Review: A Good Place To Start When Addressing Sales Skills
Rating: 4 out of 5
Date: 06 2, 2013
As a small business owner, I know how difficult it can be to close sales. You've done the homework and met with the client to discuss specifics. Everything was going well until it came time to close the deal. Your answer: the resounding sound of chirping crickets.When potential clients spend time prospecting professional services, they want to know what you're going to do for them - how you're going to solve whatever problem they've brought to you for aid. In my personal experience in terms of being a client, I've seen far too many salespeople approach me with their end goals in mind rather than mine. I don't hire someone to help them, I hire someone to help me otherwise I wouldn't bother. Allan Colman's Own the Zone helps teach you to lose that mindset by providing simple and straightforward strategies to strengthen your close and better your chances of walking away with a deal in place.Included with the information are "mini-labs," exercises designed to walk you step-by-step through the process of choosing prospective clients, preparing for client meetings, developing opportunities, and fine-tuning your "unique positioning statement," that is what sets you apart from other companies in your field. This is by no means a comprehensive list, and I recommend this book as a good place to start if your sales skills are lacking or need a re-adjustment.My one issue with Own the Zone is the tone of the book. Certainly, it is written for professionals, but it's very dry (my one big issue with most books written for professionals) even if the information is solid and relevant. Overall, I recommend this book as a good place to start if your sales skills are lacking or in need of a readjustment.