Most helpful positive review
4 of 4 people found the following review helpful
on December 21, 2001
First, this book is misnamed. It should be called something like "How to build a great sales business." That being said, it is my only real critisism of the book.
He starts off by giving his own personal history, which is interesting reading, but not really what I am here for. He then goes into selling lessons, and for anyone that has built a sales business (and thinks of their selling as running their own business), he really lays out some good stuff. He talks about how to build a referal network, how to brand yourself in the market place, the importance of taking care of your customers and your coworkers, building and maintaing your contact lists, the importance of high activities and many other lessons.
As I sales manager, I would take out some of his chapters and give them to my sales people to read because I thought they were so good. The chapter on "Don't Join the Club" is worth the purchase price of the book if you are an inside sales person or a manager of them.
Easy read, you will knock it out in a couple hours. Highly recommend.