Rainmaking good; salesmanship bad. Marketing good; prospecting bad. The publisher likely decided that a book promising to teach rainmaking will probably sell more copies than another "consultive sales book".
This book spent too much time discussing the sales conversation during the appointment. Other audio books cover the same material more systematically and throughly (e.g. Sandler or Maister).
Disappointing that the author periodically pitched his firm's sales training program throughout the book.
Good that the audiobook covered value orientated elevator speech construction but this topic was better covered by author Mark LeBlanc.
Prospecting by phone (cold-calling) was covered well and this topic made the audiobook worth purchasing. Unfortunately not enough emphasis was placed on the subject of effective prospecting during face-to-face social encounters or via social media.
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