Influential Selling: How to Win in Today's Selling Environment

This is an unusual little book in that it actually provides a step-by-step method for selling rather than the usual collection of theories, tips, and motivation. Can anyone apply this method? Well, that's the question. I have to admit that most of the highly successful salespeople I know use most if not all of these techniques, but I can't help but think it's not for everyone. The emphasis is on building intensive realtionships with customers and a strong personal brand identity. These are not new concepts in sales, but this book is the first time I've ever seen anyone lay out in a detailed manner exactly what those things mean. The influential selling method front-loads a lot of preparation leading up to a possible sale. A lot of salespeople, myself included, would like to know beforehand whether they're wasting their time, but maybe that's why I'm not a sales leader in my company. That said, I think the techniques, e.g., building a personal brand that emphasizes knowledge and expertise, writing papers and articles, holding seminars, customer research, etc., can help anyone from small business owners to high-production corporate salespeople build dedicated customer bases that will keep producing sales year after year. Influential Selling provides its information in the form of a story about a salesman in a slump who finds a mentor to lead him out of the wilderness. A mentor would be better than a book, but this is the next best thing. It's also a quick and engaging read that makes its points accessible in an entertaining way. Influential Selling is an addition well worth the price for any salesperson's library.