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Soft Selling in a Hard World: Plain Talk on the Art Of Persuasion Paperback – Aug 10 1998


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Product Details

  • Paperback: 240 pages
  • Publisher: Running Press; 2nd Revised edition edition (Aug. 10 1998)
  • Language: English
  • ISBN-10: 0762404019
  • ISBN-13: 978-0762404018
  • Product Dimensions: 17.7 x 13.9 x 1.6 cm
  • Shipping Weight: 204 g
  • Average Customer Review: 4.9 out of 5 stars  See all reviews (17 customer reviews)
  • Amazon Bestsellers Rank: #530,584 in Books (See Top 100 in Books)

Customer Reviews

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Most helpful customer reviews

Format: Paperback
I just took the executive sales training course that this book summarizes, essentially a "CEO to CEO" sales course but applicable at any level of direct sales, and I cannot say enough good things about the author, the book, or the training--my last twenty years literally passed before my eyes as I understood his key points: purchase decisions are made by individuals on an emotional "what's in it for me" basis, and then justified on a rational "what's in it for the organization" basis. Any sales effort that attempts to stress features and capabilities, as 99% of all of us have been doing, is destined to be lethargic and hit or miss.
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.
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Format: Paperback
As a professional salesman of 15 years I'm constantly searching for information to help me get an edge. The older I get the more I've realized that an "edge" in the sales world is simply building a firm understanding of and consistently applying the basics to the art of sales.
"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.
Rick Zaniboni
RE/MAX on the River
Newburyport, MA 01950
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Format: Paperback
This book helped me develop my selling skill. I am an InternetMarketing Consultant ... and I deal with individuals and small tomedium size businesses. After reading and applying the lessons fromthis book, I learned the mechanical skills that are necessary to be aneffective salesperson. I can now focus more on the customer's problemsand recommend solutions at the least time and effort. I really likethe 90-second close. From getting appointments to actual signing ofcontract without the customer having to say yes to complete thetransaction. It works for me.
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.
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By A Customer on Sept. 29 1999
Format: Paperback
I teach a class on buying property from distressed property owners -- people losing their house to foreclosure, banks, probate, etc. This book is given as must reading to all my students. The simple steps and logical process taught can make a scared trainee successful. I have been in sales of some sort for over 20 years. This book explains what natural sales people do without knowing it then, more importantly, presents the knowledge in drills which allow non-natural sales wanna-be to get it.
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By A Customer on May 12 2000
Format: Paperback
Having read countless sales books, this has to be one of the best that I have ever seen. It is practical, an easy read, and lays out a workable and very effective sales technique. I use it with all of my sales representatives, even new reps, and they are able to implement it in the field immediately to be more effective. I have seen a definite improvement in the effectiveness of my reps after having rolled out this wonderful book!
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Format: Paperback
I sell commercial real estate in an extremely competitive market. Soft Selling in a Hard World has changed the way I think about selling, the way I talk to customers and ultimately, the way I sell my services. Adopting the principles and techniques in this book will make the buying world respond to you in a way you never thought possible. I strongly recommend it!
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Format: Paperback
I always thought I must be a terrible salesperson because I did not like to give a "spiel" but preferred to understand the customers' needs. After reading this book and taking the Vass training class, I now thoroughly enjoy selling because I realize that I am good at practicing this art and the Vass philosophy has helped me improve upon my methods.
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Format: Paperback
I keep this book by the couch and periodically read a section (again) from it... it is like watching a John Wayne movie - you feel comfortable seeing it again. As a former accountant and software guy, this book helps bring together the separate tasks you need to follow as a methodology to complete a sale. I recommend it.
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