SPIN Selling

Book Description

The international bestseller that revolutionized high-end selling!

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?”

You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

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

FLIP: How to Find, Fix, and Sell Houses for Profit

Average customer rating:

Flipping homes
Chock full of knowledge
This Book Is An Excellent Investment
Good reference, not very well written
Best book of it's kind

FLIP: How to Find, Fix, and Sell Houses for Profit
Rick Villani , and Clay Davis
Manufacturer: McGraw-Hill
ProductGroup: Book
Binding: Paperback

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ASIN: 0071486100

Customer Reviews:

Flipping homes.......2007-10-10

Two books that I think really are helpful if you're learning about real estate investing are this book, FLIP: How to Find, Fix, and Sell Houses for Profit and Dean Graziosi's Be A Real Estate Millionaire: Secret Strategies for Lifetime Wealth Today

Chock full of knowledge.......2007-08-15

I bought this and another highly reviewed book on flipping and this book was vastly superior. It contains a wealth of information about every phase of flipping a property, including detailed information on how to calculate quiet costs, good rules of thumb for rehab costs, and detailed lists of what is involved in a rehab and the correct order to undertake them in. They have obviously flipped a lot of houses and have condensed their experience into extremely helpful lists and formulas that anyone can benefit from.

I could have done without the fictional storyline that accompanies each chapter, but since you can skip it without losing anything, I'm not docking their score.

This Book Is An Excellent Investment.......2007-08-08

I've been interested in flipping houses since I first heard of the concept about 10 years ago. I just never knew where to start. This book walks you through the entire flipping process. It's written in an easy to follow, logical start to finish format. There are formulas for calculating all your costs and your profit before you even make an offer on a house. Outstanding book! I highly recommend it to anybody who wants to get started in house flipping.

Good reference, not very well written.......2007-07-12

First, I must say that this is so far the best book I have read on this subject. The authors seem to be very experienced and knowledgeable in the field of rehabbing homes. I am very pleased with what I got for $15 (or whatever I spent). I feel that with this book, I could successfully FLIP homes. My first primary home was a fixer upper, and I did pretty much all of the work myself. I turned a nice profit when I sold it, but I think that I could have done better had I known then what I know now.

There was not a lot of information that was new to me, but the book did bring together a variety of related topics. Likewise, the authors presented a few smart systems for completing the project.

The reason I gave this book only 4 stars is that I don't like the writing style of the authors. This book could have easily been 150 pages or less. The font was a little big, and there was WAY too much worthless text, random anecdotes, and stupid analogies. One page in particular was about Punxsutawney Phil...it wasn't until the third or fourth paragraph that the author crafted some way of connecting that to flipping houses.

Overall an excellent book worth every penny (the authors need to stick to flipping houses though). I wish I could get my friend who has recently jumped headlong into rehabbing houses to read this book...

Best book of it's kind.......2007-06-14

I am a small time real estate fix and flip investor. I have read many books on this subject and this is by far the best.

Little Red Book of Selling: 12.5 Principles of Sales Greatness

Average customer rating:

Uniquely Creative
Little Red Book with BIG ideas!
One of the best Sales Training books ever
The Little Red Book of Selling
A small, fun-to-read book that will improve your career

Little Red Book of Selling: 12.5 Principles of Sales Greatness
Jeffrey Gitomer
Manufacturer: Bard Press
ProductGroup: Book
Binding: Hardcover

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ASIN: 1885167601

Book Description

Salespeople hate to read. That's why Little Red Book of Selling is short, sweet, and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment--and the rest of their lives.

Customer Reviews:

Uniquely Creative.......2006-12-13

The red book of selling is a very unique sales book. My first Gitolmer book and I have to say that I am in awe at the way information was laid out and the way in which the book was presented. He gets a 9/10 for creativity and design.

The information in the book is no less. I felt very `pumped up' after reading it. It may be Gitolmer's inspirational yet witty writing style that I could relate to.

The content isn't deep however the coverage is quite comprehensive. Overall a very good sales book, one that I will definitely re-read over the years.

Little Red Book with BIG ideas!.......2006-12-11

Great book! Motivational with enough sales techniques to improve any seller's performance. As a sales manager in the competitive world of wireless I'm always seeking a better and faster way to get performance from my team. This book gives practical ideas that can be implemented right away to increase sales. For example page 145 begins the section on how to create an irresistable voicemail message that will make you stand out from your competitors and get the sale. We tried it with very good results.

I also like this book because it's written with the working salesperson's time schedule in mind. Easy to read. Easy to carry. The cloth cover makes it durable in the field. No flimsy soft cover to worry about here. A good thing because you'll be referring to it often during your sales career.

If you're serious about selling success add "Little Red Book of Selling" to your sales library. Act on the priciples and ideas and you too will discover why people hate to be sold but they love to buy.

One of the best Sales Training books ever.......2006-12-02

I buy this book for every sales person I hire. Its a bench mark of what every sales person has to do to be a success. Jeffrey goes through all the steps required for any sales person to be truely great in this profession.
If you are thinking about going into sales read this book. He will tell you what it will take for you to be successful.

The Little Red Book of Selling.......2006-11-03

The book is exciting and entertaining. But nothing different from the usual. Also, the techniques presented are too vague and lack a systematic approach. If interested on such topics SPIN selling by Huthwaite is probably the best book on the subject.

A small, fun-to-read book that will improve your career.......2006-10-10

If you had to choose one skill that you would consider the most important for an entrepreneur to possess, what would you choose? I'm sure many different opinions exist. But if you ask me, the most important skill for an entrepreneur to possess is the ability to sell him or herself -- to present him/herself in a way that attracts others.

Whether you're literally selling a product door-to-door or just socializing at a party, it doesn't matter. You're always selling, and the more skilled you become at selling, the more successful you'll be as an entrepreneur. Now, just between you and me, I'm not that great at selling yet. But I want to become great. So what should I do? Right! I should learn from someone who is already great.

I'm going to recommend someone to you in a moment, but first let me ask you a question. Have you ever wanted to learn a new skill and wished there was a quick, easy, painless way to do it? If so, we have a lot in common, and I know of a special book that should be on the top of your to-read list. It's called The Little Red Book of Selling, and it's written by Jeffery Gitomer.

Jeffery Gitomer is known as one of the best salesmen in the world, and his writing shows it. This small, fun-to-read book will have your mind buzzing with excitement over the cool tips you'll discover within. Each page is plastered with fresh, practical, powerful information that you can apply to see immediate results. Here are a few of the ideas Mr. Gitomer presents:

-The Two Most Important Words in Selling

-What to Do When You Can't Seem to Get a Sale

-How to Use Humor to Make Sales Easy

-The 21.5 Best Places to Network (and the secrets to doing it successfully)

-How to Know When You're Wasting Your Time

-Much More...

It was just last weekend that a collegue suggested that I read The Little Red Book of Selling - and I'm glad he did! By now my recommendation to you should be obvious. Pick up a copy of your own -- every entrepreneur should.

The Long Tail: Why the Future of Business is Selling Less of More

Average customer rating:

Fabulos... indispensable para entender la nueva realidad de internet
Good article, stretched out to a padded book
One Trick Pony
Good book for the startup entrepreneur in the 21-century
Looking at it from the point of view of the producer and not the consumer or the retailer

The Long Tail: Why the Future of Business is Selling Less of More
Chris Anderson
Manufacturer: Hyperion
ProductGroup: Book
Binding: Hardcover

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ASIN: 1401302378
Release Date: 2006-07-11

Book Description

"The Long Tail" is a powerful new force in our economy: the rise of the niche. As the cost of reaching consumers drops dramatically, our markets are shifting from a one-size-fits-all model of mass appeal to one of unlimited variety for unique tastes. From supermarket shelves to advertising agencies, the ability to offer vast choice is changing everything, and causing us to rethink where our markets lie and how to get to them. Unlimited selection is revealing truths about what consumers want and how they want to get it, from DVDs at Netflix to songs on iTunes to advertising on Google. However, this is not just a virtue of online marketplaces; it is an example of an entirely new economic model for business, one that is just beginning to show its power. After a century of obsessing over the few products at the head of the demand curve, the new economics of distribution allow us to turn our focus to the many more products in the tail, which collectively can create a new market as big as the one we already know. The Long Tail is really about the economics of abundance. New efficiencies in distribution, manufacturing, and marketing are essentially resetting the definition of whats commercially viable across the board. If the 20th century was about hits, the 21st will be equally about niches.

Customer Reviews:

Fabulos... indispensable para entender la nueva realidad de internet.......2007-10-08

Este es un libro estructural. Ayuda a comprender la forma en que trabaja la economia a la luz de los avances de internet.

Pero tambien es un placer leerlo, lenguaje claro, ejemplos relevantes. Un lujo.

Good article, stretched out to a padded book.......2007-09-26

This book started off as an article in Wired Magazine, and it was an excellent one. But Anderson must have decided to cash in, because the book doesn't add anything that wasn't covered in the article itself. It's not a complex concept.

Read the article on the Wired website. Then go spend your money on something from a tiny niche market.

One Trick Pony.......2007-09-09

This is one of those books that has one, keen insight and then takes one hundred + pages to say the same thing over and again. The keen point is indeed interesting. It just does not a complete book make. My $.02 !!

Good book for the startup entrepreneur in the 21-century .......2007-08-20

This is an insightful book into the today's world of retail business. Cool examples of how the Internet has leveled the playing field for many small businesses and artist.

Looking at it from the point of view of the producer and not the consumer or the retailer .......2007-08-16

I am not much of a business mind but I think I get the picture here. Instead of twenty percent of the product bringing in eighty percent of the revenue ninety- eight percent of the product is going to bring in all the revenue. Having so much available, and having ready access to it means sales no longer concentrate on a relatively few items. Freedom of choice abounds, niches multiply, Alvin Toffler is happy, future shock is no longer shocking, customization is here forever, and we all can have anything we want as long as we are able to pay for it.
Good. But I think of this in another way. Does this mean that 'value' also will not be centered as we ordinarily center it in the great works, the masterpeices, the few chosen ones? Does it mean our whole conception of valuing cultural goods will change, and a few big things will be less worshipped while many more appreciated? In other words will deTocqueville be happy here because 'equality' is in the saddle and mankind has many little good things, instead of the aristocracy only having a few?
And what does that mean for creators of culture? As a writer can I now happily post my unpublished writings with the thought that perhaps a few will read them, where before none did. In other words a moneyless long- tail is still a long- tail.
I don't know. But I do sense Anderson has hit on to a new truth here which will have all kinds of implications better business people than me will have to see.

Little Gold Book of YES! Attitude: How to Find, Build and Keep a YES! Attitude for a Lifetime of SUCCESS (Jeffrey Gitomer's Little Books)

Average customer rating:

Little Gold Book of Yes! Attitude
Excellent Book in Gitomer's latest
Not Impressed
I have to admit... it's helpful
Yes Attitude

Little Gold Book of YES! Attitude: How to Find, Build and Keep a YES! Attitude for a Lifetime of SUCCESS (Jeffrey Gitomer's Little Books)
Jeffrey Gitomer
Manufacturer: FT Press
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

ASIN: 0131986473

Customer Reviews:

Little Gold Book of Yes! Attitude.......2007-10-13

This book will draw attention to you as you laugh out loud, nod your head and look for a pen to underscore sections, take tests and rate your own attitude. It is a fast, fun read. Gitomer puts into perspective your relationships - those that are good and valuable and those you might want to shed for better ones. It will also encourage serious soul searching while breaking up the weighty thoughts with plenty of comic relief.

Excellent Book in Gitomer's latest .......2007-09-27

I think this is a great book for anybody that needs an attitude adjustment or not. It is just a very good book with exercises in the book to help you realize what you are doing that could be setting you back or negative. Or what you are not doing that can help you improve and be more positive. It makes you think and ponder. Most people think they have a positive attitude. You may be surprised after taking his evalution tests whether you are. This book helps you go from a positive attitude to a Yes Attitude which is even better. Read the book it is definitely worth your time. And then say YES!

Not Impressed.......2007-08-29

Maybe 5 pages out of the whole book ENCOURAGED you to BECOME Positive with a YES attitude. The rest of the book was FLUFF.

He writes books...that's his job. He needs to sell books to buy the Beemer.

Did this book help me become MORE Positive?..... NO

Did it tell me how to become MORE Positive?..... NO.

So I went ahead and bought the "Magic of Thinking BIG" from Amazon instead.

ONE STAR because I liked the cover of the book.
Very overpriced and does NOT deliver.

I have to admit... it's helpful.......2007-08-14

Honestly, I wanted to dislike this book. It seemed shallow and more like a powerpoint presentation than a book.

Let's start: too simplistic, dumbed-down. Obvious. A rehash of what I already know. A huckster pushing a product...

But I have to admit that I just found it useful. I actually started to read it for 15 minutes a day in the morning - every weekday. And I actually found that it did help my attitude, that it did help me move forward and respond more positively to those around me. That it did help me take an extra moment when I am about to say something negative... and think it over.

I've started adopting various ideas from the book... and they help.

I'm almost embarrassed by liking this book. But it has been worth 10x the cover price to me.

In the end - well, I just will say "thanks".

Yes Attitude.......2007-08-11

This book was awesome. Very easy to read and FULL of inspirational things to think about and actions to take. I bought this book for all my employees to remind them to keep their "Yes" attitudes!

The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less

Average customer rating:

MJ the master of the sale . . . but he's much more than that
3 seconds or less...
An excellent addition to any marketer's library
Every Marketing Professional Should Own This Book
This book is an "Irresistible Offer"

The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less
Mark Joyner
Manufacturer: Wiley
ProductGroup: Book
Binding: Hardcover

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ASIN: 0471738948

Book Description

Your customers are going to give you three seconds to make the sale.

Do you know what to say in those three seconds?

The marketing methods of the past are losing effectiveness as consumers are getting smarter and smarter and have less and less time. What is needed is a new way of doing business-a method that is simultaneously socially responsible and far more effective than "old" marketing. This new way is The Irresistible Offer.

"The Irresistible Offer is the missing link in many marketing books."
—Joe Sugarman, Chairman, BluBlocker Corporation

"The Irresistible Offer reveals secret after proven secret guaranteed to pump fresh power into your sales process."
—John Du Cane, CEO, Dragon Door Publications, Inc.

"As the world's fastest reader (Guinness Book certified) I've read just about every business and marketing book in existence. The Irresistible Offer by Mark Joyner is, by far, the easiest and most powerful. If you want to make a profitable business (any business small or large), The Irresistible Offer should be your starting point."
—Howard Berg, "The World's Fastest Reader"

"I've read every book on marketing printed in the last 150 years. This is the first breakthrough in over fifty years."
—Dr. Joe Vitale, author of The Attractor Factor

"If I had to choose one modern marketing genius to learn from, it would be Mark Joyner. The Irresistible Offer belongs in the hands of everyone wanting to wildly succeed in business."
—Randy Gilbert, a.k.a. "Dr. Proactive" host of The Inside Success Show

Download Description

Your customers are going to give you three seconds to make the sale. Do you know what to say in those three seconds? The marketing methods of the past are losing effectiveness as consumers are getting smarter and smarter and have less and less time. What is needed is a new way of doing business-a method that is simultaneously socially responsible and far more effective than ""old"" marketing. This new way is The Irresistible Offer. ""The Irresistible Offer is the missing link in many marketing books."" Joe Sugarman, Chairman, BluBlocker Corporation ""The Irresistible Offer reveals secret after proven secret guaranteed to pump fresh power into your sales process."" John Du Cane, CEO, Dragon Door Publications, Inc. ""As the world's fastest reader (Guinness Book certified) I've read just about every business and marketing book in existence. The Irresistible Offer by Mark Joyner is, by far, the easiest and most powerful. If you want to make a profitable business (any business small or large), The Irresistible Offer should be your starting point.""Howard Berg, ""The World's Fastest Reader"" ""I've read every book on marketing printed in the last 150 years. This is the first breakthrough in over fifty years."" Dr. Joe Vitale, author of The Attractor Factor ""If I had to choose one modern marketing genius to learn from, it would be Mark Joyner. The Irresistible Offer belongs in the hands of everyone wanting to wildly succeed in business."" Randy Gilbert, a.k.a. ""Dr. Proactive"" host of The Inside Success Show

Customer Reviews:

MJ the master of the sale . . . but he's much more than that .......2007-10-11

Mark Joyner, whether teaching you how to market via word of mouth, how to improve your personal performance via simpleology courses, or just giving you general insight into life, is successful for one reason: honesty. His honesty and integrity allows him to see that which others who try to manipulate and control miss. And isn't that the secret to success? How many people ever desire to come back to a business, company, even person or individual who is phony? One who attempts to draw you in with deception and then does the bait and switch. Warren Buffett--he of multi-billions, the great investor--said that a major factor in choosing companies to invest in is based on whether or not you like the company enough (read people) to work there. Well, Mark Joyner is one of those people many enjoy working with. Because of his honest, straight forward approach.

The Irresistible Offer is certainly that: honest. Even though it has its flaws--excessive examples, repetition, and at times, opaque theory--it is a book that truly displays the genius and great insight of its author. And you've got to believe (all you The Secret people) that if you seek the truth, the truth will seek you. Herein lies Joyner's gift.

I once read a sales letter of Joyner's that hit to the core, issues I had been having in acquiring all-things-marketing to get my business going. He mentioned how marketers are charging hundreds of dollars for a "box full of 'secrets' that is nothing more than some low-quality audio recordings and poorly edited transcripts?" And how important it is that "A transformation of spirit without a direction and a clear plan might bring you happiness for a while, but if that happiness is not reinforced by real change in the real world, it is always short lived"? Personally, I have chosen to avoid many schemes, internet marketers, and plans or bonus-encrusted list blasts because "quality and value is more important to" me, as Joyner states.

The book certainly has its more general philosophies, but it also gets into enough specifics on Word of Mouth and how to use it in your business to give the reader his money's worth . . . and then some. Great ROI, wouldn't you say Mark? Get it. It's worth every penny.

3 seconds or less..........2007-08-15

Well, I'm not one to believe hype and I still don't think it can be done in 3 seconds or less, but I am amazed at the tricks that I did pick up. Worth more than a 3 second perusal.

An excellent addition to any marketer's library.......2007-06-28

I am a professional PR and marketing man. I constantly strive to hone my skills by reading trade articles and books about the subject. If you hope to become adroit at marketing, you must do the same.

The Irresistible Offer is an excellent book that teaches the nuts and bolts of putting together a product and brand message. It explains how you can refine your product's message into a 3-second touchstone that conveys the features and benefits of your product to prospective customers at a glance.

The psychology and theory behind this book is excellent. I would recommend it as an addition to any marketer's library.

-Craig Nybo, author of Total Human: The Complete Strength Training System

Every Marketing Professional Should Own This Book.......2007-06-27

This book is a must read if you are in marketing or advertising. This book not only explains how to create an irresistible offer, but it also shows you how to use intensifyers to get customers to take action. Overall, one of the most useful marketing books I have ever read.

This book is an "Irresistible Offer".......2007-06-21

The title itself is an excellent example of "the irresistible offer." The "3 seconds or less" refers to the amount of time you have with a prospect to get and capture their attention. However, the way the title of the book is written, you could interpret it to mean it will only take you 3 seconds or less to learn how to sell your product. Now that's great copywriting! And for anyone who wants to succeed in business, this book is a great reference. Buy it. Read it. Apply the lessons. And succeed. Even after nearly 30 years in advertising, I learned from this book.

Little Red Book of Sales Answers: 99.5 Real World Answers That Make Sense, Make Sales, and Make Money (Jeffrey Gitomer's Little Books)

Average customer rating:

Don't believe the other reviews
A really easy read
Keep Asking the Question
Perfect for the Sales Rookie
This is NOT your average how-to guide!

Little Red Book of Sales Answers: 99.5 Real World Answers That Make Sense, Make Sales, and Make Money (Jeffrey Gitomer's Little Books)
Jeffrey Gitomer
Manufacturer: FT Press
ProductGroup: Book
Binding: Hardcover

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ASIN: 0131735365

Customer Reviews:

Don't believe the other reviews.......2007-10-16

This book consists primarily of motivational ideas that are much better presented elsewhere. If you want sales motivation--success check out Brian Tracy. The sales ideas are weak and not original. For good sales information see Spin Selling, Question Based Selling, or Brian Tracy on Selling. If you've never read a book on sales or success you might like this one, but having read piles of books on sales and related subjects I say this is one of the worst. There are no original thoughts here!

A really easy read.......2007-10-06

As a salesman once upon a time myself i know how little time 'good' salespeople get to read books, digest the information, work out how and when to use a technique and adapt their presentations when they have worked a full day and are expected to go out the next.

If i have just discribed YOU and you are pounding the highways then this is the book for you.

I was reading a comment left buy Dave Lakhani who put it so very well that i'd do worse than to repeat it. "You can pick this book up and open it at any page". This is exaclty my experience of the book which is why all salespeople looking to learn easy step by step new techniques should buy this book and have it next to them in the car to read a page or two before sitting an appointment.

Gary May
Author: SELLING: Powerful New Strategies for Sales Success
www.garymay.net

Keep Asking the Question.......2007-08-21

As always a Fan I have follow Jeffery Gitomer's advice for years and have done well out of it. Does repeat a bit but, then we all need to be reminded of why we are in sales and how to make the most out of it. Alway value first, ask questions the answers are here.Read This!
Darren Teale Perth Western Autralia www.darrenteale.com.au

Perfect for the Sales Rookie.......2007-08-03

Anyone just entering the field of sales will benefit from the practical advice in this book. Forget about the thousands of textbook style sales books and pickm this one up.

This is NOT your average how-to guide! .......2007-06-11

"Every major sales answer you need to know is in this book." -From the Book.

Take a look inside this book and you'll see that this is no ordinary how-to guide. This guy is brilliant in that he has went off the beaten path of how a book is supposed to look. The book is approximately 5x8 in size, and is covered in red fabric and comes with a handy built in bookmark. I love the use of color throughout the book. The author has chosen to color important words and phrases throughout, to make them stand out in your mind, and there are some tasteful illustrations that enhance the messages conveyed.

I know so many sales people who don't like to read. If that's you, well, then you'll LOVE this book because not only is it an easy book to read and understand, but the style is totally fun. You may even forget you're reading and all the while you'll come away with a new perspective on selling!

I was hooked and knew I had to have this book from the beginning. I love the unconventional style of the book. Now, besides the great job he did on the look of the book, there is some extremely good information contained within these red walls. 99.5 real world answers are contained within 6.5 chapters. Loads of great advice on things like setting goals and How to do your best every day, prospecting, and even how to write a thank you note.

This book has more than earned it's spot on my bookshelf!

10 Secrets to Successful Home Buying and Selling: Using Your Housing Psychology to Make Smarter Decisions

Average customer rating:

Awesome help with home buying and sales!
Yippee!! I made the decision...
Housing and Happiness
Housing Decisions
A Remarkable Effort

10 Secrets to Successful Home Buying and Selling: Using Your Housing Psychology to Make Smarter Decisions
Lois A. Vitt
Manufacturer: Prentice Hall
ProductGroup: Book
Binding: Paperback

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ASIN: 0131455001

Customer Reviews:

Awesome help with home buying and sales!.......2007-01-06

Vitt's book has been a tremendous help to us with the complicated and emotional process of buying and selling our homes. We knew we wanted to move, but each of us had very different ideas of what the "perfect home" would be like. Our differences sometimes seemed insurmountable. Also, it was often hard to understand why we were looking for certain characteristics in a home, and why we wouldn't compromise. Fond memories of homes that we had loved mixed and collided with current and future needs. For example, one of us wanted a wooded lot on a quiet street above all else; the other didn't care about location but wanted the home to be big enough to meet our need for interior space. We couldn't find a property that suited us both; how could we resolve this potential pitfall? Ms. Vitt gave us a structure for examining our motives and hopes, as well as a way to resolve our differences and find a home we can both love.

Also, the financial aspects of the decision-making process were important, and "10 Secrets" gave us a very clear path for avoiding potential financial disasters.

A home is so important, both emotionally and financially. "10 Secrets" gave us the tools and information we needed to navigate our way to successfully buy a home.

Also, we were so impressed with Vitt's book, that we gave a copy to our realtor, who frequently has to negotiate between couples, as well as between buyers and sellers. A Must-Buy for Realtors, too!

Have given copies to friends who are thinking about moving. Great gift.

Well-written, well-organized, an awesome book!

Yippee!! I made the decision..........2005-01-25

to stay in my house! Having recently gone through a divorce, and somewhat uncomfortable with my neighborhood, which has a very different demographic from mine, I struggled with how I could manage the house on my own, and finance numerous small and large repairs without taking on too much debt.

After taking the quiz, I realized that the financial stability of my house is the most important factor I needed to satisfy. Once I realized that...it was much easier to invest a few thousand dollars to update the furnishings and to make the house more like a home that reflected my personality. I was also able to take on additional debt to make some costly, but necessary repairs, such a new foundation and sewer line. In doing so, I found a way to restructure my entire debt load that allows me one smaller monthly payment, leaving me with a greater monthly cash flow.

I can honestly say that I wouldn't have had the courage to undertake the repairs, and take on the additional debt, if I hadn't read this book. Having a clear insight into my issues surrounding "home" and understanding more clearly my emotional profile, I was able to make my need structure work in my favor, instead of against me. Without this book, I would probably have sold the house at a discount, and made another, equally unsatisfying move.

Housing and Happiness.......2005-01-05

I purchased this book on the advice of a friend. After determining my housing profile I purchased ten additional copies as holiday gifts for colleagues. This book is the first of it's kind and will assist you in understanding how your housing decisions are made and how to make your home a place of happiness and not only financial but emotional security. I found myself highlighting passages as I went along for quick future reference. I would highly recommend this book to anyone - no matter what your living/financial situation.

Housing Decisions.......2004-12-28

At last a book that entertains you while giving solid information. I especially like the way this author uses flesh and blood real people to illustrate her points. I'm halfway through already in one day --maybe I'll write another when I finish it.

A Remarkable Effort.......2004-12-27

I have worked with Dr. Vitt for many years, and I am always amazed when the final product arrives. This book is just one of many of the remarkable things she has written, but this book alone has been the greatest help to me in deciding to refinance my home, an idea I had been toying with for a long time. After rereading it for pleasure and learning, rather than editing, I have learned a great deal more about the dynamics of buying, selling or refinancing my own home, and for this I am grateful to Dr. Vitt. This book should be a great help to anyone who is considering any kind of housing change.

V. Karen McMahon

How to Succeed in Commercial Real Estate

Average customer rating:

Great book for a primer on commercial real estate
Informative
Superb !!
Should be titled "How to Succeed in Commercial Real Estate BROKERAGE"
Definitely worth the Read

How to Succeed in Commercial Real Estate
John L. Bowman
Manufacturer: Mesa House Publishing
ProductGroup: Book
Binding: Paperback

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ASIN: 0940352168

Book Description

How to Succeed in Commercial Real Estate is a comprehensive, practical book for those considering entering the field of commercial real estate, those just beginning in the business, as well as experienced brokers and sales managers who want to evaluate and strengthen their current strategies—especially those related to listings, negotiations, contracts, and sales.

The author provides a straightforward overview of the business of selling commercial property, including coverage of the four main specialty areas -retail, office, industrial, and investment—as well as crossovers and emerging specialties. Rather than pumping a "get rich quick" approach to selling, the author shows brokers that they don't have to sacrifice integrity and ethics to remain competitive and deal oriented. The book includes detailed coverage of

• Choosing a company and a specialty that's a good fit for you.
• Sales strategies and sales points specific to commercial real estate, including practical suggestions for countering other brokers.
• The importance of focusing on exclusive listings, how to find and get the best prospects, and the most effective strategies for marketing the property.
• Standard parts and points of negotiation for contracts and forms, including earnest money agreements, leases, options, listings, counter offers, and fee schedules.
• Rent and how it is calculated and quoted, including triple net, modified net, gross, and full service leases.
• Technical knowledge including agency, law, appraisal, taxation, zoning, surveys, environmental investigations, investment analysis, risk comparison, exchanges, financing, and property management.
•The pros and cons of going independent and how to decide if it's the right move for you.

Written in an engaging, straight-talk style, the author shares a wealth of other practical knowledge reaped from 30 years in the business.

Customer Reviews:

Great book for a primer on commercial real estate.......2007-09-01

Don't be mislead by the introduction to the author at the start of the book. The author appears to have been a professional student in his younger days, who had no idea what he wanted to do in life. He has two liberal art undergraduate degrees from two different colleges with a major in philosophy, then he started to work in his dad's commercial real estate firm. I thought oh boy! Do I really need to waste my time on this book?

The book is an excellent primer for those who might be interested in selling commercial real estate. It would even be a worthwhile read for most residential RE agents. It covers many areas which could transfer knowledge to residential agents. While I can see some of the reviewers would be disappointed because it includes many basics in real estate a person considering entering the field should know and gives them a feel for what it's like to work in the field. The author has a variety and good understanding of the entire field of commercial RE, as has had many management positions within the field. What more this isn't book written by someone who has never been in real estate. There are plenty of those books in the market place. Likewise this is not a book about how to get rich quick, which are plentiful in the market place.

Is the book general - yes! Is it informative - yes! Is it interesting reading - yes! If you're a pro in commercial real esate with over ten years experience it's not the book for you.

Informative.......2007-08-24

I would say the book was pretty informative and relatively insightful. It seems there are very few good books on commercial real estate brokerage - and I would recommend this one.

The book is a good broad brush of concepts...if you hunger for knowledge about commercial real estate, this is a good book.

Superb !!.......2007-03-02

As the title and description clearly indicates , this books teaches you the way to make it to the top in commercial real estate brokerage by someone who "has been there" in the ultra competitive (and many times cuthroat) world of commercial brokerage ; This type of education is a must if you expect to make it. As a mid level producer , i already started to use some of his advice and it has helped me to jump to the next level and if you want to make the best of it i recommend you read it twice.You will grow your career by leaps and bounds !!

Should be titled "How to Succeed in Commercial Real Estate BROKERAGE".......2007-02-12

I was disappointed with the book. I expected a book that would describe how to succeed in commercial real estate for someone wanting to buy and lease out commerical properties. This book hardly touched on the topics I wanted to learn about, such as what makes a property a good investment, how to do due diligence on a property when considering it for purchase, tips on finding a good investment and why it's so hard, pros and cons of development vs buying an existing building, etc. I would have appreciated if the front cover would have made the target audience clearer. Read the table of contents carefully before making the assumption I did!

Definitely worth the Read.......2007-01-26

This book maintains a no-nonsense strictly business approach to commercial real estate. The author has some *VERY* good points on countering your competitions sales pitches, and this alone is worth the read. Aside from the fact that the book has well developed chapters, clear concise writing, and few if any mistakes.

Find It, Fix It, Flip It!: Make Millions in Real Estate--One House at a Time

Average customer rating:

Excellent Book with Nothing Left to Guess
100 pages in a 300 page cover
Good book to train investors how to visualize potential in properties
Excellent book and chock full of pure meat !!!
Great tips and easy to understand

Find It, Fix It, Flip It!: Make Millions in Real Estate--One House at a Time
Michael Corbett
Manufacturer: Plume
ProductGroup: Book
Binding: Paperback

General | Business & Investing | Subjects | Books

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Investments | Real Estate | Business & Investing | Subjects | Books
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ASIN: 0452286697

Book Description

Michael Corbett—host of Extra's Mansions and Millionaires—shares his strategies, tips, and never-before-revealed insider techniques that have helped him make a fortune in real estate.

This book is for aspiring flippers, first-time home buyers, or any homeowner who wants to create big profits and own their ultimate dream home—mortgage free! Starting with the essentials, Corbett shares how to crunch the numbers to instantly determine a house's profit potential. He then covers every step from purchase to sale:
• Get the profit-making house at the price you can afford
• Make the improvements that make you millions
• Insider secrets that save you thousands
• Take advantage of the market's ups and downs
• Sell your home tax free and pocket the profits

Filled with practical tips, illustrated with before-and-after case studies and easy to use charts and worksheets, Find It, Fix It, Flip It! offers the insider expertise needed to tap into an exciting—and potentially limitless—new source of income and financial independence.

Customer Reviews:

Excellent Book with Nothing Left to Guess.......2007-09-25

This is one of the few library books that I had to purchase for myself.
The author is very very detailed with NO fluff or guessing on "how to".
Lots of pics & info references to really get true useful information on the subject. NO get rich BS here either. Did I mention easy read too..

100 pages in a 300 page cover.......2007-09-02

This book has an absurd amount of repetition. I felt like the author was trying to pad it to reach a certain length. he also brought up his previous position with Extra's Mansions & Millionaires a ridiculous number of times. The book is written with an attitude that I find distinctly crosses the line from confident to cocky. Furthermore, the editor did a poor job. There were numerous numbers that really didn't add up. For example, early in the book he mentioned that your appraisal costs should be form $300 - $600, depending on the size of your house. Later on, the number changes form $300 - $500. There is also a section titled "How a new tax law made me $60,000," and the numbers in it are laughably incorrect, not to mention he claims to have made $120,000, not $60,000. Not a deal breaker, but if such a lack of concern was shown for these details, how can I expect that the other subjects covered were portrayed correctly? Overall would not recommend.

Good book to train investors how to visualize potential in properties.......2007-09-01

If you are new to flipping houses this is an excellent resource. Mr. Corbett's book walks you through the money making elements essential to a successful flip.

Excellent book and chock full of pure meat !!!.......2007-08-15

This is a book that i had to slow down and go back to internalized it or i will miss the best of it. I have learned a lot by reading this book than the other courses i bought from other guru out there. it's impressive and full of information, i can say buy-it you won't be disappointed.
I wish Michael will write more book or offer some courses or seminar doing actual deal in the near future.

Nat

Great tips and easy to understand.......2007-08-04

This books gives great tips for the novice and veteran ofproperty flipping. The author uses real life examples putting the concepts into practice.

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