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Why in the world would you think I would need to read this. I'm a web programmer. This was required reading at work so I had to read it. OMG was it boring.
The information included is worth many years of experience. This book is an excellent exposition on values and perceptions between clients and salesmen. I recommend it to all in any sales position.
Live and learn. I would return it if I had the return information but, alas. The product is defective and I can't get it to load in any of my cd players. I wish the seller had tested it before it was represented as "like new".
And it gets better as the book progresses. It is highly likely, if you're honest with yourself, that you are pretty much motivated by your own self-interest and that will come through to clients and friends - regardless of the words you speak or protestations to the contrary.I wish I had come across this book (and the follow-on book by Charles Green, Trust-based Selling) years ago. Anyone who desires to develop lasting relationships with clients will want to read this book.
It also explains how frustratingly easy it is to lose the trust we've built up. It would have explained much about the success I had with clients as well as the failures that I suffered. Those who have difficulty maintaining long term solid relationships with friends or clients would do well to check their self-orientation.
This book is right on target. I have found this simple equation to be most useful in gauging the strength of relationships built over the years. This book will move the successful mentor/coach from the level of conscious incompetent to conscious competent and on to the ultimate goal of unconscious competent.
From the outset the authors hook the reader by establishing the three basic skills that a trusted advisor must have: (1) earning trust; (2) giving advice effectively; and (3) building relationships. The concept of building trust is brought home in a succinct equation: T = (C + R + I)/S where T is trust, C is credibility, R is reliability, I is intimacy and S is self-orientation.
Step by step, it guides you into making youself a very real trustworthy advisor in front of your client. This is THE best book about professioanl selling skills I have ever read.
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