Amazon Feedback 5 Stars

Get-Real Selling is exactly what the title suggests. This is an easy to read volume that not only offers every sales professional ideas and processes to become better sales people, it is also written such that it builds a wonderfully positive theme about how great it is to be a salesperson. In Chapter One, Sales is the Greatest Profession, begins with the discussion of how one can express one’s entrepreneurial spirit and realize the rewards with minimal risk. Moreover, the book quickly and precisely defines the differences between consultant and strategic sales.

Chapter Three examines a consultative model labeled SEL. It is an acronym for Service-Economics-Life. This elegant model gets to the heart of how one might frame each encounter when dealing with a customer or prospect and this theme is referred to throughout the text. Whereas many sales books address the psychology of buying motivation from an individual perspective, Get-Real Selling takes into account the firm’s motivation along with an individual’s perspective.

Part 2 of the book leads the reader through “tried and true” sales skills and processes. Again, the authors deliver in a no nonsense manner. They depart from the usual i.e., ABC (Always Be Closing) or AIDA (Attention-Interest-Decision-Action), “Control the Sale before it Controls YOU, and highlight what every great salesperson understands; Develop one’s Business Acumen, Speak to the Customer in their Terms and Preferences, and Presenting Solutions.

The chapter on sales forecasting is poignant and highly adaptive to any person’s sales experience and level. It encompasses the use of sales stages relative to a percentage possibility of closing the opportunity from the time tested process created by Steve Schiffman. Get-Real Selling adds the sales manager’s role to enhance the experience and institutionalize the use of the tool.

There is much more gold to mine in this book than described above. For newer sales people, the book will teach and guide them to success. For those sales people that have been in sales for a while, this book will corroborate many of their hard learned lessons and add to their collection of effective techniques. This book allowed me to take inventory of my personal skills and situation as a sales person. I used the selling tools at the end of the book and I expect to have a very successful year in 2008. Take the time to read Get-Real Selling. You will feel more personally empowered as a sales professional.