Move the Sale Forward: Position Yourself and Your Business to Make Things Happen (Taking Control)

Rating:
Summary: Better Understanding Leads to Greater Success
Review: John Klymshyn's "Move The Sale Forward" does an outstanding job of demonstrating that, while success in sales does require calculation, pre-planning, and extensive strategizing, there is also a great need for genuine human characteristics, such as emotion, understanding, and honesty. While many books have been written about the latest 'answers' to the question of how to be a better salesperson, John Klymshyn's book is unique in its focus on fundamentals as the keys to success. John talks about the importance of understanding one's customer, of 'making the human connection' with a client, and of how to carry on client conversations so that they are comfortable and productive, rather than forced and inefficient. Above all, Klymshyn's narrative is practical; that is, it provides legitimate recommendations on what to say to a client, when to say it, when NOT to say it, and, most importantly, how to "Move the Sale Forward." While I have been in sales and associated with salespeople for more than twenty years, I've not previously seen such emphasis placed on establishing relationships with clients, and then using those relationships to keep making progress towards the salesperson's ultimate goal, which is measurable success. In my experience and in my opinion, John Klymshyn's sales style of focusing on relationships is absolutely the right way to go, and his book, "Move The Sales Forward: Position Yourself and Your Business To Make Things Happen" provides invaluable direction and tools to make this happen for even the most experienced salesperson. Because this book professes a sincere philosophy rather than a caluclated style, its value to rookie salespeople and experienced veterans alike is tremendous. Salespeople's success comes from understanding their customer, recognizing their customer's needs, and knowing how to deliver those needs to that customer at the proper price. John Klymshyn's book takes these principles and lays them out in a fashion that makes them not only understandable and logical, but also easy to embrace.

Rating:
Summary: Better Understanding Leads to Greater Success
Review: John Klymshyn's "Move The Sale Forward" does an outstanding job of demonstrating that, while success in sales does require calculation, pre-planning, and extensive strategizing, there is also a great need for genuine human characteristics, such as emotion, understanding, and honesty. While many books have been written about the latest 'answers' to the question of how to be a better salesperson, John Klymshyn's book is unique in its focus on fundamentals as the keys to success. John talks about the importance of understanding one's customer, of 'making the human connection' with a client, and of how to carry on client conversations so that they are comfortable and productive, rather than forced and inefficient. Above all, Klymshyn's narrative is practical; that is, it provides legitimate recommendations on what to say to a client, when to say it, when NOT to say it, and, most importantly, how to "Move the Sale Forward." While I have been in sales and associated with salespeople for more than twenty years, I've not previously seen such emphasis placed on establishing relationships with clients, and then using those relationships to keep making progress towards the salesperson's ultimate goal, which is measurable success. In my experience and in my opinion, John Klymshyn's sales style of focusing on relationships is absolutely the right way to go, and his book, "Move The Sales Forward: Position Yourself and Your Business To Make Things Happen" provides invaluable direction and tools to make this happen for even the most experienced salesperson. Because this book professes a sincere philosophy rather than a caluclated style, its value to rookie salespeople and experienced veterans alike is tremendous. Salespeople's success comes from understanding their customer, recognizing their customer's needs, and knowing how to deliver those needs to that customer at the proper price. John Klymshyn's book takes these principles and lays them out in a fashion that makes them not only understandable and logical, but also easy to embrace.