Average customer rating:
- Timeless Advice
- Practical sales advice for all levels
- Deceived by photo...
- The basic smart course in sales techniques
- Decent sales starter or refresher
|
Selling 101: What Every Successful Sales Professional Needs to Know
Zig Ziglar
Manufacturer: Thomas Nelson
ProductGroup: Book
Binding: Hardcover
 General
| Popular Economics
| Business & Investing
| Subjects
| Books
General
| Business & Investing
| Subjects
| Books
Management & Leadership
| Business & Investing
| Subjects
| Books
| Business Ethics
| Consolidation & Merger
| Decision-Making & Problem Solving
| Distribution & Warehouse Management
| Industrial
| Information Management
| Leadership
| Management
| Management Science
| Motivational
| Negotiating
| Operations Research
| Planning & Forecasting
| Pricing
| Production & Operations
| Project Management
| Quality Control
| Risk Assessment
| Statistics
| Strategy & Competition
| Systems & Planning
| Systems Analysis
| Teams
| Total Quality Management
| Training
General
| Sales & Selling
| Marketing & Sales
| Business & Investing
| Subjects
| Books
Techniques
| Sales & Selling
| Marketing & Sales
| Business & Investing
| Subjects
| Books
Ziglar, Zig
| ( Z )
| Authors, A-Z
| Religion & Spirituality
| Subjects
| Books
General
| Economics
| Business & Investing
| 4-for-3 Books Store
| Stores
| Books
General
| Business & Investing
| 4-for-3 Books Store
| Stores
| Books
General
| Sales & Selling
| Marketing & Sales
| Business & Investing
| 4-for-3 Books Store
| Stores
| Books
Techniques
| Sales & Selling
| Marketing & Sales
| Business & Investing
| 4-for-3 Books Store
| Stores
| Books
Authors, A-Z
| Religion & Spirituality
| 4-for-3 Books Store
| Stores
| Books
| ( A )
| ( B )
| ( C )
| ( D )
| ( E )
| ( G )
| ( H )
| ( J )
| ( K )
| ( L )
| ( M )
| ( N )
| ( O )
| ( P )
| ( S )
| ( T )
| ( W )
All 4-for-3 Deals
| 4-for-3 Books Store
| Stores
| Books
Similar Items:
-
Zig Ziglar's Secrets of Closing the Sale
-
The 25 Sales Habits of Highly Successful Salespeople
-
The 25 Most Common Sales Mistakes: And How to Avoid Them
-
The Sales Bible: The Ultimate Sales Resource, Revised Edition
-
Little Red Book of Selling: 12.5 Principles of Sales Greatness
ASIN: 0785264817 |
Book Description
Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.
Customer Reviews:
Timeless Advice.......2007-08-03
Zig has been providing great advice to sales people for decades and this book is no exception. Pick it up, read it, and make more money.
Practical sales advice for all levels.......2007-06-08
This book provides practical sales advice for all levels. The man is a guru so you should read knowing that the path has been walked already.
Deceived by photo..........2007-05-10
I thought I was purchasing a nice, hardcover sales book.. it's TINY... info is okay, just a really small book.. buyer beware.
The basic smart course in sales techniques.......2006-09-01
Seldom is a book as aptly named as Selling 101. This is a true primer on the ABC's of selling. Author and sales expert Zig Ziglar walks you through the sales process, teaching you how to find prospects, overcome "call reluctance," pose the right questions and ask for the order. He touches on all of the fundamentals, using examples from his experiences to illustrate his main points. His brief, concise prose is easy to understand and even easier to incorporate into your sales practices. The seasoned sales professional will not find anything new in this basic textbook, but we recommend it to anyone who is new to selling, particularly if you lack a mentor to give you this kind of guidance. This handy manual will provide know-how that is usually gained only by experience in the field.
Decent sales starter or refresher.......2006-08-18
Good short book if you are looking for something basic. There is certainly nothing dynamic, but Ziglar hits several points right on and gives a nice overview.
Book Description
Find The Keys To Sales Success!
The worlds foremost producer of personal development and motivational audio programs offers an expanded version of Brian Tracy's sales classic.
The Unsuccessful Salesperson says, "the other guy has the best territory."
The Successful Salesperson says, "every territory is the best one."
The Unsuccessful Salesperson says, ""that company will never buy."
The Successful Salesperson says, "I can make that company buy."
Confidence and self-esteem are just two of the factors that separate the successful salesperson from the unsuccessful one. In this comprehensive program, Brian Tracy -- an expert sales tainer -- shares more than 50 practical, day-to-day techniques for increasing your confidence in your sales abilities and boosting sales profits, including:
- The two major "motivating" factors in closing a sale
- The three "hot buttons" to push when selling to businesses
- How to avoid the five simple errors that spell the difference between success and near-success
Brian Tracy will help you master the art of closing the deal.
Customer Reviews:
a must for any sales professional.......2007-09-21
I throughourly recommend this audio cd, anyone in any form of sales related role should have this. It's perfect for listening to in the car. Brian Tracys voice and the material he delivers is superb.
I became aware of many methodologies that have been used on me in the past and have adopted many helpful techniques.
Annoying speaker........2007-07-25
He says something as if it is in "quotation marks," in EVERY sentence. Who talks like that? Gets to be distracting.
Also, he references "study after study" frequently, but I would love to hear him cite a study.
My main gripe with him is his speaking habit of quoting one-third to one-half of each sentence. You'll know what I mean when you listen to him speak about ANYTHING. No other speaker does this.
Psychology of Sessling.......2007-06-09
Having listened to this CD now 3 times I am amazed at it's challenge to my belief on how much I am worth. This CD dramatically challenged me to lift the lid on my own expectations with my earnings.
You truly do only earn what you think you are worth, and I have already now made plans to increase my earning capacity in the next year by at least 100%.
Can't miss with Brian Tracy.......2007-01-16
I found the CD's to be motivating and found a few long forgotten tidbits.
Travel with a great teacher........2006-11-10
Brian Tracy has become one of my favorite mentors as I learn how to succeed in retail sales. I repeatedly listen to this CD as I travel in my vehicle. It is well organized, rich with information, and full of the wisdom of both research and personal sales experience success. From its beginning affirmation of the nobility of the sales profession to it's masterful coverage of the selling process including the art of closing a sale, it provides a framework of understanding for the values and responsibilities of those who work in selling as it should be done, so as to serve customers well. You won't regret purchasing this learning tool.
Book Description
The most widely read and utilized book ever on new home sales. Now in its fifth printing, this is a multi-dimensional systems approach for sales professionals. It details the skills that are required to master the new home sales process.
Customer Reviews:
Must read for new home sales!!.......2007-05-13
Excellent advice! I have used this book for reference and training. The best of it's kind out there!
Back to Basics!.......2005-10-26
A must have for salespeople just starting
out in new home sales.
Just another sales book........2002-12-05
The book is well written and easy to follow, but it is relatively generic. I believe it to be a little over priced for its content.
Not Great!.......2002-11-11
This book is extremely basic and can be read in about an hour. Hardly worth the price for a 139 page paper back.
This book is success insurance for New Home Sales!.......2000-06-22
This book is an essential for any person in the New Home Sales market. No matter if you are new to the business or a decade- plus verteran, this practical and direct approach to new home sales (when followed to the "T") will guarantee extraordinary results!
Book Description
How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.
Customer Reviews:
Sales Dawgs------READ THIS BOOK .......2007-10-13
There are literally 1000's of sales books out there, but this is like no other. Its not so much a 'how to' book, but more like 'The Millionaire Next Door' for sales. Here is what the top producers do, here are the facts, do whatever you want, we don't care. Not fancy closes, secret words to put in your presentation, nothing like that. It truly is like no other sales book and I have listened to the audio version 3 times since I bought it and have picked up something new everytime.
A classic and one of the very best.......2007-09-02
SPIN is a classic, one of the books that revolutionized professional selling. It amazes me to read some of the negative reviews of this book posted here. Some of this I attribute to lack of knowledge of the history of our "profession," which bears few hallmarks of being a profession yet. Can you get a four year college degree in SELLING, the one thing every business must do well to survive, let alone prosper? Except for programs at a small handful of universities around the country, the answer is NO. Do we have peer-reviewed journals in our profession? NO. Do we have accepted standards and professional certification? NO.
What Neil Rackham, a behavioral researcher, did for selling was huge. He applied the techniques of research and analysis to our profession. Until then, no one could say definitively that "always be closing" was bad advice. But in business to business selling, in high-tech selling to educated professionals, the "ABC's of selling" is only one of many pieces of bad information that passed for "wisdom" before Rackham showed them up for what they were. Such sales tactics are the reason salespeople have been saddled with negative stereotypes.
Some reviewers condemn Rackham by saying that companies cited, such as Kodak, IBM, and Xerox have suffered business reversals since this book came out. Sorry folks, but good salespeople using good selling techniques will not, alone, save your company. MANY companies that were at the top of their industries in the 1970s and 1980s are either out of business or have suffered serious reversals in the years since. That is a different issue altogether, and if you are looking for explanations try STRATEGY books like "Good to Great" by Jim Collins or "Strategy" by Michael Porter. Someone on this site said that IBM's loss of computer business to other PC makers was evidence of the failure of SPIN...totally ridiculous. IBM passed on the operating system that became DOS, which in turn became the engine fueling MicroSoft's ascent to the heights. In hardware manufacturing IBM ignored lots of evidence that a paradigm shift was underway and PCs were becoming commodity items.
The negative reviewers are looking for a silver bullet in many cases: SPIN will not transform you into a president's club winner by reading it. It is how you apply and practice it that will enable your success. Becoming expert in the use of this simple framework requires work and thought. What Rackham showed us is that the WORDS we use are important, along with HOW WE USE THEM. We must understand THEIR goals and focus on being part of THEIR success if we are to be successful in a sustainable, long-term partnership. Also that we must not be manipulative or treat other people (aka "customers" or "prospects") in ways we would not want to be treated ourselves. The acronym "SPIN" was coined before Washington politicians gave the word the negatie connotation it now has.
SPIN is not the only good refenence book for salespeople, but it is a landmark book, the result of research that has not, to my knowlege, been replicated since. It should be a held in great esteem by any sales professional. Rackham's concept of an "Advance" as an objective way to measure the progress of a sales call is, alone, worth the price of this book.
By the way, I have been in sales for 30 years, as a salesperson, sales manager, and director of training for a Fortune 500 company. I still have a lot to learn. But one thing I do know: there is tremendous value in this book for any salesperson with an open mind and the desire to continue growing, learning and improving as a sales professional.
Highly effective technique in high-touch Sales.......2007-07-19
This book is a simple guide to improve your effectiveness as a sales professional in high-value direct enterprise sales situations. Regardless of culture and language, people on the other side of the table from a sales person have an instinctive judgment to mis-trust any characteristic that seems contrived or unnatural. Genuineness is a pre-requisite. Therefore, like with any sales theory, rote learning and implementation of the theory is futile. Having said that, internalizing the fundamental premise of this book in my everyday life as a sales-person has been rewarding over the years and across geographies, cultures, languages and types of product/service being sold.
SPIN selling goes well with approaches that talk about Values-Based Selling, Solution Selling and Rackham's own Major Account Sales Strategy.
Huthwaite (Rackham) has done a phenomenal job of monetizing this simple concept by way of selling sales training and books. However, you may find the book too "salesy" at times. It is common idiom with any good speech, presentation or book; first you tell them what you are going to tell them, then you tell them, then you tell them what you told them. The book does a great job of steps 1 and 3, but leaves you wanting more in step 2.
The basic concepts about stages of a sales call, focus on customer needs and benefits, situation-problem-implication-need-payoff line of questioning, objection handling/prevention, sound closing techniques and post-sales are well articulated. The promise of increasing effectiveness in "major sales" is largely fulfilled. However, the emphasis on "it's based on research" goes unsubstantiated for the most part. You find the author insisting that "it's based on research" and providing simplistic graphs "based on research" than actually providing rigorous insights into the research. It also does not help that business theory is presented as a first person narrative. Blurs that fine line between theory-based opinion and opinion-based theory.
All said, the technique is highly effective and serves as a great foundation for approaching sales calls at various stages in the cycle. I've found myself going back to this book multiple times over the years. Always a good sign for books that you want to own rather than just read once.
How to Ask the Questions that Lead to Sales Success.......2007-06-30
The sales guru Zig Ziglar once said "People don't care how much you know until they know how much you care." To me, that means that you've got to understand people before you can persuade them. If you're to understand someone, they have to talk to you. And the best way to get them to talk is to ask questions. But are there some questions that are more highly correlated with successful selling than others?
Published in 1988 and still one of the best researched sales books on the market, SPIN Selling by Neil Rackham has the answer: Yes, some questions do increase your chances of sales success more than others. More importantly, these client interviews- what SPIN Selling calls the Investigation stage- have the greatest effect on the outcome of the sale. The book outlines the four types of questions that salespeople ask during the Investigation stage:
Situation: What is going on here? How do things work?
Problem (Pain Points): What are the problems you are experiencing?
Implication (Implied Needs): What effect do these problems have on results (cost, quality, delivery, customer service)?
Need-Payoff (Explicit Needs): What improvement in results could you make by resolving these problems with these specific capabilities (perceived value)? Are there other benefits? How important are these benefits to you?
(From page 91) "The SPIN model taps into the psychology of the buying process: buyers' needs move from Implicit to Explicit. The questions provide a roadmap for the seller guiding the call through the steps of need development until Explicit Needs have been reached. The more Explicit Needs you can obtain from buyers, the more likely the call will succeed."
Following the model gets customers to tell you how what you're selling helps them. It makes you partners instead of opponents in the value discovery process. And by helping clients develop the benefits in their own words, you avoid objections and make it easier for clients to sell internally for you.
Ultimate Sales Model for Business to Business Selling.......2007-06-25
I speak around the world on lead generation and SPIN Selling" to give you a roadmap on how to master business to business selling.
There is no other resource I can think of where you can "easily perfect" your selling approach and strategy.
Neil gives you step-by-step plan that anyone can follow in their quest to excel at selling their products or services.
The one caveat is I would adopt the "SPIN" Model to "SPAIN" with the "A" emphasizing "Agitate" to put more focus on what the problem is costing your prospect without your specific solution.
I would also add that the SPIN Field Book is a great resource.
Joe Heller, Trust Cycle Selling
Book Description
Foreword by Jay Conrad Levinson, author of the "Guerilla Marketing" series
Get Clients Now empowers readers with its 28-day plan for energizing their marketing efforts and dramatically increasing their client base. With over 100 tactics, tools, and foolproof recipes customizable for any professional service business, this new edition is powered up with road-tested strategies for relationship-based marketing in the Internet age, plus proven techniques for overcoming the fear, resistance, and procrastination that block effective action. Readers will learn:
* how to choose the right marketing tactics for their situation and personality
* a foolproof method to diagnose exactly what is missing in their marketing and how to fix it
* how to use the latest Internet marketing techniques like e-zines, search engine optimization, and blogging
* hands-on approaches for replacing unproductive cold calling with the power of relationship marketing
* and much, much more!
Customer Reviews:
This book does exactly what is says: increases your business and fast.......2007-10-07
There are millions of sales books. Most are a high on strategy and low on practicality. This book is all about doing: complete with forms, checklists, charts, and to-do lists. This book is easy to read, implement, and follow. In-fact, I've never encountered another book with such precise instructions, including a roadmap that branches off into the various kind of activities that can be used to get more business. It not only includes that roadmap but detailed instructions for each specific tactic and activity that can be used to get clients. This book will become one of the few books you use on a consistent and regular basis.
If you use Ms. Hayden's program you will get clients, and fast. Not only that you'll have the increased confidence and satisfaction of doing something that directly impacts your results, not simply waiting until the phone rings or marketing sends you a lead. I loved this book because it has made money for me, increased sales, and made the 'marketing' element of my job fun again. Perhaps just as important you can measure what is working and what isn't, trying different activities and tracking their results. There is no fluff in this book, just a system for driving results and getting business.
Pat Blanchard, The Successful Trainers Resource.......2007-06-11
Great book! I've been professionally designing and conducting sales training for 15 years and have never come across a book like this. It is well designed from a learning perspective and gets right down to the nitty gritty of how to get clients! C.J. Hayden is excellent at taking an overwhelming process and putting it in to a simple structure that works. If you are a new consultant, coach or professional selling services, and are tired of hearing the what and the why and need the how to this book is for you.
Action Oriented Marketing.......2007-05-27
This is a "must have" book if you are seeking to build your business and gain more clients. C.J. makes it so easy by giving a recipe of actionable items that move you towards your business goals.
New businesses are often swarmed with advertising and promotion opportunities and don't know how to decide what to market with. C.J. reminds and brings you along through the marketing process which includes: product, price, place and promotion. She identifies the marketing strategies and a daily action plan ensures that you are working on the marketing strategy success ingredients that will get you profitable results!
This is such a great book to work on alone or with a group. The foundational "how to" in developing your marketing plan.
Review of Get ClientsNow! ----------- by C.J. Hayden.......2007-05-13
This book applies mostly to people in sales. I found it too basic and market specific to be very helpful.
Get Clients Now! A 28 day marketing Program for Professionals.......2007-05-12
Very useful product, with many templates ot use. Information is broad and general enough to allow to use in many different professions; from real estate, to therapists to coaching and consulting. Yet information is presented in a way that allows for it to easily lend itself to any of the above professions.
Book Description
Jamie Reidy is to the pharmaceutical business what Jerry Maguire was to professional sports and Frank Abagnale (Catch Me If You Can) was to bank fraud. He's the guy who's been there, done that, and walked away with the insider stories. You'll find yourself rooting for Reidy and at the same time, you'll be shocked by the realities of the world that paid his salary.
Hard Sell is a witty exposé of an industry that touches nearly everyone in contemporary America. It reveals the questionable practices of drug reps, nurses, and even physicians. Reidy traces his ups and downs as a rep for giant drug manufacturer Pfizer, maker of some of the most widely prescribed and used drugs in existence, including Viagra.
With equal parts self-confidence and self-mockery, Reidy tells it like it is in the drug-selling trenches that are our local doctors' offices. The result is a funny and fascinating book that will appeal to those with pharmaceutical sales experience, medical professionals, those who have tried Viagra, and any American unhappy with rising drug prices. Hard Sell will be an easy sale this season.
Customer Reviews:
An OK diversion from my real life.......2007-05-10
An interesting book about the life of a "drug rep". I knew a bit about this career before reading it, but now I feel like I have lived it. There was less Viagra humor than I anticipated, but more career discussion.
While I generally enjoyed this book, it seemed to end rather abruptly without drawing any conclusions.
Two books in one.......2006-12-28
This book is really two books:the first 25% and the last 25% are interesting observations of how Big Pharma works(like a well oiled machine); the role of sales reps(helping MDs sort through the welter of info they get); the tactics of persuasion employed on Mds(hard core selling but effective; and the hiring of sexy/attractive woman as reps(it works) . The middle is how he did as little work as possible for the most benefit to himself---depending on your outlook it will either make you laugh or make you angry. All in all, a worthwhile and easy read. One note: the quality of the paper and the proofing is very poor as is the overall look of the book. I tend to think that he ran it by several publishers before he alighted on this one.
Dare I say it...?.......2006-06-30
Breathtaking! I laughed so hard, it took my breath away. (All apologies to Berlin and Top Gun fans) Sometimes the small chuckle and facial smirk. Sometimes a belly laugh that comes from deep inside. It was a journey of frivolity mixed with hilarity all around a gooey heartfelt center.
I heard the author read at a book signing and while he has a face for radio, he also possesses a big future as a novelist.
Generation X Pharma Rep Tells All.......2006-02-15
I have very little in common with Jamie Reidy, the author of the book "Hard Sell: The Evolution of a Viagra Salesman," which is a tell-a-lot-but-not-all about pharmaceutical sales (see my review of this book in the February, 2006 issue of Pharma Marketing News: www.pharma-mkting.com/news/pmnews-hp.html). For one thing, Reidy is a Generation X'er (the cohort born between 1965 and 1980) and I am a boomer (the cohort born between 1946 and 1964).
The differences between Generation X'ers and boomers may help explain the decrease in pharma sales force effectiveness over the years.
One difference to consider concerns the importance of wealth vs. community as motivating factors for these two generations. A UCLA survey of college freshmen cited in the book "Bowling Alone" showed that Generation X'ers -- who were freshman in 1990 -- were much more concerned with achieving wealth than boomers who were freshman in 1970 (see chart at www.pharma-mkting.com/images/reidychart.jpg). "Greed," says author Robert D. Putman, "trumps community" for Generation X'ers.
Greed -- i.e., the promise of a high salary, bonuses, expense account, and company car -- motivated Reidy to interview for the Pfizer sales rep job in the first place. Throughout the book he exhibits other Generation X traits, such as the frequent conversational use of the word "dude" as in "Dude, I need a little favor" and "Dude, pass the Viagra!" He is also frequently at odds with boomers, including his father and managers at Pfizer, especially when it comes to work ethic and other traditional values of older generations.
Reidy mentioned a Pfizer survey that revealed an "alarming high attrition rate" among reps with 4 to 6 years of service. In contrast to this are the Pfizer Masters -- sales reps whose sum of Pfizer service plus age equals at least 65 years and who have tremendous sales success. "Most of the Masters," quips Reidy, "still comb their hair the way they did when they first saw Rebel Without a Cause in the movie theater."
Greed alone may not be enough to motivate successful sales people. Maybe a little more sense of community -- caring about patients, for example -- might help. Nowhere in Reidy's book do I see any evidence that he really cared about patients. He was trained that "Most benefits [of drugs] revolved around saving a physician or her staff time and hassle", not about treating patients. And, according to Reidy, "nothing makes pharmaceutical sales people crazier than news of 'tab cutting'", a practice common among poor an elderly patients who cannot afford the high cost of drugs. "Dude, where's your compassion?"
What a Jerk!.......2005-12-30
The book provides insight into the hiring of drug detailer's and their subsequent sales and product training, as well the how they are managed in the field. Reidy also provides information on the positive aspects of a drug rep's role in keeping very busy physicians informed. However, the book fails to reference how this information is often biased and distorted to favor a particular drug.
Further, while frequently humorous, most of the book is a summary of how a lazy, dishonest salesperson learned to fool management into thinking he was hard at work while instead at home sleeping or away vacationing abroad, and to misuse drug samples and other "freebies" given out at physician offices. It thus becomes a disappointing insight into some people's integrity and motivation.
Reading the book also brought home the extreme expense of the current system of relying on drug reps - each focused on a small number of products. The result not only raises costs for consumers (about $7 billion in 2004) but also takes much more physician time than necessary - resulting in them starting to ban drug reps. At least some of the drug companies are now reducing sales staffing; hopefully they will replace much of this unreliable and very expensive human system with easy-to-use video conferencing and Internet systems.
Those interested in much more objective, useful material about the drug industry and the role of drug representatives should instead read "The Truth About the Drug Companies: How They Deceive Us and What to Do About It," by Marcia Angell (physician and former New England Journal of Medicine editor). She states that drug companies spend far more on marketing than they do on research (Reidy's book explains part of this cost)- and that much of the marketing is designed to sell "me, too" drugs, which are no better than those already on the market.
A final note about the author: Reidy move to Lilly, rose to a Sales Trainer position, and then was fired after the company learned of this book.
Book Description
With more than 30 percent new material, the fourth edition of this classic is an indispensable resource for practicing landscape architecture professionals as well as students. The most comprehensive overview of landscape architecture available, this reference covers every aspect of planning, design, installation, implementation, and maintenance.
Landscape architects, architects, and everyone else involved with the shaping of our living environment will find in this colorful book a systematic approach to the creation of more usable, efficient, and attractive outdoor places. Simply put--it is the best one-volume course ever written on landscape planning and landscape design.
Customer Reviews:
great book.......2007-09-24
Simons is certainly an environmentalist, and I love that about him. This is the first text book I have enjoyed reading. He makes excellent points, though it isn't all totally workable. Generally a great book.
Great overview of landscape architecture.......2007-06-05
This is really THE seminal instroductory book to landscape architecture. It's not really specific enough to be a true reference book, but it covers such a vast range of topics that it would be unrealistic to expect it to be. Instead, Simonds did a fantastic job of summarizing an amazingly broad field one subject at a time. Still, it is not so broad that the reader will fail to see the trees through the forest. It does include a lot of very helpful illustrations and explanations about such topics as spatial relationships and how they create different environments (and subsequently a particular design might be appropriate or inappropriate depending on the circumstances). But that is just one small sample of the kind of valuable lessons this book is filled with. I often start with this book when I approach a subject that is new to me because it gets me on the right track. In that sense, it's not just for beginners. And the 4th edition contains much-needed updates of the outdated photographs that are in the 3rd edition.
Book Description
How the marketing system that helped spark a bestselling customer revolution in the Christian marketplace can fuel the success of any business––by speaking to the integrity and passion of every customer.
Readers will discover a comprehensive strategy that can help any business reach and retain new markets, by tapping the secrets of what Zondervan marketing leader Greg Stielstra calls PyroMarketing. From the importance of focusing on individual consumers and their preferences, to giving customers an experience with the benefit of your product or service, to converting customers into enthusiastic sales people for your product, to building a state of the art consumer database, PyroMarketing captures in one four–step system the essence of the customer–driven strategies that seek to build markets through the passion and loyalty of the individual. Stielstra's manifesto is based on a powerful and easy–to–apply metaphor––of fire: "There are four steps to creating successful marketing campaigns. You build them the same way you build a campfire. If you were a scout or a camper, you already know the drill. " Gather the driest tinder. Touch it with the match. Fan the flames. Save the coals.
Tapping the latest scientific research into the brain and human behaviour, Stielstra demonstrates how traditional marketing techniques are expensive, obsolete, and doomed to failure––while PyroMarketing principles deliver powerful results over the long–term and for less money. Illustrated with case studies including The Purpose–Driven Life, one of the bestselling books of all time, and the breakaway phenomenon The Passion of Christ.
Customer Reviews:
You've Got My Attention.......2007-05-17
Written by the guy who helped Purpose Driven Life sell millions of copies--I would call him credible. And I was not disappointed by what I read. He gave me great tips and tools to help me reach my audience.
Not the best marketing book...but VERY useful.......2007-04-18
First off....what's with all the complaints about the "fire" analogies given in this book. I personally think it puts you in a proper "frame of mind" as far as equating to real world marketing. This is what makes the book relevant as an example would be to find "the driest tinder" ....makes sense as what should be where your marketing dollars should be directed.
I own many marketing books and this definately stands among the better ones.
The only problem i have is the fact that if the author is an expert in marketing books (his occupation) Why has this book not "caught fire" in the marketplace?
Makes you think
Don't waste your money!.......2007-03-07
Everything relavant to marketing can be learned in the left inside flap of the jacket, unless of course you are looking for a book on the science of building a fire. The author has no experience, he only uses 2 real world examples that he knows very little about, and nothing in this book is relavant to marketing. I want my money back.
A Fresh Approach That Can Jump Start Your Thinking.......2007-02-26
When I picked up "PyroMarketing" I expected to find another forced metaphor presentation of basic marketing principles.
The book has a bit of that.. but I quickly found the power of Stielstra approach. The 4 steps are presented in contrast to more standard reviews and were easy to follow in a fresh approach to marketing thought.
It's familiar territory, but Stielstra's passion for modern branding and promotion done right, and the examples of the powerful campaigns he reviews have stuck in my mind and ignited a bonfire of ideas for my own projects.
If you want to see a product or new idea catch fire and grow exponentially, "PyroMarketing" is a great place to start.
I enjoyed this way of looking at Marketing.......2007-01-09
I picked up this book out of the blue and thought it could help me in a new marketing position I was starting. I was right. I learned so much while reading this book that I could hardly put it down. I am now using the principles in this book in my new position with success.
Book Description
Expert advice on how to strike a fair deal and command a fair price… The Contract and Fee-Setting Guide for Consultants & Professionals No matter how knowledgeable you are in your field….No matter how great your track record….No matter how expert your advice or impressive your credentials … you jeopardize your client base if you do not instill every phase of your practice with a consummate professionalism. And for sharp clients, the first clear signs of such a savvy professionalism are the ability to set fees at a fair market price and offer neat, straightforward contracts with clearly delineated terms. This book teaches you, in a few days, what it traditionally took people half a lifetime to learn through trial and error. In writing it, the author drew on his more than twenty years as a business consultant, lecturer, and author to offer you tips on how to ask for and get the fees you deserve and to establish contract terms that are in the best interests of you and your clients. Throughout he shares his insider's expertise on:
- Determining market value for your services
- Establishing per diem or per-project rates and calculating overhead
- Advantages and disadvantages of various systems of fee-setting and billing
- Six major goals of every contract
- Negotiating the contract and avoiding legal pitfalls
Customer Reviews:
A keeper...........2002-02-11
This book came just in time. My consulting practice took off suddenly and I literally dashed to amazon to search for a book with information I could apply right away. It was an invaluable aid. And after a couple of years, it is still a useful reference, always close at hand.
Dated Material.......2001-11-29
The items covered in the book are basic and need to be discussed. However, the sample items and some tables used show data from 1988. This info is not useful.
What a GREAT resource!.......2001-11-01
I first picked up this book at the library when starting my consulting agency. I found it so valuable as a second and third read and as a resource, that I ended up paying almost $20.00 in late fees. I should have just bought the book, as should you. I highly recommend it.
There are MANY of these types of books out there, but this is definitely in the 'Gotta have it' section. I bought it and continually use it as a resource.
The greatest part is that it covers some VERY difficult material well. I found fee setting and the interim and final reports extremely difficult to do before I bought this book.
It is important to note that this book is not just for independent consultants, but for anyone selling consulting services and other professional services.
If you are not sure whether you want it, get it at the library and take a look. Just remember to take it back!
Great for startups or exisiting businesses!.......2001-05-03
As an experienced consultant I've found this book to be extremely useful when I stumbled across it. I've recently started my own consulting practice and have found this book to contain some really useful information and steps on setting up your fees along with developing contracts. It reads very easily and walks you through the process step-by-step. Wish I had found this book while I worked for a larger consulting company, it would have helped out a number of times when trying to walk through the process, or as an education for anyone developing proposales, fees, and contracts. Highly recommend it for anyone in the consulting field (either solos or working for one of the big boys).
Very useful cookbook.......2001-02-03
My company does software development for Web sites. Making a proposal that sells and setting fees correctly has been a daunting task. This book has step-by-step flow charts for determining the proper price and creating proposals that sell. I have a number of books in the general area, but this one is our bible.
Product Description
What you will get from Action Selling - The Book
A quick and enjoyable read, in story form, that will give you more insight into selling in 2 hours than many salespeople gain in their entire careers.
A proven system for managing and conducting the entire sales process - one that gives you a road map to follow that moves the sale forward. This selling system applies to any industry and dramatically improves the performance of any salesperson with any level of experience.
Action Selling is a unique approach that combines sales skills and relationship skills in a practical, useful, non-manipulative, and high-impact procedure.
A specific and easy-to-follow road map that will allow you to sell more products or services, build stronger lasting relationships with customers, and help you make more money.
The Story:
Veteran salesperson Matt figures hes in for a major headache when his new boss tells him he needs to learn to sell like a professional. Oh, no, he thinks. Not another grab bag of pseudo-magic sales tricks. But Matt cant deny Joes critique of his current, common mistakes. And when Joe begins to explain a system called Action Selling, an ordinary airline flight becomes a life-changing experience as Matt comes to realize he is receiving a great gift. His approach to planning, conducting, and closing a sales call will never be the same. And his earning potential is about to skyrocket.
Action Selling - The Book is based on a fully supported, instructor-led sales training program that has improved the performance of over 300,000 salespeople in more than 2,500 sales organizations.
Contact us at http://www.thesalesboard.com or call 1-800-232-3485 to learn more about how Action Selling can help your organization realize the full potential of its salesforce.
Books:
- Selling Today: Creating Customer Value, Ninth Edition
- Selling Today: Creating Customer Value, Ninth Edition
- Silent Selling: Best Practices And Effective Strategies In Visual Merchandising
- Social Work and Social Welfare: An Introduction (with InfoTrac®)
- Sports Marketing: A Strategic Perspective (3rd Edition)
- Strategic Brand Management, Second Edition
- Strategic Brand Management, Second Edition
- Supply Chain Management: Strategy, Planning, and Operations, Second Edition
- The 22 Immutable Laws of Branding
- The 86 Percent Solution: How to Succeed in the Biggest Market Opportunity of the 21st Century
Books Index
Books Home
Recommended Books
- Entrepreneur's Notebook: Practical Advice for Starting a New Business Venture
- The Heart of Change: Real-Life Stories of How People Change Their Organizations
- Lift Every Voice and Sing II: An African American Hymnal
- Introduction to Law
- Real Estate Development: Principles and Process 3rd Edition
- The Informant: A True Story
- Religions of the Silk Road: Overland Trade and Cultural Exchange from Antiquity to the Fifteenth Cen
- Computerized Accounting: Student Edition
- Manufacturing Matters: The Myth of the Post-Industrial Economy
- Human- Livestock Interactions: The Stockperson and the Productivity and Welfare of Intensively Farme
