©2003 Todd Duncan; (P)2003 Oasis Audio LLC
I have read books from all the top authors and sales trainers. While they all give good advice, Todd has laid the foundation and gives you some straight shots about what you "think" works and what actually does work. I have never listened to or read a better book on sales. This will be the cornerstone of your sales career.
I have seen Todd Duncan speak live and have read much of his material. While I am biased due to sharing the same business background as Todd, I have had a frustrating experience in my sales career. After listening to this book, I realized that I have been doing business the way I'm supposed to but on a 1/10 scale. The author will teach you how to be a honest to goodness sales person and profit while taking the mundane daily tasks out of your clogged pipeline. This book will help you no matter what you sell. If you just practice a couple of the ideas in this book, you can count on increasing your results and decreasing your stress.
Once you get past the author's over use and improper mixing of analogies, and referring to principles as "laws", you'll find several gems of information that may be new or may be a reminder of a technique or approach you've neglected for awhile.
I recommend listening to "How to Become a Rainmaker" by Jeffrey J. Fox.
All I can say is wow. This audio book has a little bit of everything for everyone. I have been selling since 1995 and have a technical background. I have worked at start ups and well as the most recognized software company in the world selling to Fortune 2000. This book clearly maps out how to approach the sales cycle and how to walk a way with a win. As an example, on of the key points he brings up is writing a business plan and that 1.5% of people write on. I have written them before, but after listening to this book, I am re-writing it. I have never written a review before, but felt compelled. This book also gives some ideas on how to influence others to help. He also brings up points on how to let people know your references in a letter prior to making a call. The one thing I needed that I did not expect, but would like to see is how to leverage others to help you sell. I have worked in IT and now will be selling to IT to nurses. If anyone has any suggestions on books to make contacts in healthcare when I do not have any, please send me an email to firstname.lastname@example.org. Thanks,
Mr. Duncan inspires you to change the selling experience, and how to further your own career. I was very pleased and look forward to attending some of his simenars.
There are a few decent nuggets here, but most of the book is just plain painful. I came to dread a new chapter and yet another new "law." There was just too much platitude and not enough tangible meat to make this worth my time.
Todd Duncan does a great job teaching basic principles which makes it easy even for a new salesman to understand. These principles can be applied to any kind of service oriented business immediately. His approach puts a new spin to everything an experienced and seasoned salesperson should know. After listening to this, if I feel I need to refocus I download and listen to it all over again. Sometimes I get new perspectives to get me motivated again.
Mr. Duncan has an amazing knack for telling it like it is without being pompous or arrogant. His approaches in this book not only ensure you'll have the skills to attract and maintain the right clients but forging "high trust" relationships, but also improve your quality and standard of life overall and self image at the same time. I will forever read/listen to Todd Duncan books.
I have been a student of the sales process for a number of years and have always thought that Tom Hopkins book "How to Master the Art of Selling" was the best available on the subject- a kind of bible for the sales industry. However, the art of selling has changed a great deal since that book was written and a new one needed to be written to address the subtle way that today's sales masters are winning. This book does exactly that.
Duncan's insistence that we are wasting too much time chasing new customers when we need to be concentrating on the customers we already have is a message for today. Of course, he goes into more detail on how that is to be done, with great stories from some who have led the way.
It's a book I'd like my boss to read; and his boss, as well.
This was the first book on sales that I've ever read or heard. It showed me I've been doing things at least half right in my personal training business. Even better, it also showed me the next steps I need to do to prioritize, retain and gain new clients. This book has sound advice for any business.
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