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Title: The One Minute Salesperson by Larry Wilson, M.D. Spencer Johnson ISBN: 0-7393-0768-1 Publisher: Random House Audio Assets Pub. Date: 16 September, 2003 Format: Audio CD Volumes: 1 List Price(USD): $15.00 |
Average Customer Rating: 4.2 (20 reviews)
Rating: 3
Summary: Useful basic info
Comment: "The One Minute Sales Person" is a book about sales. As the title suggests, the focus of the book is on various activities that you can do in "one minute". There is a lot of emphasis on the 80/20 rule, which says that 80% of the work is achieved by 20% of the effort. Basically it is a book about how to effectively prepare and present a sales presentation. The "one minute" stuff is just a brand and at times seems a little forced.
I like the book because it is short and easy to read. It contains useful, practical tips that are good if you are a beginner to sales. It puts a lot of emphasis on caring about the customer and finding out their needs, something that we all lose touch with from time to time.
Some things I don't like about the book include the third person perspective. Constant phrases such as "he had his doubts", "he wondered" etc become annoying and a tad confusing over time. The material is presented as a series of exchanges between a novice salesman and the mythical "One Minute Salesperson". Again unnecessary and garbles the message.
All in all a good introductory text if you're new to selling. I got through it within an hour or so and did learn a few things.
Rating: 5
Summary: Provides Focus
Comment: Johnson (with Wilson) notes "I frequently look at my goals and then at my behavior to see if it matches my goals (p. 68). This is the practical advice offered throughout this well-written book. There is discussion of "relaxed excitement," whereby a person enjoys the process of success as it happens. The benefit of "seeing success" before it materializes is also included.
Sales is elevated beyond drudgery to altruism when one sells on "purpose." By this, the author means helping people get the good feelings they want about what they purchased (p. 25).
Rating: 5
Summary: Create a Vision of Your Past Successes
Comment: Prior to pitching your sale, take one minute to envision yourself selling to the customer that you want to sell to. Feel what it feels like to successfully do this. Describe those feelings to yourself.
Now, take a minute to think back to a time when you have sold something to someone, in the past. Notice this as though you are watching a 60 second commercial.
Praise yourself for that past accomplishment. And praise yourself for being able to create a vision of your success.
Use this self-image of yourself to sell to your next prospect.
This is a great book that reminds of our abilities, when we harness them.
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Title: The One Minute Manager by Spencer Johnson, Kenneth H. Blanchard ISBN: 0425098478 Publisher: Penguin Putnam Inc. Pub. Date: 1983 List Price(USD): $12.95 |
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Title: The 25 Sales Habits of Highly Successful Salespeople by Stephan Schiffman ISBN: 1558503919 Publisher: Adams Media Corporation Pub. Date: June, 1994 List Price(USD): $6.95 |
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Title: "Yes" or "No": The Guide to Better Decisions by Spencer Johnson ISBN: 0887306314 Publisher: HarperBusiness Pub. Date: 04 August, 1993 List Price(USD): $13.95 |
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Title: One Minute for Yourself by Spencer Johnson ISBN: 0688163564 Publisher: Quill Pub. Date: 07 October, 1998 List Price(USD): $10.95 |
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Title: The One Minute Father by Spencer Johnson, Candle Communications ISBN: 0688144055 Publisher: Quill Pub. Date: 16 October, 1995 List Price(USD): $10.95 |
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