Summary of How Not to Sell
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Qualities
- Applicable
- Concrete Examples
- For Beginners
While the rating tells you how good a book is according to our two core criteria, it says nothing about its particular defining features. Therefore, we use a set of 20 qualities to characterize each book by its strengths:
Applicable – You’ll get advice that can be directly applied in the workplace or in everyday situations.
Analytical – You’ll understand the inner workings of the subject matter.
Background – You’ll get contextual knowledge as a frame for informed action or analysis.
Bold – You’ll find arguments that may break with predominant views.
Comprehensive – You’ll find every aspect of the subject matter covered.
Concrete Examples – You’ll get practical advice illustrated with examples of real-world applications or anecdotes.
Controversial – You’ll be confronted with strongly debated opinions.
Eloquent – You’ll enjoy a masterfully written or presented text.
Engaging – You’ll read or watch this all the way through the end.
Eye opening – You’ll be offered highly surprising insights.
For beginners – You’ll find this to be a good primer if you’re a learner with little or no prior experience/knowledge.
For experts – You’ll get the higher-level knowledge/instructions you need as an expert.
Hot Topic – You’ll find yourself in the middle of a highly debated issue.
Innovative – You can expect some truly fresh ideas and insights on brand-new products or trends.
Insider’s take – You’ll have the privilege of learning from someone who knows her or his topic inside-out.
Inspiring – You’ll want to put into practice what you’ve read immediately.
Overview – You’ll get a broad treatment of the subject matter, mentioning all its major aspects.
Scientific – You’ll get facts and figures grounded in scientific research.
Visionary – You’ll get a glimpse of the future and what it might mean for you.
Well structured – You’ll find this to be particularly well organized to support its reception or application.
Recommendation
Mike Wicks spells out in detailed lists what salespeople must not do if they wish to succeed. His unconventional sales book has much to offer. Proactive salespeople who review his lists will do well. However, some of his warnings are silly. For example, how many salespeople need to be told not to style their hair into a Mohawk? Dedicated salespeople should heed Wicks’ more sensible advice – and there’s plenty of that – to build sales by avoiding complexity and common mistakes.
About the Author
Senior writer at Kevin Anderson & Associates, Mike Wicks has written or collaborated on more than 20 books, e-books and training manuals. The Military Writers Society of America named his Fire from the Sky: A Diary Over Japan as the best military memoir of 2005.
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