Sell Yourself First: The Most Critical Element in Every Sales Effort

Thomas A. Freese, Portfolio, $25.95 (256p) ISBN 978-1-591-84365-8
Freese (Secrets of Question Based Selling) shows salespeople how to gain an advantage over their competitors by polishing their presentation in this meandering, lackluster guide. Freese focuses on developing a repeatable formula for selling yourself that centers on soft sales skills including establishing credibility, forging and using relationships, differentiating solutions, and justifying costs. He also includes a useful chapter on selling yourself at a job interview. Most of the advice is common sense and merely gives old practices with unfortunate corporate-speak labels—questions that elicit predictable answers from customers that open the way for a more detailed conversation are rebranded "mini-invitations." Experienced salespeople will recognize these tactics if not the jargon that Freese employs; neophytes might find useful if not groundbreaking wisdom that will allow them to tweak their delivery and may improve their sales potential. (Dec.)
Reviewed on: 11/08/2010
Release date: 12/01/2010
Genre: Nonfiction
Open Ebook - 256 pages - 978-1-101-47519-5
Downloadable Audio - 978-1-4640-2228-9
Compact Disc - 978-1-59659-996-3
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