It’s hard to find a book that doesn’t emphasize only one phase of the sales process, such as prospecting, at the cost of another phase, such as presentations. Cy Charney’s authoritative manual lives up to its name and thoroughly covers all areas. The tips provide a comprehensive compendium of predominant wisdom on how to sell. This is essentially a book of lists - lists of prospecting tips, how to make presentations, how to overcome objections, how to close and more. This handbook is notable more for its breadth than the originality of its ideas, some of which are targeted to beginners. However, it does offer up-to-date coverage of newer technologies, such as Internet searching. The volume’s minimalist organizational design actually suits its goal: providing straightforward information to those with a sincere desire to master the art of selling. getAbstract.com very highly recommends this book to those pursuing the noble profession of sales.
In this summary, you will learn
- The proper attitudes that lead to successful selling; and
- Various techniques for networking, prospecting, presenting, overcoming objections and closing sales.
About the Author
Business author Cy Charney’s books include The Manager’s Tool Kit, The Trainer’s Tool Kit and The Portable Mentor. He is president of Charney and Associates, Inc., a consulting firm that focuses on improving individual and organizational performance.
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Comment on this summary
9 months agoThe author tells you to do the obvious but skips over explaining the how to of what he suggests.
The author wastes reading time by defining what a gatekeeper and a decision maker is. I knew from the get go, the author has nothing new to say by starting off with " nothing happens when a sale is made".
You probably guess by now I don't recommend this book. Waste 10-15 minutes to see if you agree