Book Review: How Customers Buy…& Why They Don’t: Mapping and Managing the Buying Journey DNA by Martyn R. Lewis

How Customers Buy…& Why They Don’t: Mapping and Managing the Buying Journey DNA by Martyn R. Lewis  

Available August 15, 2018

If you are like us, you have read countless books on selling. By now you probably are thinking, another program du jour on selling, right?

Wrong. How Customers Buy…& Why They Don’t: Mapping and Managing the Buying Journey DNA stands all that sales training on its ear.

This book is really targeted more towards B2B selling than those of us in B2C selling. However, there is still a wealth of information for all in sales.

You won’t get away from those graphics that it seems every sales improvement program thinks are the only tool in the toolbox.

Other than that, the material is presented in a simple, straightforward manner that is easy to read and understand.

If you are in B2B sales, How Customers Buy…& Why They Don’t is an important tool for you. If you are in other sales, this may help you as well.

We give it all five stars.

We were sent a complimentary advance reading copy of this book. We are under no obligation to write any review, positive or negative. We are disclosing this in accordance with the Federal Trade Commission's 16 CFR, Part 255.  

Notice: This post contains affiliate links. If you click a link and make a purchase, we may financially benefit from your transaction, at no additional cost to you. Thank you for your support.
------------------------------------------------------------------------------------------------------
Please be sure to visit David over at Random Thoughts and Observations.

I respond to all comments on this blog, ideally within 24 hours.  Please check back here for a response to your comment.  Thank you!
 
Please subscribe to David's YouTube Channel. Thanks!

Book Review: How To Be A GREAT Salesperson...By Monday Morning!: If You Want to Increase Your Sales Read This Book. It is That Simple by David R Cook

How To Be A GREAT Salesperson...By Monday Morning!: If You Want to Increase Your Sales Read This Book. It is That Simple by David R Cook

We have read countless books on selling. Some of these books were by salespeople recognized the world over as the top salesperson in their field. We have never heard of David R. Cook, until now.

In How To Be A GREAT Salesperson...By Monday Morning! Cook provides several of the key ingredients to becoming a top salesperson. The book is easy to read and a very fast read.

We are concerned that it does not contain “The Secret Sauce” of selling. Obviously, Cook knows what he is doing. According to Cook, he has been the number one salesperson in every sales organization he has been in.

There are two things that a salesperson must do in order to have more sales. The first one, Mr. Cook alludes to when he says practice, practice, practice. That key ingredient is get out and see the people.

We have been privileged to observe three of the most successful salespeople in their particular organizations and the one thing that all of them do, and we are sure Mr. Cook does as well, is build rapport.

The three greatest salespeople we have seen, one from NCR, one from the U.S. Chamber of Commerce, and the third from a Fortune 500 company that is in the death industry, is that they never mentioned their product or that they were selling until the potential customer did.

Up to that point, the salesperson was talking about the customer and HIS business or HIS family. Never once was the product even mentioned. We are sure if Mr. Cook analyzed his selling style, he would see that he spends most of his time talking about everything but the product.

We give How To Be A GREAT Salesperson...By Monday Morning! all five stars. We think it is very well-written and would be an excellent tool in any salesperson’s toolbox. Grab two copies today. One copy to keep at home on your nightstand and one to keep with you at all other times. Read it and re-read it until the pages fall out. Then, buy more copies. Your sales WILL increase if you use the tools Mr. Cook has given you. But, you must actually use them.

We were sent a complimentary copy of this book. We are under no obligation to write any review, positive or negative. We are disclosing this in accordance with the Federal Trade Commission's 16 CFR, Part 255.

 Notice: This post contains affiliate links. If you click a link and make a purchase, we may financially benefit from your transaction, at no additional cost to you. Thank you for your support.
------------------------------------------------------------------------------------------------------
Please be sure to visit David over at Random Thoughts and Observations.

I respond to all comments on this blog, ideally within 24 hours.  Please check back here for a response to your comment.  Thank you!
 
Please subscribe to David's YouTube Channel. Thanks!

Book Review: Naked Sales: How Design Thinking Reveals Customer Motives and Drives Revenue By Ashley Welch and Justin Jones

Naked Sales: How Design Thinking Reveals Customer Motives and Drives Revenue

By Ashley Welch and Justin Jones

Normally, we like books on how to sell more stuff.  Having studied at the feet of three top salesmen, we have observed what it takes.

Naked Sales works hard to teach readers what it takes to excel in sales.  However, it is a lot like playing skeeball.  Naked Sales by Ashley Welch and Justin Jones hits the 40 point skeeball hole but never makes it to the 50 hole.

What we mean is that they really come close to teaching what it takes to make great sales, but then they undo it.

Why do we say this?  If you are in sales, no one is going to say, “I would buy from that person if only they would use a little more street language in their conversation.”

We aren’t saying that the book contains vulgar language.  What we are saying is that one must avoid using words that one would expect from an uneducated person.

Also, in one graphic, the caption says “Client Could Care Less”. Probably what they meant to say is “Client Couldn’t Care Less.”  Are we nitpicking? Maybe.  But, if one is trying to improve his sales, he must put his best foot forward.

If you are trying to convince someone that you know your product will fill their need, you diminish your credibility when you don’t speak professionally.

Naked Sales is a good book and is deserving of three out of five stars. If one is looking to improve his sales, he will want to fill in the gaps that Naked Sales leaves by reading Dale Carnegie’s How to Win Friends and Influence People. He may also wish to pick up a copy of All In by Bill Green. Polish this up with How I Raised Myself From Failure to Success In Selling by Frank Bettger.

These four books together will give the prospective salesperson everything needed to be a super success in selling.  

We were sent a complimentary copy of this book.  We are under no obligation to write any review, positive or negative.

We are disclosing this in accordance with the Federal Trade Commission's 16 CFR, Part 255.

 



Notice: This post contains affiliate links. If you click a link and make a purchase, we may financially benefit from your transaction, at no additional cost to you. Thank you for your support.
------------------------------------------------------------------------------------------------------
Please be sure to visit David over at Random Thoughts and Observations.

I respond to all comments on this blog, ideally within 24 hours.  Please check back here for a response to your comment.  Thank you!
 
Please subscribe to David's YouTube Channel. Thanks!