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Rating: 
Summary: Step-by-Step Method to Selling Services
Review: After reading many other sales books and listening to numerous tapes, I finally found what I was looking for. A practical, step-by-step method for selling my professional services. Allan Boress takes the mystery out of selling services, puts the tools in your hands, and guides you through the process. The author has interviewed hundreds of people and has used this method himself to create his successful practice. If you've been trying to take ideas from "here and there" and trying to modify them to sell professional services, this book will save you tons of time, give you the tools and confidence to sell your services, and help you make money...now.
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Summary: Excellent Book on Selling Non-tangibles, Don't miss it!
Review: An excellent book, don't miss it! When you are selling non-tangibles, clients purchase the "PROVIDER" of the service or product, Not "the service or product." Professional selling is easy once this concept is fully understood. This book serves as a good guide to any professional or otherwise who wishes to build a stronger business and better sales. The processes are clearly laid out, make sense and are easily followed by anyone who has the desire to accomplish more by using a natural process rather than hard selling techniques. A great book originally borrowed from a friend, now I have my own copy!
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Summary: Great sales appointment advice. Bad get-in-the-door advice.
Review: Diagnosis is the key to sales -- that's the fundamental idea conveyed throughout "The 'I Hate Selling' Book." Boress advises that anyone selling professional services should act like a doctor -- diagnose the problem, prescribe a solution and learn whether the patient is committed to solving the problem you diagnosed. Boress calls this a "Sales Examination," and it's this concept that not only gives Boress' book its value but also makes it easy to understand and to apply the concepts discussed. (Attorneys, accountants and consultants get paid to diagnose issues and offer solutions, so doing this in a sales call is second nature for most.) Allan Boress has the right idea. His diagnosis format is clear, straight-forward and honest, and anyone who sells professional services and then performs the service itself can benefit from what Boress has to say. Boress did, however, make a huge mistake adding the chapter on telephone prospecting, because it's clear he is neither experienced in, nor an advocate for, cold-calling to get appointments. The advice is terribly out of date and really should not be followed at all. (I'll bet big bucks his publisher made him add this chapter so it would sell more copies.)
Rating:
Summary: Great sales appointment advice. Bad get-in-the-door advice.
Review: Diagnosis is the key to sales -- that's the fundamental idea conveyed throughout "The 'I Hate Selling' Book." Boress advises that anyone selling professional services should act like a doctor -- diagnose the problem, prescribe a solution and learn whether the patient is committed to solving the problem you diagnosed. Boress calls this a "Sales Examination," and it's this concept that not only gives Boress' book its value but also makes it easy to understand and to apply the concepts discussed. (Attorneys, accountants and consultants get paid to diagnose issues and offer solutions, so doing this in a sales call is second nature for most.) Allan Boress has the right idea. His diagnosis format is clear, straight-forward and honest, and anyone who sells professional services and then performs the service itself can benefit from what Boress has to say. Boress did, however, make a huge mistake adding the chapter on telephone prospecting, because it's clear he is neither experienced in, nor an advocate for, cold-calling to get appointments. The advice is terribly out of date and really should not be followed at all. (I'll bet big bucks his publisher made him add this chapter so it would sell more copies.)
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Summary: A Great Help!
Review: For years I struggled and failed to sell my services. After reading this book and implementing the ideas incorporated in the book, my sales skyrocketed. This is an unbelievable book for people who sell services, not products. If you sell services and don't buy this book, you will cheat yourself out of the money you should be making.
Rating:
Summary: Don't Cheat Yourself
Review: I DO hate sellling, and Allan Boress' book lived up to its promise. It's book on selling your services, not your products, for businesspeople who don't consider themselves salespeople. His approach to getting a sale is so logical, it is almost too easy. After I read the first chapter, I put the book down and secured four interviews with potential clients that I had been trying to reach for weeks. If you are an entrepeneur, you have more than enough to worry about. Buy yourself this book and let Boress turn one burden into ease.
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