Most books about sales are written by people who have not sold anything in the past decade except their sales courses and their sales books. Few sales book authors have recent experience selling something concrete to the real world. This manual, on the other hand, is written like a speech by a man who got his sales talk training on the job and refined it at Toastmasters. He asks if he can tell us what he wants to tell us before he tells us. He tries several communications techniques, including a few duds that work as speeches given over rubber chicken dinners but bog down in print. Still, the voice of an everyman talking plain about sales language, sales skills and sales foibles is valuable. For its simplicity and useful anecdotes, getAbstract.com recommends this book to beginning salespeople, veterans with declining numbers, corporate communicators and entry level PR types.
In this summary, you will learn
- How to improve your sales performance;
- How to evaluate your strengths and weaknesses as a communicator; and
- How to present your sales message.
About the Author
Len Serafino is a successful salesmen and sales trainer who spent 10 years selling medical supplies to doctors, hospitals and HMO’s. He was also a buyer of health care services. His articles have appeared in Toastmaster Magazine and HomeCare Magazine.