Soft Selling in a Hard World: Plain Talk on the Art Of Persuasion Paperback – Aug 10 1998
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Top Customer Reviews
The author and his team have a formula and it is a formula that is already working for me: listen instead of talk, solve instead of sell, and a few others that are only offered in the course not the book.
The author is devastating in critiquing what he calls "puffery", all those now meaningless phrases about "best in class" and so on.
Finally, the author is extremely effective in helping truly good executive sales people do a cost analysis that at its most brutal, makes it clear to the client that what they are buying or not buying now is costing them a great deal more than what you are offering as a solution to *their* problem, which in turn justifies your getting top dollar because the return on investment in your more expensive capability, with no hidden costs, is greater than the return on the cheaper or partial solutions.Read more ›
"Soft Welling in a Hard World" by Jerry Vass is a quick-read but filled with powerful, ethical and usable tactics designed to help you understand your buyers while gaining significant credibility in their eyes.
If you're like me you have a handful of dog-eared, highlighted gems that you keep on your night stand. Mr. Vass has earned a spot in the company of Frank Bettger, Dale Carnegie, Norman Vincent Peale and Napolian Hill.
RE/MAX on the River
Newburyport, MA 01950
For those who wants to get inspiredor wants to get entertained, this book is not for you. This book is100% how-to manual that should reside in your briefcase for quickreference.
Most recent customer reviews
Great book puts you in the right mind set for selling and came in the time it specified, no complaints.Published on July 20 2012 by philip ontakos
Took a selling course from Vass, using this book, last summer. Before, had never sold anything, and after, was able to sell 10 engagements totalling $1.5m. Read morePublished on April 6 2000
I used tactics described in this book from day 1. While I probably don't use all recommendations the approach described in this book has increased my sales effectiveness. Read morePublished on March 21 2000
This book is mandatory reading in several companies I have worked for. The month after I read this book and started practicing these techniques I earned over $18,000 (that month). Read morePublished on March 21 2000 by steve campbell
A better book on the art of persuasion has never been written. This is not "motivational"; it is pure technique presented as pure entertainment. Read morePublished on March 17 2000 by Buck Lowe