Selling 101: What Every Successful Sales Professional Needs to Know,   ISBN:9780785264811

Customer Rating: 

Selling 101 is exactly what it sounds like - a great book full of everything anyone aspiring to be a professional sales person needs to know. The best thing about the book is the way it forms a checklist to help you find out if you really do have what it takes.

Customer Rating: 

This is just a great book for sales professionals - be reminded of the basics, get some inspiration and re-focus your efforts. This is not just about making more sales, it's mostly about being and giving the best you can.

Ziglar has a way to touch the reader's most inner thoughts. I like this book a lot.

Customer Rating: 

I learned some good information about selling in this book. The author is a professional in the industry.

Customer Rating: 

I just started to read this book yesterday and realized that there are 5 chapters missing and that it has 2 chapter 8's.
james

Customer Rating: 

The best part of this book for me was the obvious, but often overlooked, key platform for successful selling: Lead with Need

I find my sales people too focused on the product/ service's function verses what the function enables.

The book's four step formula of:
Need Analysis
Need Awareness
Need Solution
Need Satisfaction

apply in any selling situation.

This formula helps greatly in focusing the customer on the reason he is talking to the salesman thereby increasing buyer commitment resulting in increased closure rates.

In the end if the customer does not see a clear need the chances of the sale failing (after initial interest) is very high.