Books

Selling 101: What Every Successful Sales Professional Needs to Know

Average customer rating:

Practical sales advice for all levels
Deceived by photo...
The basic smart course in sales techniques
Decent sales starter or refresher
Thanks for keeping in simple!

Selling 101: What Every Successful Sales Professional Needs to Know
Zig Ziglar
Manufacturer: Thomas Nelson
ProductGroup: Book
Binding: Hardcover

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Similar Items:

Zig Ziglar's Secrets of Closing the Sale
The 25 Sales Habits of Highly Successful Salespeople
The 25 Most Common Sales Mistakes: And How to Avoid Them
The Sales Bible: The Ultimate Sales Resource, Revised Edition
Little Red Book of Selling: 12.5 Principles of Sales Greatness

ASIN: 0785264817

Book Description

Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.

Customer Reviews:

Practical sales advice for all levels.......2007-06-08

This book provides practical sales advice for all levels. The man is a guru so you should read knowing that the path has been walked already.

Deceived by photo..........2007-05-10

I thought I was purchasing a nice, hardcover sales book.. it's TINY... info is okay, just a really small book.. buyer beware.

The basic smart course in sales techniques.......2006-09-01

Seldom is a book as aptly named as Selling 101. This is a true primer on the ABC's of selling. Author and sales expert Zig Ziglar walks you through the sales process, teaching you how to find prospects, overcome "call reluctance," pose the right questions and ask for the order. He touches on all of the fundamentals, using examples from his experiences to illustrate his main points. His brief, concise prose is easy to understand and even easier to incorporate into your sales practices. The seasoned sales professional will not find anything new in this basic textbook, but we recommend it to anyone who is new to selling, particularly if you lack a mentor to give you this kind of guidance. This handy manual will provide know-how that is usually gained only by experience in the field.

Decent sales starter or refresher.......2006-08-18

Good short book if you are looking for something basic. There is certainly nothing dynamic, but Ziglar hits several points right on and gives a nice overview.

Thanks for keeping in simple!.......2006-08-11

This is the perfect sales book for anyone who is considering entering the field of sales or that is just beginning a career in sales. Zig Ziglar gives practical, real world sales tips that will pay immediate dividends. David Otis, Author of "Walk Fast, Talk Loud and Smile (How to Succeed in Sales and Have Fun Doing It.)

The Psychology Of Selling: The Art of Closing Sales

Average customer rating:

Psychology of Sessling
Can't miss with Brian Tracy
Travel with a great teacher.
One of the best
If you are a pro, there is still some value, if you are new it is good stuff

The Psychology Of Selling: The Art of Closing Sales
Brian Tracy
Manufacturer: Nightingale-Conant
ProductGroup: Book
Binding: Audio CD

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Accessories:

RESPeRATE Blood Pressure Lowering Device
Airborne Effervescent Health Formula, Original Orange, 10 Tablets (Pack of 3)

ASIN: 0743520696

Book Description

Find The Keys To Sales Success!

The worlds foremost producer of personal development and motivational audio programs offers an expanded version of Brian Tracy's sales classic.

The Unsuccessful Salesperson says, "the other guy has the best territory."
The Successful Salesperson says, "every territory is the best one."
The Unsuccessful Salesperson says, ""that company will never buy."
The Successful Salesperson says, "I can make that company buy."

Confidence and self-esteem are just two of the factors that separate the successful salesperson from the unsuccessful one. In this comprehensive program, Brian Tracy -- an expert sales tainer -- shares more than 50 practical, day-to-day techniques for increasing your confidence in your sales abilities and boosting sales profits, including:

Brian Tracy will help you master the art of closing the deal.

Customer Reviews:

Psychology of Sessling.......2007-06-09

Having listened to this CD now 3 times I am amazed at it's challenge to my belief on how much I am worth. This CD dramatically challenged me to lift the lid on my own expectations with my earnings.

You truly do only earn what you think you are worth, and I have already now made plans to increase my earning capacity in the next year by at least 100%.

Can't miss with Brian Tracy.......2007-01-16

I found the CD's to be motivating and found a few long forgotten tidbits.

Travel with a great teacher........2006-11-10

Brian Tracy has become one of my favorite mentors as I learn how to succeed in retail sales. I repeatedly listen to this CD as I travel in my vehicle. It is well organized, rich with information, and full of the wisdom of both research and personal sales experience success. From its beginning affirmation of the nobility of the sales profession to it's masterful coverage of the selling process including the art of closing a sale, it provides a framework of understanding for the values and responsibilities of those who work in selling as it should be done, so as to serve customers well. You won't regret purchasing this learning tool.

One of the best.......2006-05-09

A must have , great easy to listen beautifully narrated, excelent tips one of the best, perfect for every level, highly recomended. Defenitely worth every penny.

If you are a pro, there is still some value, if you are new it is good stuff.......2006-03-03

I would not say The Art of Closing Sales has any ground breaking secrets that you cannot find in other sales books or courses. I will say the presentation style worked well for me. The information is not flying by to fast nor does it drag on and on. I would say for a professional seller who has been doing this for years will find a few points that maybe of value. Someone who is getting into selling should find this helpful.

The Official Handbook for New Home Salespeople

Average customer rating:

Must read for new home sales!!
Back to Basics!
Just another sales book.
Not Great!
This book is success insurance for New Home Sales!

The Official Handbook for New Home Salespeople
Bob Schultz
Manufacturer: New Home Specialist Inc.
ProductGroup: Book
Binding: Paperback

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Reach the Top in New Home & Neighborhood Sales: Myers Barnes' Formula Shows You How!
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New Home Sales: The How-To Book for a High Income Career
Sweet Success in New Home Sales: Bill Webb, MIRM, on Selling Strong in Changing Markets

ASIN: 0967847117

Book Description

The most widely read and utilized book ever on new home sales. Now in its fifth printing, this is a multi-dimensional systems approach for sales professionals. It details the skills that are required to master the new home sales process.

Customer Reviews:

Must read for new home sales!!.......2007-05-13

Excellent advice! I have used this book for reference and training. The best of it's kind out there!

Back to Basics!.......2005-10-26

A must have for salespeople just starting
out in new home sales.

Just another sales book........2002-12-05

The book is well written and easy to follow, but it is relatively generic. I believe it to be a little over priced for its content.

Not Great!.......2002-11-11

This book is extremely basic and can be read in about an hour. Hardly worth the price for a 139 page paper back.

This book is success insurance for New Home Sales!.......2000-06-22

This book is an essential for any person in the New Home Sales market. No matter if you are new to the business or a decade- plus verteran, this practical and direct approach to new home sales (when followed to the "T") will guarantee extraordinary results!

Average customer rating:

Ultimate Sales Model for Business to Business Selling
Great book
The sales Bible
Very Good selling techniques
Re-reading the Classics

SPIN Selling
Neil Rackham , and Bob Kalomeer
Manufacturer: Highbridge Audio
ProductGroup: Book
Binding: Audio CD

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Similar Items:

The SPIN Selling Fieldbook
Major Account Sales Strategy
Solution Selling: Creating Buyers in Difficult Selling Markets
Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies

ASIN: 1565114205

Book Description

The international bestseller that revolutionized high-end selling!

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?”

You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

Customer Reviews:

Ultimate Sales Model for Business to Business Selling.......2007-06-25

I speak around the world on lead generation and SPIN Selling" to give you a roadmap on how to master business to business selling.

There is no other resource I can think of where you can "easily perfect" your selling approach and strategy.

Neil gives you step-by-step plan that anyone can follow in their quest to excel at selling their products or services.

The one caveat is I would adopt the "SPIN" Model to "SPAIN" with the "A" emphasizing "Agitate" to put more focus on what the problem is costing your prospect without your specific solution.

I would also add that the SPIN Field Book is a great resource.

Joe Heller, Trust Cycle Selling

Great book.......2007-06-09

Great Book. Good buy for any sales professional who has to use the phone at work.

The sales Bible.......2007-03-27

If you sell big ticket items B2B, this is simply the finest sales guide ever written. It can be summed up this way:

1. Ask Situation questions to understand the buyer's context
2. Ask Problem questions to uncover pain
3. Ask Implication questions to rub salt in the wounds (gently and lovingly)
4. Ask Need questions to show them how your product will make the pain go away.

The book has a few shortcomings:

1. There is nothing about finding out the client buying process (cycle, budget, etc.)
2. If the client has no pain, there is no sale. There are 2 ways to take a prospect - down the pain path, which this book outlines well, but there is also another way to lead the prospect - how your product/service is going to help them get to where they want to be. An example of this would be selling prime/exclusive office space.

ex 1: Clients buying high rent office space are not motivated by pain - they are motivated by vision and image - where they are now vs where they want to be.

ex 2: You are selling marketing services, and the client is already meeting or exceeding his sales numbers. There is no pain here, but the client may buy anyway because he wants to take his business to the "next level"

Very Good selling techniques.......2007-02-26

This is a great book with solid techniques for building relationships for selling to large accounts.

Re-reading the Classics.......2006-10-01

The canon of Sales Lit goes back only a couple of decades. In that canon, Neil Rackham's first "Spin Selling" takes a special place as one of the classics or founding texts. So, if you need help preparing a meeting with one of your largest accounts, take the time to re-read this classic text.
Sure, we all know how to ask questions, but Neil is the first to make the point that the wrong kinds of questions will more likely kill the deal than win it.
Neil's classic distinction between "implicit" and "explicit" needs -- what I like to call "surface" vs. "deeply-held" need -- will help focus any salesperson's line of questioning. With each deeply-held need uncovered, the likelihood of closing the sale rises exponentially.
For instance, I recently went into a meeting with one of my largest accounts knowing the company needed an easy-to-use storage software solution. If I based my proposal on this explicit need, the meeting would have gone nowhere fast.
But, during the meeting, I uncovered the deeply-held needs that the software needed to work with the Mac and Linux OS's, and be localized for Chinese and Japanese, as the company was preparing for the Asian market.
As I walked out of the meeting, I felt secure in the knowledge that I had uncovered more than three deeply-held needs. Confident of my line of questioning in that meeting, the rest of the sales process went swimmingly.
Anyone who manages large accounts needs to keep reading -- and re-reading -- Neil's classic text.

Get Clients Now!: A 28-day Marketing Program for Professionals, Consultants, And Coaches

Average customer rating:

Pat Blanchard, The Successful Trainers Resource
Action Oriented Marketing
Review of Get ClientsNow! ----------- by C.J. Hayden
Get Clients Now! A 28 day marketing Program for Professionals
Expectations Too High

Get Clients Now!: A 28-day Marketing Program for Professionals, Consultants, And Coaches
C. J. Hayden
Manufacturer: AMACOM/American Management Association
ProductGroup: Book
Binding: Paperback

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Book Yourself Solid: The Fastest, Easiest, and Most Reliable System for Getting More Clients Than You Can Handle Even if You Hate Marketing and Selling
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Co-Active Coaching, 2nd Edition: New Skills for Coaching People Toward Success in Work and, Life
Coach Anyone About Anything: How to Help People Succeed in Business and Life
The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less

ASIN: 0814473741

Book Description

Foreword by Jay Conrad Levinson, author of the "Guerilla Marketing" series

Get Clients Now empowers readers with its 28-day plan for energizing their marketing efforts and dramatically increasing their client base. With over 100 tactics, tools, and foolproof recipes customizable for any professional service business, this new edition is powered up with road-tested strategies for relationship-based marketing in the Internet age, plus proven techniques for overcoming the fear, resistance, and procrastination that block effective action. Readers will learn:

* how to choose the right marketing tactics for their situation and personality
* a foolproof method to diagnose exactly what is missing in their marketing and how to fix it
* how to use the latest Internet marketing techniques like e-zines, search engine optimization, and blogging
* hands-on approaches for replacing unproductive cold calling with the power of relationship marketing
* and much, much more!

Customer Reviews:

Pat Blanchard, The Successful Trainers Resource.......2007-06-11

Great book! I've been professionally designing and conducting sales training for 15 years and have never come across a book like this. It is well designed from a learning perspective and gets right down to the nitty gritty of how to get clients! C.J. Hayden is excellent at taking an overwhelming process and putting it in to a simple structure that works. If you are a new consultant, coach or professional selling services, and are tired of hearing the what and the why and need the how to this book is for you.

Action Oriented Marketing.......2007-05-27

This is a "must have" book if you are seeking to build your business and gain more clients. C.J. makes it so easy by giving a recipe of actionable items that move you towards your business goals.

New businesses are often swarmed with advertising and promotion opportunities and don't know how to decide what to market with. C.J. reminds and brings you along through the marketing process which includes: product, price, place and promotion. She identifies the marketing strategies and a daily action plan ensures that you are working on the marketing strategy success ingredients that will get you profitable results!

This is such a great book to work on alone or with a group. The foundational "how to" in developing your marketing plan.

Review of Get ClientsNow! ----------- by C.J. Hayden.......2007-05-13

This book applies mostly to people in sales. I found it too basic and market specific to be very helpful.

Get Clients Now! A 28 day marketing Program for Professionals.......2007-05-12

Very useful product, with many templates ot use. Information is broad and general enough to allow to use in many different professions; from real estate, to therapists to coaching and consulting. Yet information is presented in a way that allows for it to easily lend itself to any of the above professions.

Expectations Too High.......2007-04-13

The title of the book is more exciting than the information within the book. I would not recommend this book and wish I could find my receipt for a return.

I really thought after reading this book that I would have a full-proof marketing method for getting clients within the consultanting business. Thus, perhaps my expectations were too high.

Hard Sell: The Evolution of a Viagra Salesman

Average customer rating:

An OK diversion from my real life
Two books in one
Dare I say it...?
Generation X Pharma Rep Tells All
What a Jerk!

Hard Sell: The Evolution of a Viagra Salesman
Jamie Reidy
Manufacturer: Andrews McMeel Publishing
ProductGroup: Book
Binding: Hardcover

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The Whistleblower: Confessions of a Healthcare Hitman
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The $800 Million Pill: The Truth behind the Cost of New Drugs
Inside the FDA: The Business and Politics Behind the Drugs We Take and the Food We Eat

ASIN: 0740750399

Book Description

Jamie Reidy is to the pharmaceutical business what Jerry Maguire was to professional sports and Frank Abagnale (Catch Me If You Can) was to bank fraud. He's the guy who's been there, done that, and walked away with the insider stories. You'll find yourself rooting for Reidy and at the same time, you'll be shocked by the realities of the world that paid his salary.

Hard Sell is a witty exposé of an industry that touches nearly everyone in contemporary America. It reveals the questionable practices of drug reps, nurses, and even physicians. Reidy traces his ups and downs as a rep for giant drug manufacturer Pfizer, maker of some of the most widely prescribed and used drugs in existence, including Viagra.

With equal parts self-confidence and self-mockery, Reidy tells it like it is in the drug-selling trenches that are our local doctors' offices. The result is a funny and fascinating book that will appeal to those with pharmaceutical sales experience, medical professionals, those who have tried Viagra, and any American unhappy with rising drug prices. Hard Sell will be an easy sale this season.

Customer Reviews:

An OK diversion from my real life.......2007-05-10

An interesting book about the life of a "drug rep". I knew a bit about this career before reading it, but now I feel like I have lived it. There was less Viagra humor than I anticipated, but more career discussion.

While I generally enjoyed this book, it seemed to end rather abruptly without drawing any conclusions.

Two books in one.......2006-12-28

This book is really two books:the first 25% and the last 25% are interesting observations of how Big Pharma works(like a well oiled machine); the role of sales reps(helping MDs sort through the welter of info they get); the tactics of persuasion employed on Mds(hard core selling but effective; and the hiring of sexy/attractive woman as reps(it works) . The middle is how he did as little work as possible for the most benefit to himself---depending on your outlook it will either make you laugh or make you angry. All in all, a worthwhile and easy read. One note: the quality of the paper and the proofing is very poor as is the overall look of the book. I tend to think that he ran it by several publishers before he alighted on this one.

Dare I say it...?.......2006-06-30

Breathtaking! I laughed so hard, it took my breath away. (All apologies to Berlin and Top Gun fans) Sometimes the small chuckle and facial smirk. Sometimes a belly laugh that comes from deep inside. It was a journey of frivolity mixed with hilarity all around a gooey heartfelt center.

I heard the author read at a book signing and while he has a face for radio, he also possesses a big future as a novelist.

Generation X Pharma Rep Tells All.......2006-02-15

I have very little in common with Jamie Reidy, the author of the book "Hard Sell: The Evolution of a Viagra Salesman," which is a tell-a-lot-but-not-all about pharmaceutical sales (see my review of this book in the February, 2006 issue of Pharma Marketing News: www.pharma-mkting.com/news/pmnews-hp.html). For one thing, Reidy is a Generation X'er (the cohort born between 1965 and 1980) and I am a boomer (the cohort born between 1946 and 1964).

The differences between Generation X'ers and boomers may help explain the decrease in pharma sales force effectiveness over the years.

One difference to consider concerns the importance of wealth vs. community as motivating factors for these two generations. A UCLA survey of college freshmen cited in the book "Bowling Alone" showed that Generation X'ers -- who were freshman in 1990 -- were much more concerned with achieving wealth than boomers who were freshman in 1970 (see chart at www.pharma-mkting.com/images/reidychart.jpg). "Greed," says author Robert D. Putman, "trumps community" for Generation X'ers.

Greed -- i.e., the promise of a high salary, bonuses, expense account, and company car -- motivated Reidy to interview for the Pfizer sales rep job in the first place. Throughout the book he exhibits other Generation X traits, such as the frequent conversational use of the word "dude" as in "Dude, I need a little favor" and "Dude, pass the Viagra!" He is also frequently at odds with boomers, including his father and managers at Pfizer, especially when it comes to work ethic and other traditional values of older generations.

Reidy mentioned a Pfizer survey that revealed an "alarming high attrition rate" among reps with 4 to 6 years of service. In contrast to this are the Pfizer Masters -- sales reps whose sum of Pfizer service plus age equals at least 65 years and who have tremendous sales success. "Most of the Masters," quips Reidy, "still comb their hair the way they did when they first saw Rebel Without a Cause in the movie theater."

Greed alone may not be enough to motivate successful sales people. Maybe a little more sense of community -- caring about patients, for example -- might help. Nowhere in Reidy's book do I see any evidence that he really cared about patients. He was trained that "Most benefits [of drugs] revolved around saving a physician or her staff time and hassle", not about treating patients. And, according to Reidy, "nothing makes pharmaceutical sales people crazier than news of 'tab cutting'", a practice common among poor an elderly patients who cannot afford the high cost of drugs. "Dude, where's your compassion?"

What a Jerk!.......2005-12-30

The book provides insight into the hiring of drug detailer's and their subsequent sales and product training, as well the how they are managed in the field. Reidy also provides information on the positive aspects of a drug rep's role in keeping very busy physicians informed. However, the book fails to reference how this information is often biased and distorted to favor a particular drug.

Further, while frequently humorous, most of the book is a summary of how a lazy, dishonest salesperson learned to fool management into thinking he was hard at work while instead at home sleeping or away vacationing abroad, and to misuse drug samples and other "freebies" given out at physician offices. It thus becomes a disappointing insight into some people's integrity and motivation.

Reading the book also brought home the extreme expense of the current system of relying on drug reps - each focused on a small number of products. The result not only raises costs for consumers (about $7 billion in 2004) but also takes much more physician time than necessary - resulting in them starting to ban drug reps. At least some of the drug companies are now reducing sales staffing; hopefully they will replace much of this unreliable and very expensive human system with easy-to-use video conferencing and Internet systems.

Those interested in much more objective, useful material about the drug industry and the role of drug representatives should instead read "The Truth About the Drug Companies: How They Deceive Us and What to Do About It," by Marcia Angell (physician and former New England Journal of Medicine editor). She states that drug companies spend far more on marketing than they do on research (Reidy's book explains part of this cost)- and that much of the marketing is designed to sell "me, too" drugs, which are no better than those already on the market.

A final note about the author: Reidy move to Lilly, rose to a Sales Trainer position, and then was fired after the company learned of this book.

Average customer rating:

Great overview of landscape architecture

Landscape Architecture, Fourth Edition
John Ormsbee Simonds
Manufacturer: McGraw-Hill Professional
ProductGroup: Book
Binding: Hardcover

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Site Analysis: Linking Program and Concept in Land Planning and Design
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An Introduction to Landscape Architecture

ASIN: 0071461205

Book Description

With more than 30 percent new material, the fourth edition of this classic is an indispensable resource for practicing landscape architecture professionals as well as students. The most comprehensive overview of landscape architecture available, this reference covers every aspect of planning, design, installation, implementation, and maintenance.

Landscape architects, architects, and everyone else involved with the shaping of our living environment will find in this colorful book a systematic approach to the creation of more usable, efficient, and attractive outdoor places. Simply put--it is the best one-volume course ever written on landscape planning and landscape design.

Customer Reviews:

Great overview of landscape architecture.......2007-06-05

This is really THE seminal instroductory book to landscape architecture. It's not really specific enough to be a true reference book, but it covers such a vast range of topics that it would be unrealistic to expect it to be. Instead, Simonds did a fantastic job of summarizing an amazingly broad field one subject at a time. Still, it is not so broad that the reader will fail to see the trees through the forest. It does include a lot of very helpful illustrations and explanations about such topics as spatial relationships and how they create different environments (and subsequently a particular design might be appropriate or inappropriate depending on the circumstances). But that is just one small sample of the kind of valuable lessons this book is filled with. I often start with this book when I approach a subject that is new to me because it gets me on the right track. In that sense, it's not just for beginners. And the 4th edition contains much-needed updates of the outdated photographs that are in the 3rd edition.

PyroMarketing: The Four-Step Strategy to Ignite Customer Evangelists and Keep Them for Life

Average customer rating:

You've Got My Attention
Not the best marketing book...but VERY useful
Don't waste your money!
A Fresh Approach That Can Jump Start Your Thinking
I enjoyed this way of looking at Marketing

PyroMarketing: The Four-Step Strategy to Ignite Customer Evangelists and Keep Them for Life
Greg Stielstra
Manufacturer: Collins
ProductGroup: Book
Binding: Hardcover

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Buzzmarketing: Get People to Talk About Your Stuff
Grapevine : The New Art of Word-of-Mouth Marketing
All Marketers Are Liars: The Power of Telling Authentic Stories in a Low-Trust World
The Big Moo: Stop Trying to Be Perfect and Start Being Remarkable
Straight Talk from the Editor, 18 Keys to a Rejection-Proof Submission

ASIN: 0060776706
Release Date: 2005-09-27

Book Description

How the marketing system that helped spark a bestselling customer revolution in the Christian marketplace can fuel the success of any business--by speaking to the integrity and passion of every customer.

Readers will discover a comprehensive strategy that can help any business reach and retain new markets, by tapping the secrets of what Zondervan marketing leader Greg Stielstra calls PyroMarketing. From the importance of focusing on individual consumers and their preferences, to giving customers an experience with the benefit of your product or service, to converting customers into enthusiastic sales people for your product, to building a state of the art consumer database, PyroMarketing captures in one four-step system the essence of the customer-driven strategies that seek to build markets through the passion and loyalty of the individual. Stielstra's manifesto is based on a powerful and easy-to-apply metaphor--of fire: "There are four steps to creating successful marketing campaigns. You build them the same way you build a campfire. If you were a scout or a camper, you already know the drill. " Gather the driest tinder. Touch it with the match. Fan the flames. Save the coals.

Tapping the latest scientific research into the brain and human behaviour, Stielstra demonstrates how traditional marketing techniques are expensive, obsolete, and doomed to failure--while PyroMarketing principles deliver powerful results over the long-term and for less money. Illustrated with case studies including The Purpose-Driven Life, one of the bestselling books of all time, and the breakaway phenomenon The Passion of Christ.

Customer Reviews:

You've Got My Attention.......2007-05-17

Written by the guy who helped Purpose Driven Life sell millions of copies--I would call him credible. And I was not disappointed by what I read. He gave me great tips and tools to help me reach my audience.

Not the best marketing book...but VERY useful.......2007-04-18

First off....what's with all the complaints about the "fire" analogies given in this book. I personally think it puts you in a proper "frame of mind" as far as equating to real world marketing. This is what makes the book relevant as an example would be to find "the driest tinder" ....makes sense as what should be where your marketing dollars should be directed.

I own many marketing books and this definately stands among the better ones.

The only problem i have is the fact that if the author is an expert in marketing books (his occupation) Why has this book not "caught fire" in the marketplace?

Makes you think

Don't waste your money!.......2007-03-07

Everything relavant to marketing can be learned in the left inside flap of the jacket, unless of course you are looking for a book on the science of building a fire. The author has no experience, he only uses 2 real world examples that he knows very little about, and nothing in this book is relavant to marketing. I want my money back.

A Fresh Approach That Can Jump Start Your Thinking.......2007-02-26

When I picked up "PyroMarketing" I expected to find another forced metaphor presentation of basic marketing principles.

The book has a bit of that.. but I quickly found the power of Stielstra approach. The 4 steps are presented in contrast to more standard reviews and were easy to follow in a fresh approach to marketing thought.

It's familiar territory, but Stielstra's passion for modern branding and promotion done right, and the examples of the powerful campaigns he reviews have stuck in my mind and ignited a bonfire of ideas for my own projects.

If you want to see a product or new idea catch fire and grow exponentially, "PyroMarketing" is a great place to start.

I enjoyed this way of looking at Marketing.......2007-01-09

I picked up this book out of the blue and thought it could help me in a new marketing position I was starting. I was right. I learned so much while reading this book that I could hardly put it down. I am now using the principles in this book in my new position with success.

The Contract and Fee-Setting Guide for Consultants and Professionals

Average customer rating:

A keeper....
Dated Material
What a GREAT resource!
Great for startups or exisiting businesses!
Very useful cookbook

The Contract and Fee-Setting Guide for Consultants and Professionals
Howard L. Shenson
Manufacturer: Wiley
ProductGroup: Book
Binding: Paperback

General | Business & Investing | Subjects | Books

Consulting | Industries & Professions | Business & Investing | Subjects | Books

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Complete Guide to Consulting Contracts

ASIN: 0471515388

Book Description

Expert advice on how to strike a fair deal and command a fair price… The Contract and Fee-Setting Guide for Consultants & Professionals No matter how knowledgeable you are in your field….No matter how great your track record….No matter how expert your advice or impressive your credentials … you jeopardize your client base if you do not instill every phase of your practice with a consummate professionalism. And for sharp clients, the first clear signs of such a savvy professionalism are the ability to set fees at a fair market price and offer neat, straightforward contracts with clearly delineated terms. This book teaches you, in a few days, what it traditionally took people half a lifetime to learn through trial and error. In writing it, the author drew on his more than twenty years as a business consultant, lecturer, and author to offer you tips on how to ask for and get the fees you deserve and to establish contract terms that are in the best interests of you and your clients. Throughout he shares his insider's expertise on:

Customer Reviews:

A keeper...........2002-02-11

This book came just in time. My consulting practice took off suddenly and I literally dashed to amazon to search for a book with information I could apply right away. It was an invaluable aid. And after a couple of years, it is still a useful reference, always close at hand.

Dated Material.......2001-11-29

The items covered in the book are basic and need to be discussed. However, the sample items and some tables used show data from 1988. This info is not useful.

What a GREAT resource!.......2001-11-01

I first picked up this book at the library when starting my consulting agency. I found it so valuable as a second and third read and as a resource, that I ended up paying almost $20.00 in late fees. I should have just bought the book, as should you. I highly recommend it.

There are MANY of these types of books out there, but this is definitely in the 'Gotta have it' section. I bought it and continually use it as a resource.

The greatest part is that it covers some VERY difficult material well. I found fee setting and the interim and final reports extremely difficult to do before I bought this book.

It is important to note that this book is not just for independent consultants, but for anyone selling consulting services and other professional services.

If you are not sure whether you want it, get it at the library and take a look. Just remember to take it back!

Great for startups or exisiting businesses!.......2001-05-03

As an experienced consultant I've found this book to be extremely useful when I stumbled across it. I've recently started my own consulting practice and have found this book to contain some really useful information and steps on setting up your fees along with developing contracts. It reads very easily and walks you through the process step-by-step. Wish I had found this book while I worked for a larger consulting company, it would have helped out a number of times when trying to walk through the process, or as an education for anyone developing proposales, fees, and contracts. Highly recommend it for anyone in the consulting field (either solos or working for one of the big boys).

Very useful cookbook.......2001-02-03

My company does software development for Web sites. Making a proposal that sells and setting fees correctly has been a daunting task. This book has step-by-step flow charts for determining the proper price and creating proposals that sell. I have a number of books in the general area, but this one is our bible.

Action Selling: How to sell like a professional, even if you think you are one.

Average customer rating:

Action Selling: How to sell like a professional, even if you think you are one.
Duane Sparks
Manufacturer: The Sales Board, Inc.
ProductGroup: Book
Binding: Paperback
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ASIN: B000FTSOJ0

Product Description

What you will get from Action Selling - The Book A quick and enjoyable read, in story form, that will give you more insight into selling in 2 hours than many salespeople gain in their entire careers. A proven system for managing and conducting the entire sales process - one that gives you a road map to follow that moves the sale forward. This selling system applies to any industry and dramatically improves the performance of any salesperson with any level of experience. Action Selling is a unique approach that combines sales skills and relationship skills in a practical, useful, non-manipulative, and high-impact procedure. A specific and easy-to-follow road map that will allow you to sell more products or services, build stronger lasting relationships with customers, and help you make more money. The Story: Veteran salesperson Matt figures hes in for a major headache when his new boss tells him he needs to learn to sell like a professional. Oh, no, he thinks. Not another grab bag of pseudo-magic sales tricks. But Matt cant deny Joes critique of his current, common mistakes. And when Joe begins to explain a system called Action Selling, an ordinary airline flight becomes a life-changing experience as Matt comes to realize he is receiving a great gift. His approach to planning, conducting, and closing a sales call will never be the same. And his earning potential is about to skyrocket. Action Selling - The Book is based on a fully supported, instructor-led sales training program that has improved the performance of over 300,000 salespeople in more than 2,500 sales organizations. Contact us at http://www.thesalesboard.com or call 1-800-232-3485 to learn more about how Action Selling can help your organization realize the full potential of its salesforce.

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