The Sales Advantage
How to Get It. Keep It, & Sell More Than Ever
Dale Carnegie and Associates, Inc., J. Oliver Crom and
Michael Crom
Do you want to learn an approach that will help you to get
more Sales?
Whether you are talking about identifying and developing
prospects, gaining and benefiting from meetings and interviews or moving from
prospect to customer this book has all of the ground covered.
The book is particularly well written and laid out. It is
obviously the product of thousands of man-hours of training and experience
distilled into proposals on best practice. The examples and illustrations
reinforce the underlying principles being presented and developed. There is a
clear system and structure in evidence here. The book is simply and logically
presented without being simplistic. Each aspect of the sales process is given
attention with an appropriate approach and system being considered and proposed
for application. It is both a definitive textbook and a reference book. Having
read it, I anticipate re-visiting specific chapters or elements at different
times.
As a tool for working with clients, I’d expect to be giving
it to the business owner or Sales team manager and asking the question: Are
these principles being applied? If not, what better systems do you have in
place? Within the material presented you are unlikely to come into conflict with
any previous training on sales methods or systems; on the contrary, best
practice is repeated and reinforced! I guess that what I am saying is: No matter
where you are coming from in terms of your Sales knowledge and experience, no
matter what you are trying to achieve, you will find elements that both appeal
to you and assist you within this book.
The Sales Advantage is an excellent book. Whether your
background is as a professional salesperson or as a novice to the area, it is
impossible to read this book without gaining further insight into a process that
works for adding and increasing your selling potential. I consider this as an
excellent tool for revision of the principles presented through ICON Franchisees
Training and Development. As stated at the outset, if you want to learn an
approach that will help you to get more Sales, this is the book! Application of
anything you learn must come from a different source!
It has 272 pages and it will take between four and five hours
to read, though it would be hard to digest in just one sitting. In rating this,
I’d give it at least four out of five stars.
****
Alan Tracey, May 2004.
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