Soundview Executive Book Summaries


When Salespeople Play Opposite Day
October 5, 2009, 1:47 PM
Filed under: Books in General, Sales | Tags: , , , ,

I’ve always enjoyed when we at Soundview work on business books that deal with sales. Selling is a key aspect of the success of any business and I have a lot of respect for the men and women whose job it is to make sales. They appear, to me, to have a rare combination of a winning attitude and skin made of Kevlar.

That’s why this article from the Newark Star-Ledger piqued my curiosity. Communication is the secret to sales success. There appears to be a bit of a growing trend toward the reversal of traditional logic about communication in the sales process. This article was refreshing because it addressed the main reason why so many salespeople struggle in today’s ultra-tough selling environment: they don’t spend enough time evaluating why their messages are or are not getting through.

It’s a concept that we’ve dealt with in many of the sales books we’ve covered. Check out Soundview’s collection The Art of Selling and see for yourself. There are new relationships forming between buyer and seller and salespeople need to be in control of establishing this bond.

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