Book Review: Selling When No One Is Buying
Selling When No One Is Buying by sales trainer Stephan Schiffman didn't offer anything new or innovative but I'm glad I read it. It's full of reminders, procedures, warnings and tactic that will get your focused and restarted in forwarding a sales strategy for 2011.
In the first 100 pages Schiffman concentrates on you, the individual and ways to adjust your process and your habits. He insists that knowing your ratios of contacts to clients to sales is important and I agree. First start with your attitude. Make it positive. If you don't believe in yourself or in your product, no one you talk to is going to believe either. Then educate yourself in the means of communication as we know it today. The second part of the book deals a lot with marketing to large companies and while this is not so revalent to real estate agents, the methods of getting to the right people and what to say may well prove valuable.
Each chapter ends with a Take Action demand that should set your mind and feet in motion. If you are reading the book it is because you have goals to reach and are not interested letting a little thing like a bad economy get you down.
In summary the book offers this:
- The economy is cyclical
- There's no magic formula for selling in a bad economy
- Selling in an economic downturn means looking at things in a different way
- Hard times are a chance to transform your relationship with your accounts
- Sales is always about attitude
My copy, like almost all of the books I review is available for free. If you'd like it, just send me an email and one day soon it will arrive at your door in the US mail. This book has now been sent to someone.
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