John Lawhon isolates the exact prinicples of selling that many other authors have attempted to study, but adds such great depth. This book makes you proud to be in the business of selling. He blows away the more well known authors on sales, no problem.
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!
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.
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