Review: Bare Bones of Selling
Rating: 4 out of 5
Date: 03 18, 2014
This book guides you through 7 steps of the selling process: introduction, the hook, qualify, presentation, handle objections, close and rehash. Each of these steps is briefly described on 2 - 3 pages, just enough to give you the idea what's it about, but hardly enough to turn you into a salesman.  The section on close has 2 closes, one of which the author named direct and the other indirect. The section on creating impulse buying involves including limited availability of the offering.Following these approximately 20 pages that deal with the selling process, are golden rules that tell you to count on the law of averages in your industry, to answer your prospect's questions in a simple way, to always be closing, and it briefly describes four types of people - analytical, dominant, expressive, and amiable - and how to best deal with them during the selling process.The section on 10 keys to success deals with the influence that your mental attitudes and character will have on your success as a salesperson.