Steve Martin and Gary Colleran: Sold!

How can we make it easier for our customers to buy from us? In my opinion, Steve Martin and Gary Colleran have found the answer in their book. Steve and Gary are the founders of Sales interAction, who give us an outline of their „Effective Selling Programme” (ESP). They believe that in order to become number one, we first have to work and act as if we were second. They have questions for us like: Have we ever been treated like a number? Have we ever met sales reps who paid no attention to us? Have we aver met sales reps who began by telling us what we needed? The answer is probably yes, in spite of the fact that sales activities are an essential element of business. Getting rid of irrelevant concepts and tactics, they only focus on the essential aspects of successful sales work and on what really makes a difference for customers. This book is to be recommended for both beginners and experienced professionals.