentially...

Most business schools are in the business of selling the corporate dream and training future managers in the arts of profit maximization, organizational efficiency, competitive advantage, and market penetration. Rarely do they ever address the human reality of corporate downsizing, except as economic data points relevent to the afore mentioned topics.

The Sales Adventure Guide is a practical manual on how to cut through the corporate BS, understand the true meaning behind management-speak, and know how to cover your butt when your job is on the line, through no fault of your own. It uncovers the tactics, often unethical and sometimes illegal, that HR and upper management will use to make you go away, meekly, without costing the company a penny.

The Sales Adventure Guide will help you probe underneath the company's glossy exterior and public face, by showing you how you can ask the right questions and find out important information about the organization you will be contracting your time to.

This book will teach you how to protect yourself, play the corporate game with finesse, and enjoy your life, rather than feel browbeaten at the company's ingratitude towards the days, months, years of your life you gave them - which you will never, ever get back.

Corporate loyalty is a myth, most companies will lay you off without a second thought. Read this book, understand that we are all contractors now.

There isn't anything "easy" about selling, but somehow Stephen Shhiffman made it feel simple in this book. If you want a refreshing course on what made you a sales person in the first place, this is a good read. I hadn't been selling in a while and simply maintaining accounts. This got me over my fear of calling. In fact I should read it again just so I don't forget!

Really helpful in setting up a proper Prospect Management System. I can recommend his other books as well !

In Sales Don't Just Happen, Stephan Schiffman, the founder of a fast-growing sales training company, expands on his approach to selling based on developing a proposal that makes sense to the prospect. He fills his book with discussions of the same basic principles he has presented in several other books, though each has its own emphasis, such as cold calling or making a more effective close. Here Schiffman ranges through the four key phases of the sales cycle - prospecting, interviewing, presentation and close - to teach 26 strategies (one main technique per chapter) that push a sale forward. At the end of each chapter, he summarizes how to apply that chapter's tips. These methods are generally quite useful, though familiar, basic approaches. One warning: if you've read Schiffman's other sales books, you may experience a sense of déjà vu. But otherwise, we recommend this solid manual to any corporate sales rep who makes in-person presentations in quest of large sales.

In Sales Don't Just Happen, Stephan Schiffman, the founder of a fast-growing sales training company, expands on his approach to selling based on developing a proposal that makes sense to the prospect. He fills his book with discussions of the same basic principles he has presented in several other books, though each has its own emphasis, such as cold calling or making a more effective close. Here Schiffman ranges through the four key phases of the sales cycle - prospecting, interviewing, presentation and close - to teach 26 strategies (one main technique per chapter) that push a sale forward. At the end of each chapter, he summarizes how to apply that chapter's tips. These methods are generally quite useful, though familiar, basic approaches. One warning: if you've read Schiffman's other sales books, you may experience a sense of déjà vu. But otherwise, we from getAbstract recommend this solid manual to any corporate sales rep who makes in-person presentations in quest of large sales.

The core concept in this book is that success in sales depends almost entirely on a possible purchaser's willingness to become (in effect) a collaborator with the salesperson inorder to determine HOW best to meet the possible purchaser's needs, solve her or his problems, achieve his or her objectives. (Note: A "possible" does not become a "prospect" unless and until she or he commits to take the Next Step.) The progress and satisfactory conclusion of this collaborative process require a series of Next Steps to which the prospect is agreeable. Schiffman asserts (and I wholly agree) that sales "don't just happen"; rather, they are achieved by the aforementioned process which requires a prospect's permission to collaborate, permission which the salesman must obtain at each stage.

The sequence of Next Steps is not merely a buying of time, however. On the contrary, if skillfully managed by the salesperson, it accelerates the buying cycle as objections are systematically eliminated. To repeat, the objective for the salesperson at each stage in the process is to have the prospect agree to their taking, together, the Next Step. Moreover, the Final Step is not closing on a given sale. There is no Final Step. If I understand Schiffman's thinking and the 26 strategies which he advocates, there is always a Next Step to strengthen even more the relationship with the buyer who will presumably make other purchases later.

Recently I learned that, after surveying many thousands of consumers of various products and services over a period of five years to learn why they no longer did business with certain companies, researchers were told that 1% of the customers had died; 3% had moved out of the area; 5% had been "influenced" away; 9% had found "better service" elsewhere; and 14% had experienced "unresolved conflicts" with the given company.

That adds up to 32%. Now here's the kicker:

68% left because of "perceived indifference."

Hence the obvious importance of what happens after a sale is made. Schiffman is dead-on when insisting that one of the salesperson's greatest challenges is to proceed, relentlessly, to each Next Step after one sale and before the next each customer. In this book, he explains HOW to do that, also why; it is the salesperson's responsibility sustain forward movement. Schiffman also explains why, in certain situations, it would be a waste of time to continue with certain clients without their permission. That does not preclude sustaining contact, and doing so with style and grace. His eminently sensible implication is that there are significant differences between cultivation and solicitation.

Throughout the book, the reader is provided with an abundance of practical advice which includes don'ts as well as do's. For example, Schiffman explains in Chapter 2 how to find out "who's really playing ball"...and who isn't; in Chapter 8, how to make forward progress even when the prospect says no; in Chapter 12, new ways to wake up sleeping prospects; in Chapter 20, how to raise the tough issues before the prospect does; and in Chapter 24, "how to find out where we really stand in the prospect's world." Simply knowing what the 26 "proven strategies" are is well worth the cost of this book; having Schiffman explain how to use each most effectively creates for the book a value that is incalculable.

Of course, the best advice in the world is worthless unless and until it results in appropriate action. Success doesn't just happen.

Review of Tiffanie Lyons book Sales is not a Dirty Word

I was a technology sales person for many years. I loved being in sales and was very successful but often heard other sales people saying self deprecating things about their profession. I also noticed that my position was often called something different. My first sales position for GE Information Services Division was "Marketing Representative."

So Lyons book addresses a real life situation, not always talked about in polite conversation. She takes the position that we all spend a lot of our life selling even if we think we aren't and especially if we think we shouldn't be selling.

I recommend this book to anyone in the selling profession or considering going into this profession. I also recommend selling as a wonderful job and profession.

Start talking to me about sales, and you'll see my eyes glaze over and I'll probably try to leave the room. Sales ranks right up there with math as not-favorite-subjects, yet I am the owner of two businesses. My holistic health practice easily attracts new clients by referral, but my new publishing business needs attention in terms of direct sales and marketing, and I need to do more to promote my recent award-winning book, "Recapture Your Health." When I started reading Tiffanie Lyon's book, I was hoping for help and direction. And I found it. As I read through the book, ideas jumped into my mind for things I could do - within my comfort zone - to plan marketing and sales approaches for our book. There is so much down-to-earth information in "Sales is Not a Dirty Word." It is written in short easy chapters, which makes the entire topic palatable. The book is part guidebook and part workbook, and is designed to make you THINK. It's short, which is also sweet. One thing I especially liked was the historical background of how selling evolved, and how to sell in a way that avoids the much despised "hard-sell" approach. Ms. Lyon is obviously an expert in her field. And now I've got a concrete plan for book promotion. I will keep "Sales is not a Dirty Word" on my bookshelf and refer to it whenever I need to revise my plan.

Tiffanie Lyon teaches business owners, consultants and professionals, in her new book 'Sales' is NOT a Dirty Word! The Inspirational Selling Guide for Non-traditional Salespeople, how to respond to their own unique business selling cycle, marketing themselves better, in order to better serve their clients, building sustainable 21st century business relationships and selling more at the same time. A four '4'-part non-fiction work, Tiffanie explores how to combine the psychology of marketing, along with the psychology of selling, to help you to help more people, as well as maintain your integriy in growing a successful business practice. A book that also serves as a handy workbook, which you will refer to daily, to improve yourself and your business long-term, providing a path for success, now and in the future. Fifteen '15' chapters of resources and references, that will turn you into the master of your own professional destiny.

Marketing and selling are confusing terms to nonprofessional sales people. Those who fail at selling simply may not understand these concepts. "'Sales' is NOT a Dirty Word," by Tiffanie Z. Lyon, MBA, helps the reader understand why they are confused about marketing and selling. Lyon goes on to explain techniques of the two very different aspects, marketing and selling, to help make a person successful.

This book is clearly written and simple to read. Questions and suggestions appear at the ending of each chapter, put there to help a person absorb what they've just read. Lyon quotes her sources clearly. She refers the reader to other helpful publications. When a worksheet is suggested, she provides it by referring the reader to her Web site where they can pull down free copies.

This book is quite a nice study guide and is very informative for those who wish clarity on marketing and selling strategies, and who wish a measure of success.

Book Review - "Sales" is NOT a Dirty Word!

"Sales" is NOT a Dirty Word! THE Inspirational Selling Guide for Non-traditional Salespeople by Tiffanie Z. Lyon, M.B.A. is a great primer for people that probably do not think of themselves as salespeople such as attorneys, accountants, and consultants. Maybe you never wanted to be a salesperson, but getting business requires selling if you are an independent professional.

"Sales" teaches basic sales terminology and concepts, provides examples of different approaches, and explains the nexus between marketing and sales.

A feature I like as an adult educator is the combination of crisp, organized writing and reflection. A concept is succinctly and clearly introduced and then the reader is encouraged to consider some questions. Part of the reflection is focused on attitudes, but much of it is focused on understanding how to market and sell our particular business.

I would have liked to have had this book when I was managing lawyers who did account management outcalls. At 133 pages, this plainly written book is a non-intimidating launching point to becoming more effective as a non-traditional salesperson. The book is designed to help people take action. If you are willing to take the time to work through the book's questions, I believe you will find it time well spent.

Shaun G. Jamison, J.D., Ph.D.

I can only rate the service of the delivery and the accuracy of the description of the book. I haven't had a chance to read it yet.

The book arrived fast & in great shape. My nephew loves it! He loves it so much that he had to have the Scarne book on magic.

Many magicians own the Classic book "Scarne on Card Tricks." But it is said if you want to keep a trick a secret, put it in print! Most of what's in Scarne on Card Tricks is no doubt a complete mystery to most laymen--and many magicians! Its a great book for the card beginner.

On the other hand, there's a lot of boring and tedious count-down stuff in there as well.

The book is BIG--over 300 pages of carefully detailed effects. It can be a little overwhelming to someone the first time he picks it up. How do you separate the wheat from the chaff?

Best, in my view, are the tricks that can be done TOTALLY impromptu, with very little or no stacking, when a deck is shoved into your hands and somebody says "Do a trick!".

Here are some of the effects that I have judged to be best, based on the above criteria:

The Upside down Deck by Francis Carlyle
Hit the Deck
Scarne's Follow the Leader
Cardini's Color Discernment
Card on the Ceiling
Card through the Handkerchief

Of course, You Do as I Do is also a classic, though it is fairly well known among magicians.

In short, a little work digging out the best tricks will make you a true card magician in most people's eyes, with enough practice and performing experience.

John Scarne is today perhaps best remembered as a leading authority on gambling scams and card cheats. However, in his prime, he was one of the best magicians in America. In the late 40s, as stated in the Introduction, Scarne decided to gather for magicians a set of card tricks involving no sleight-of-hand. The result is "Scarne on Card Tricks". The 155 effects in the book range from quick tricks and puzzlers to more elaborate card demonstrations. All of the effects are attributed to either the originator of the effect or to a magician who used the effect frequently. The book clearly bears Scarne's unique genius not only in the selection and variety of effects, but in Scarne's improvements of the original effects. There is no doubt that anyone can put together a most entertaining routine with the material in this book. Two words of caution. First, the copyright of the book is 1950 and so some of the patter is clearly dated and needs to be revised for contemporary audiences. (Patter is the words or story that accompany the effect.) Second, because the effects are easy to do when practiced, there is a tendency to perform the effects before fully thought out. For every hour learning the basic effect itself, two hours should be spent on how to present it in an entertaining and interesting manner. The book itself, however, remains one of the very best in card magic. Scarne's work clearly stands the test of time. Frankly, the book is a steal at the published price. I bought two copies because I knew I'd wear one book out. I did. The book is that useful.

This is the definitive collection of non sleight-of-hand (you don't have to be quick with your hands) card tricks. I bought my first paperback copy in 1974 when I was still a schoolboy. Some of the tricks are easy but astounding, such that I've memorised two of them and have amazed my friends over the years until now. Since then, there hasn't been any other card trick manual that can beat this one, to the best of my knowledge.

Excellent, colorful book that emphasis the friendliness of bats while also teaching counting through repetition in story and rhyme. The fun and funny illustrations make it a must for bat lovers of all ages.

I loved this story because it was funny, and original. The rhyming and counting were fun for my students and the ending was clever. I like it when I can include musical stories into my teaching.

This book was very cute which is why I gave it such a high rating. This book is a poor example of how to rhyme. There are several lines in this book that are close to rhyming but it isn't quite there in several instances. Good for teaching counting up and backwards from ten.

As a third grade teacher, I found this book useful on the 55th day of school. After reading the book, the children made a pyramid using manipulatives for the bats. We used 1" tiles. This demonstrates a growing pattern using +1 pattern to grow with. This is a nice lead-in to multiplication.

This book has a fun and exciting story line. Children will have fun reading about the 55 bats at the jamboree. The illustrations are colorful and eye-catching. Children can have fun counting, adding and subtracting the 55 bats at the Bat Jamboree. Watch out for the Bat Lady!

This book has changed my whole business perspective and my business in ways I can't even describe here. I just want to say one thing, we all need to be aware that we are all in the business of selling whether we like it or not. Even if you don't have a job, you will need to sell the feeling at some point in your life. Don't dare to look at this book and say. "This is not for me, I'm not a sells person", if so you are already out of business no matter which one is it.

Business Owner-D.Cruz

I generally have difficulty getting into self-help or any sort of instructional books. However, Sell the Feeling, was a fast and actually fun read. The narrative structure of the book makes it not only engaging, but also naturally creates a high level of retention for the reader. I would reccomend this book for anyone in the business world--not just to someone who works in 'sales.'

As I read this useful and fascinating book, I was struck by several things: 1) the authors - Larry Pinci and Phil Glosserman - truly understand the art and science of selling from the inside out; 2) they cleverly and very effectively impart their knowledge through an extended conversation between two fictional characters, a literary device I wasn't expecting to find in this type of book but one that makes the read entertaining and easy; and 3) they deliver important insights and practical solutions with stunning simplicity and clarity. Any business professional who has anything to do with selling anything - and that includes just about everyone - should read this book and celebrate its cogent advice. Scott Busby, Founder | CEO, The Busby Group

I expected a technical outline of ideas that I would study, underline, and work at. Instead, it turned out to be a story -- a novel that is so light and delightful that I didn't want to put it down. It did a great job teaching me powerful business growing techniques while keeping me thoroughly entertained. If you are serious about expanding your business, don't miss this one!

This book's approach to teaching is to walk you through the experiences, shortcomings, progress, mistakes and successes of a sympathetic character with whom it's easy to identify. It's easiest to learn by doing, and this book allows you to walk through the process with the main character. This book is a great, fast read, and has a lot of lessons to teach in an easy, comfortable manner. Highly recommended!

"The Selling Bible: For People in the Business of Selling" is one of the finest sales books that has ever been written! As a salesperson I have read hundreds of books on this topic in an attempt to understand what constitutes what could be called the "Factor X" of what makes the great salespeople of the world tick. More than most books on this topic the author goes into that Factor X, a suttle psychology which is so small almost to the point of not being noticed which can seperate poor-average-great salepeople. I first read the book several years ago when I was new to selling, and the book sits prominently on my shelf for future reference, since I am so keenly aware that sales skills are forever being sharpened and improved!

"The Selling Bible: For People in the Business of Selling" is one of the finest sales books that has ever been written! As a salesperson I have read hundreds of books on this topic in an attempt to understand what constitutes what could be called the "X Factor" of what makes the great salespeople of the world tick. More than most books on this topic the author goes into that X Factor: a suttle psychology which is so small almost to the point of not being noticed, which can seperate poor-average-great salespeople. I first read the book several years ago when I was new to selling, and this book sits prominently on my shelf for future reference, since I am so keenly aware that sales skills are forever being sharpened and improved! If you are serious about selling, then buy this book!

Hi, This is the best book I ever red on selling. In this book writer gives what you need to make more sales.

I bought this book for a training class with an employer. I was able to outsell the old hands following the guidelines given in the book. Very simple to follow and practice. Now I run my own business and am reccommending it to my salespeople.

This was a required text for a college level class on Professional Personal Selling I took. I'm glad I did take that course because it and this book forever changed my attitude about how to sell and what professional sales reps are like.

Make no mistake, there are Sales Reps and there are Lounge Lizards and this is the biggest distinction that Lawhon really drilled into my head. It's wastefully stupid to sit with the Lounge Lizards who know everything and not to go out, do your job and sell.

One other thing Lawhon said that hit home with me: "That which can be measured, can be improved" and thus the reason for the cloth tape measure bookmark with the book. I took his advice and began to log my calls, closes and referrals and the results have been astounding!

I highly recommend this book which was written for the retail sales industry but can be easily modified for ALL sellng situations. Enjoy!

You do not have to be the President of Ferrari North America or the owner of Sothebys to sell dreams. In this refreshing, creative and eloquently written book, Dr Buitoni teaches us the key to unleashing success for businesses, products or even people. Selling dreams should be required reading for all businesses -- no matter what the business. The art of successful dreamketing is the wave of the future to sustain and maintain customer loyalty. We all dream. Dr Buitoni teaches us how to tap into those dreams to make them successful realities in business and in life.

If anyone is the connoisseur of selling dreams it's Dr. Buitoni. His words will educate and inspire anyone who has a Dream to Succeed! This book should be the BIBLE for every college business class in the world!! It's a winner!! Don't Quit! Jake CEO, Body by Jake Enterprises

Gian Luigi Longinotti-Buitoni's premise is that the best way to sell products is to tap into customers' emotional impulses, which can override their rational thinking. It's a good theory, as proven by how effectively the CEO of Ferrari North America used it in writing this book. As a reader, you can't help but get swept up in the pages of description of wondrous products from the likes of Ferrari, Tiffany, the Ritz and Cohiba. And when you do, it's easy to overlook the fact that the book is slightly repetitive and presents ideas that are far from radical. However, Longinotti-Buitoni's anecdotes about the development of the Ferrari brand name, as well as those of other high-end companies, are sure to delight marketing and advertising practitioners. We [...] recommend this book to professionals in those fields, who will find useful insights, especially in the excellent summaries that come toward the end of each chapter. A clear introduction and a well-executed concluding chapter also help clarify the ideas. There is probably more passion than substance to Selling Dreams, but in the end, isn't that what it's all about?

The writer has some great ideas as well as using some great analagies. One example that stood out in my mind, is the subject of lobster, you can buy it in the store in a plain paper covering or you can buy it in a fine restaurant and have it dressed up to the very finest. You need to be able to show people how the product you are selling will fulfill a dream that they have and not just smiply a purchase.

By page 5, I was entranced by this book. In keeping with its theme, SELLING DREAMS looks at the role of luxury in our lives from the broadest possible perspective. It offers fascinating anecdotes from craftspeople who combine art and business in the realms of cars, movies, food and drink, watches, hotels and more. I was especially pleased to see the illuminating perspectives from great philosophers alongside shrewd business analysis and cultural insight. A very unusual and worthwhile book that I already plan to reread. - Marcia Yudkin, Ph.D., author of Six Steps to Free Publicity, Persuading on Paper and other books

This is a must have for any manager or owner who wants to drive sells in there restaurant. you need this book if you care about what you do for a living.

This is by far the best book out there on service, buy it you wont be disappointed!

I bought this book for my management teams and went through it chapter by chapter every week and created action plans for implementation. It is an easy read and gets everyone on the same page very quickly. Strongly recommended for casual dining environments.

This book it is exactly what it says it is. Easy tips that can help you to run your restaurant and improve the service you offer to your customers. It is more for the owner or the manager but it can be usefull to everybody who is working there even the barmen. I recomend it because of the easy language it uses and because it offers practical solutions to everyday problems.

My manager recommended this book to me. I started using the tips inside before I even finished the book. I saw a difference in my wallet immediately! This book makes your job as a waiter/waitress easier and more profitable. It pays for itself in the first night. I recommend it to all our new hires.

Book arrived timely and in good shape! The book was purchased from (I believe) a California Bookstore, and when it arrived it was funny to see that it had originally been a book from one of Tucson's public libraries, funny to see that it had made it back full circle. A good experience!

Margaret Coel's Father John O'Malley series is a winner. It's nice mixture of modern-day life with a solid background in Native American history. In this book Ms. Coel highlights shadow dancing which is an ancient Indian custom. A modern-day cult leader has gathered a bunch of young, idealistic natives together to practice this ancient art as well as to prepare for the end of this present world and the beginning of another that will place the Indian at the top of society. But people are killed, and one of them is Vicky's ex-husband Ben Holden. As Vicky tries to clear her name in Ben's murder she uncovers a plot that will destroy the Wind River Reservation. These books are great. The characters are believable, and Father John is one of most real sleuths out there today. I highly recommend this series, but suggest that it should be read in sequence.

THE SHADOW DANCER is one of the best of the Wind River Series. Vickie Holden's ex-husband has been murder and she is the prime suspect. Father John's mission is about to lose its charter. Hearkening back to the 1880s and a cult that swept the reservation called the Ghost Dancers, a new prophet James Sherwood, called Orlando by his followers charms believers with his Shadow Dancers.
Father John looks for answers when summoned by the aunts of a young computer genius who has disappeared. Are all these happens related to test his endurance and perceptive skills. A fine mystery with sharp curves and tight storytelling.
A great read at any time.
Nash Black, author of TRAVELERS and SINS OF THE FATHERS.

I really enjoy this series of books set on the Wind River Reservation. When I first started this one, though, I was a little disappointed because it sounded like it was just rehashing all the same plot points from previous books - Father John and Vicky pining for each other, Ben Holden demanding that Vicky return to their marriage, a new assistant for Father John, and his superior's threatening Father John with the closing of the mission.

However, as soon as the stage was set with these events, things irrevocably changed. I found this mystery very intriguing and am anxious to see where the author takes things from here.

This is one of the best books in an excellent series. Margaret Coel spins a multi-layered plot which begins when Arapaho attorney Vicky Holden returns to her home at the Wind River Reservation after going to Denver to try to sort out her relationship with the reservation's priest, Father John. Her ex-husband, Ben, talks her into meeting him for lunch but their conversation ends in a bitter argument. When Ben is found dead, Vicky becomes a major suspect. Meanwhile Father John is dealing with the disappearance of a young Indian named Dean Little Horse and an Indian cult whose shadow dancers are twisting some of the early Arapaho religious practices. Added to this, Vicky is working on water rights for the Indians and Father John is battling his superiors who want to close the mission where he is the priest. Mix these elements together and you have an enjoyable reading experience with well-drawn characters and the beautiful Wyoming reservation as a background.