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The Best Seller

The Best Seller

List Price: $14.95
Your Price: $14.95
Product Info Reviews

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Rating: 4 stars
Summary: Dig for the Nuggets.
Review: Considering the book is a few decades old, it still contains merit, if you read "between the lines".

First off, the tone of writing is very straightforward, reminiscent of Ries/Trout.

One point he's got bang on:

1) Turn on the "Want" emotions and they will buy. (it's not the presentation or answering objections, if you want it badly, you'll buy, simple as that, thus selling is motivational, not persuasive)

Overall, it's definitly worth your browse. But some of the rigid systemtic "prospect reading" is outdated.

Rating: 4 stars
Summary: Dig for the Nuggets.
Review: Considering the book is a few decades old, it still contains merit, if you read "between the lines".

First off, the tone of writing is very straightforward, reminiscent of Ries/Trout.

One point he's got bang on:

1) Turn on the "Want" emotions and they will buy. (it's not the presentation or answering objections, if you want it badly, you'll buy, simple as that, thus selling is motivational, not persuasive)

Overall, it's definitly worth your browse. But some of the rigid systemtic "prospect reading" is outdated.

Rating: 5 stars
Summary: Good book. Good course. I'm waiting for the movie.
Review: I first read Forbes' book several years ago. I ended up taking his intensive selling course in California (I live in Michigan). I loved the book; I loved the course; I'm still waiting for the movie (although he did recommend the movie "Stand and Deliver" as, in part, a movie about motivation and selling). I have also gone through and have practiced the Sandler Sales Institute system.

Whether you feel his book is helpful or not may depend on the context in which you are selling. I believe his most important point is that you must sell to a prospect's hurt or pain, as well as to his/her logic. The emotional sale must be, as he puts it, invisible. A real estate agent selling a home to an interested buyer in the owner's living room is a much different selling context than team selling to a purchasing manager of a Tier One auto supplier. For the latter, any open display of gamesmanship or obviously tired (translate: "visible") techniques will be fatal. But Forbes' point is that even in selling to the purchasing agent, and to the various users within the purchasing agent's company, you must click into their emotional hurt to motivate them to buy, if only to help them talk themselves into believing that your product is the best buy. Relying only on a logical presentation of more features than your competition will not cut it.

Todd W. Grant

Ann Arbor, MI

TWG@toddwgrant.com

Rating: 5 stars
Summary: Good book. Good course. I'm waiting for the movie.
Review: I first read Forbes' book several years ago. I ended up taking his intensive selling course in California (I live in Michigan). I loved the book; I loved the course; I'm still waiting for the movie (although he did recommend the movie "Stand and Deliver" as, in part, a movie about motivation and selling). I have also gone through and have practiced the Sandler Sales Institute system.

Whether you feel his book is helpful or not may depend on the context in which you are selling. I believe his most important point is that you must sell to a prospect's hurt or pain, as well as to his/her logic. The emotional sale must be, as he puts it, invisible. A real estate agent selling a home to an interested buyer in the owner's living room is a much different selling context than team selling to a purchasing manager of a Tier One auto supplier. For the latter, any open display of gamesmanship or obviously tired (translate: "visible") techniques will be fatal. But Forbes' point is that even in selling to the purchasing agent, and to the various users within the purchasing agent's company, you must click into their emotional hurt to motivate them to buy, if only to help them talk themselves into believing that your product is the best buy. Relying only on a logical presentation of more features than your competition will not cut it.

Todd W. Grant

Ann Arbor, MI

TWG@toddwgrant.com

Rating: 2 stars
Summary: Mistaken Reviews
Review: I see the favorable reviews for this book and must assume they have it confused with the excellent Ron Willingham book with the same title. Mr. Ley has constructed book you can only hope your competition is using for a text. The book can be counter productive if used by someone with less than a month's experience in sales. Most with that much experience will recognize how shallow it is.

Rating: 2 stars
Summary: Mistaken Reviews
Review: I see the favorable reviews for this book and must assume they have it confused with the excellent Ron Willingham book with the same title. Mr. Ley has constructed book you can only hope your competition is using for a text. The book can be counter productive if used by someone with less than a month's experience in sales. Most with that much experience will recognize how shallow it is.


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