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All told, I felt the book was a must read.\u003cbr\u003eHere is my summary of key-take-ways:\u003cbr\u003e1. Knowing that activity takes 90+ days to pay off, successful salespeople relentlessly fill their pipeline through a mixture of telephone, in-person, e-mail, social selling, text messaging, referrals, networking, inbound leads, trade shows, and cold calling.\u003cbr\u003e2. 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It does an exceptional job at telling stories and giving advice from numerous professionals. The best part is that those stories and advice are there to back up the scientific claims made, making them so much more valuable. It's a great book for those entering sales or even in a rut wanting to figure out new more profitable techniques and this book gives a clear reasoning behind the art and timing of selling and the selling process. The only thing that may be added are exercises or ways to practice or even monitor progress with learning these new skills.\u003c\/p\u003e\n\u003cp\u003ePossibly showing how a person can tell if they are improving by defining how others are supposed to react or are not supposed too and showing where that lies on the scale of good selling. In all it's a great book for those starting in sales needing to learn or those who can sell and just want to know more but should try to target those confident in their sales too. Such as showing how to maintain that level of accomplishment with out risking it all. 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This book doesn't just focus on the mechanics of selling but digs deep into understanding the true pain points and problems of your prospects.\u003c\/p\u003e\n\u003cp\u003eThe concept of identifying the \"gap\" between where your customer is and where they want to be is so powerful. It shifted my mindset from simply pitching products to genuinely solving problems. Keenan walks you through a practical framework that’s easy to implement, yet so effective in driving meaningful conversations that convert.\u003c\/p\u003e\n\u003cp\u003eOne of my favorite parts is how the book stresses empathy and critical thinking over pushy, outdated tactics. It's less about features and more about the value you bring by bridging the gap between a client’s current reality and their desired outcome.\u003c\/p\u003e\n\u003cp\u003eOverall, \"Gap Selling\" is an engaging, no-nonsense read with actionable insights that have had a noticeable impact on my sales strategy. 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It is my intent that the discussions of the chapters kindle your interest and spur you on to buy the book.\u003c\/p\u003e\n\u003cp\u003ePrinciple 1. Kick your own ass: Your buyers must like you. Liking leads to trust. Trust leads to buying.\u003c\/p\u003e\n\u003cp\u003ePrinciple 2. Prepare to win, or lose to someone who is: Be clear about the objective of the meeting with the prospect.\u003c\/p\u003e\n\u003cp\u003ePrinciple 3. Personal branding is sales: Establish yourself as an expert. Show up where the decision makers are. Become a resource.\u003c\/p\u003e\n\u003cp\u003ePrinciple 4. It's all about value: Give free talks at Kiwanis or Rotary clubs; give a guide for free in exchange for a business card.\u003c\/p\u003e\n\u003cp\u003ePrinciple 5. It's not work, its Network: Traditional organizations are mentioned: Kiwanis, Rotary, etc. (but what about Meetup?)\u003c\/p\u003e\n\u003cp\u003ePrinciple 6. If you can't get in front of the real decision maker..: Sell the appointment, not the product. At appointment, ask, \"How will this decision be made?\" to find decision maker.\u003c\/p\u003e\n\u003cp\u003ePrinciple 7. Engage me and you can make me convince myself: Ask, \"What has been your experience with?...\" to understand prospect's evaluation criteria and to engage them.\u003c\/p\u003e\n\u003cp\u003ePrinciple 8. If you can make them laugh, then you can make them buy: Tell funny story to demonstrate point.\u003c\/p\u003e\n\u003cp\u003ePrinciple 9. Use creativity to differentiate and dominate: Change voicemail outgoing message to something about your product, an inspiring quote, or a recorded testimonial.\u003c\/p\u003e\n\u003cp\u003ePrinciple 10. Reduce their risk and you'll convert selling to buying: Identify the risks: Overpaying; Need; The right version? Quality; Service; Performance; Embarrassment, etc.\u003c\/p\u003e\n\u003cp\u003ePrinciple 11. When you say it about yourself it's bragging: Use testimonials whenever possible, especially in advertising and near the end of the sales cycle.\u003c\/p\u003e\n\u003cp\u003ePrinciple 12. Antennas up! Always be on the lookout for opportunities.\u003c\/p\u003e\n\u003cp\u003ePrinciple 12.5. Resign your position as general manager of the universe: Don't spend time or energy on things you can't control.\u003c\/p\u003e\n\u003cp\u003eOverall, I found the book interesting with useful elements I can use in \"selling\" my ideas. The book would be much improved, in my opinion, with more up-to-date material, such as how the Internet has changed the sales process, and how newer networking alternatives, such as Meetup, has changed prospecting. 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Directness: Go Straight Ahead\u003c\/p\u003e\n\u003cp\u003eLearn by using the new skill you're trying to acquire in a situation similar to or exactly like the situation you would actually use the skill. For example, learning a new language is more direct when you try to use the language in conversation with someone rather than just listening to lessons or using fun apps.\u003c\/p\u003e\n\u003cp\u003e4. Drill: Attach Your Weakest Point\u003c\/p\u003e\n\u003cp\u003eKnowing what you really need to learn and deliberately practicing. Focus more on the areas that you are deficient in to improve your weakest skills. Practice an isolated component.\u003c\/p\u003e\n\u003cp\u003e5. Retrieval: Test to Learn\u003c\/p\u003e\n\u003cp\u003eLearning something doesn't do you any good if you can't remember it when you need it. Testing yourself on what you've learned is best done by doing retrieval exercises or tests rather than referring to books or content about the subject. Do your best to extract the information you are learning from your memory to help form long-term memories of the content.\u003c\/p\u003e\n\u003cp\u003e6. Feedback: Don't Dodge the Punches\u003c\/p\u003e\n\u003cp\u003eFind ways to get honest feedback from your learning initiatives through tests. It's easy to get feedback that stokes your ego, but this feedback does not help you grow and learn. Some feedback is noise and is not helpful. Other feedback is a signal and can help you build up the skill you're trying to learn by letting you know about things you need to improve upon.\u003c\/p\u003e\n\u003cp\u003e7. Retention: Don't Fill a Leaky Bucket\u003c\/p\u003e\n\u003cp\u003eSpending a lot of time learning something is almost useless if you don't retain what you've learned. Some things are essential to keep in your memory, while others can be looked up if needed in the future.\u003c\/p\u003e\n\u003cp\u003e8. Intuition: Dig Deep Before Building Up\u003c\/p\u003e\n\u003cp\u003eKnowing a skill so well that you can apply it to different situations. Having such a deep understanding of a subject, you know all the possibilities to solve a problem and when to use which solution.\u003c\/p\u003e\n\u003cp\u003e9. Experimentation: Explore Outside Your Comfort Zone\u003c\/p\u003e\n\u003cp\u003eExperimentation helps you learn because it forces you to try new things to accomplish a task or goal. Experimentation expands your knowledge and understanding of the topic in unexpected ways. 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The author explains how the brain works when processing information on the side of the information sender and the information receiver. He lays out the concept of framing and status and how everyone's perspective influences how your information or presentation is received. He provides various solutions on how to breach those perspectives to convey your point and achieve the desired outcome.\u003c\/p\u003e\n\u003cp\u003eThe book is very well written and thus easy to read. It does pick up scientific concepts here and there but does not go into a lot of detail on those. If this is what you are looking for, then you should look for another book. This book is more focused on getting the point across and references research and personal experience along the way. The author does a great job at summarizing main points and referring back to them throughout the book which makes it easy to follow and retain. It also helps to find the right spot to re-read paragraphs.\u003c\/p\u003e\n\u003cp\u003eMain points are illustrated with stories from the author's life and he pauses every once in a while to highlight the points the example is referring to. The stories are interesting and helpful. 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Worth every penny. The introduction itself is priceless, have to now see what the content has to offer. Very promising.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e📌 Genre: Business, Marketing, Sales.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e📚 সেলাই করা বাইন্ডিং\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e📖 Premium Quality Books.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e➡️ Best Printing quality.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e➡️ Eye Pleasing paper.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e✅ Matt cover (Paperback).\u003c\/strong\u003e\u003c\/p\u003e","brand":"Book Tank BD","offers":[{"title":"Default Title","offer_id":43170590982281,"sku":"","price":250.0,"currency_code":"BDT","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0624\/7038\/9897\/files\/The_Only_Sales_Guide_You_ll_Ever_Need.jpg?v=1741679643"},{"product_id":"snap-selling","title":"Snap Selling by Jill Konrath","description":"\u003ch2\u003eSnap Selling by Jill Konrath\u003c\/h2\u003e\n\u003cp\u003eJill Konrath has written another fantastic book. I was faithful to Selling to Big Companies, using that book as a kind of guide to business development. I thought she hit the mark with that book but with Snap Selling, she really nailed it. Snap Selling is like having Jill beside you, coaching you through your toughest business development challenges. What I love about Jill's style of writing is that I feel that she is writing just for me. And speaking directly to me. She really knows what it's like to try to sell to crazy, busy people.\u003c\/p\u003e\n\u003cp\u003eWhen I started to read Snap Selling my first thought was- fantastic. I don't feel so alone. There is somebody who really understands what my situation is like. I especially liked her acknowledgement that, in fact, often what we have to offer doesn't appear, on the surface, to be that unique. That alot of our products and services are commoditized. And she acknowledges how hard it is to present yourself as unique and different. Ok. So I'm not imagining the challenge. 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If you are in sales right now, you absolutely have to read this book. It took the day to read it, and was well worth the wait.\u003c\/p\u003e\n\u003cp\u003eBelfort has a deep and profound understanding of human nature and how to convey the right image to make a sale. From your tone of voice, cadence, enthusiasm, certainty, and belief in what you sell, he knows how to put that all together to generate sales at a rapid rate.\u003c\/p\u003e\n\u003cp\u003eOK, the book tells about his history selling stocks, training salespeople, and a little about the adventures he has had along the way. But\u003cbr\u003emostly, for the price of a lunch, you are essentially getting the meat of the Straight Line Sales System that sells online for about $2,000 (at least that's what I remember a few years ago).\u003c\/p\u003e\n\u003cp\u003eOne caveat, this book tells the hard truth about making sales. If you sell arts and crafts at a bazaar maybe this isn't for you. 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When I first got the book, I figured it would be about closing at the very end of a sales process, but it starts from the beginning. For example, when you pick up the phone to call a prospect, your goal should essentially be to 'close' them on a commitment for their time to visit them for a initial meeting, another would be to 'close' a prospect on the commitment to collaborate.\u003cbr\u003e\u003c\/p\u003e\n\u003cp\u003eI felt that this book, for me, really slowed things down and went in depth on what you should be going for when you are trying to gain the commitments it talks about. Too many times, a prospect picks up, their 'reactionary defense mechanisms' take over, in their mind, they almost feel like you are trying to snag the sale right there, on the spot without any regard for his or hers current situation. This book does an excellent job showing you the steps it's going to take to get to the point of landing the sale where both you and the customer know the decision is the right one, everyone is on board, and value has been exchanged. Going through the different commitments will leave nothing to 'chance' during the sales process and help you not lose out due to deals falling apart 'behind closed doors'\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eI highly recommend this book to new and veteran sales reps, excellent read!!!!\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e📌 Genre: Business, Marketing, Sales.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e📚 সেলাই করা বাইন্ডিং\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e📖 Premium Quality Books.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e➡️ Best Printing quality.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e➡️ Eye Pleasing paper.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e✅ Matt cover (Paperback).\u003c\/strong\u003e\u003c\/p\u003e","brand":"Book Tank BD","offers":[{"title":"Default Title","offer_id":43230867062921,"sku":"","price":250.0,"currency_code":"BDT","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0624\/7038\/9897\/files\/The_Lost_Art_of_Closing.jpg?v=1741679650"},{"product_id":"the-greatest-salesman-in-the-world","title":"The Greatest Salesman In the World by Og Mandino","description":"\u003ch2\u003eThe Greatest Salesman In the World by Og Mandino\u003c\/h2\u003e\n\u003cp\u003eYou will find that the size of the book means nothing after you read this one.\u003cbr\u003eIn such a small book and a short read, I feel like I can take on the world. I got this book for me and a close relative to read together long distance over the phone when we cannot be together. The works of affirmations and the words of encouragement provided from this book brought us so much closer together, while motivating us and giving us a greater sense of perspective on life in the process. The small size makes it easy to carry on the go, easy to store in a purse, sling bag, or even cargo shorts.\u003c\/p\u003e\n\u003cp\u003eWhile the cover may say the greatest salesman in the world, it inspires anyone to become the greatest version of them self. It encourages connection, understanding, and thought about the world. Utilizing various analogies and stories, a myriad of lessons can be learned from the small book. It touches on gratitude, having faith, and perseverance, in addition to so many more important topics that should be talked about in society. This is a book everyone should read, to give everyone some much-needed perspective and mindfulness in their life right now. The lessons to be learned in this book are well worth the price, and I cannot wait to read the sequel. The scrolls provided in this book appeal to those who are both religious and not religious, and does not push it’s views on anyone. The book simply hopes to invoke a sense of control in your life. No matter who you are or where you are, happy or sad, this book is vital to changing your mindset for the better.\u003c\/p\u003e\n\u003cp\u003eI strongly encourage you to buy multiple copies of this book- more copies, cheaper rate per book- and because you will want to give this to a friend. I continue to buy this book for my friends, family, and strangers as gifts and just as a guide to those who hold great potential. 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