Top sales trainer Tracy (Delegation & Supervision Negotiation) and his son, Michael, a top sales professional, present an energetic, anecdotal, and experiential look the process of becoming a successful salesman. From making presentations, to building relationships, to closing the sale, the reader is guided through the process of selling. Often the book takes on a loose incarnation of the very techniques discussed therein. "Welcome to the new world of selling," the book begins, "more people are going to make more money… in the profession of selling than ever before." Unfortunately, no sources are given to support such a rosy prediction. Topics discussed here also include influencing customer behavior and overcoming objections, which demonstrate ways to create and induce perceptions in a customer. The authors encourage the practice of positive self-talk: "I like myself! I'm the best!" However, readers may find such earnest passages tiresome. Though the book has strengths in both its thoroughness and positive energy, readers would need to get past its used-car-salesman-tone. (Oct.)
Reviewed on: 12/16/2013 Release date: 10/01/2013 Genre: Nonfiction
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