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In this practical, enlightening guide, master salesman John Klymshyn reveals how you can be assertive and effective without rubbing people the wrong way or fulfilling the stereotype of the jerk salesperson. He detonates traditional sales methods and replaces them with modern techniques for reading customer behavior and regulating your own behavior to make more sales without having to get pushy. If you want to sell more and be a nicer person, this is an ideal sales resource.
- Sales Rank: #868601 in Books
- Published on: 2008-02-25
- Original language: English
- Number of items: 1
- Dimensions: 9.30" h x .90" w x 6.30" l, .87 pounds
- Binding: Hardcover
- 224 pages
From the Inside Flap
Tired of cute comments and refried attitude-adjustment theories? Sure there must be some way that you can sell more and develop more return business? Yearning for a more honorable, human approach to selling that will let you make more money, have fun, and feel good about what you do? How to Sell Without Being a JERK! is the no-nonsense guide you've been waiting for.
How to Sell Without Being a JERK! shows you how to make positive and assertive sales presentations in a way that forges long-lasting relationships, builds client confidence, and keeps you out of the "jerk" category for good. Renowned sales professional and mentor John Klymshyn analyzes the structure of a well-managed sales call and shows you how to build your presentation using a logical, creative design and a specific plan that will result in a long-lasting structure.
Using true stories from the trenches, examples of right and wrong approaches, and plain, cut-to-the-chase language, Klymshyn dissects the ideology that makes many salespeople sell with a callous approach. He explains how traditional methods of selling contribute to the "jerk" stereotype and how best to avoid the label.
At the core of Klymshyn's approach is the belief that developing the ability to read your audience is your most valuable tool when it comes to making a sale. He shows you how to hear, read, and know what people say and what they mean. He also presents a series of painfully true stories that underscore the importance of not being a jerk—stories that will have you laughing, nodding, and even cringing. Stop being a jerk—and start selling more.
From the Back Cover
Praise for How to SELL Without Being a JERK!
"John takes selling strategies to a new level of understanding. The book is truly enlightening, andhis tactics are simple, yet brilliant. Implement his strategies and opportunities will follow."
—Steffen Sheerin, Director of Group Sales, Pinehurst Golf Resort
"This easy-to-read book is full of funny (and all too familiar) anecdotes—with actual selling techniques that will put you on the path to becoming a sales professional. I will recommend this book to anyone wishing to advance their sales career."
—Jeff Thomas, National Sales Manager, ADP Employer Services
"This book is hilarious and smart. Klymshyn hits the instructional mark and the funny boneat the same time."
—John N. Elston Jr., Executive Vice President, Sales and Marketing, Sunstone Hotel Properties
"In a straightforward fashion, How to Sell Without Being a JERK! offers excellent ideas.John once again offers sound, practical advice that paves the way to sales success."
—Silvia L. Coulter, Managing Director, CoulterCranston;President, The Legal Sales and Service Organization
"Two thumbs up! John's a master. . . . He provides new ways to bring old ideas to life.I just finished reading How to Sell Without Being a JERK!, and I've already applied his wisdomto my day-to-day profession."
—Beth Marie Cuzzone, Director of Business Development, Goulston & Storrs
"John Klymshyn's book How to Sell Without Being a JERK! sets out to tie it all together, and he accomplishes this with flair, a steady stream of easily applied sales techniques, and solid advice."
—H. Ross Ford III, President and CEO, TCN Worldwide
"This book confirms what we in commercial real estate sales have known for years; selling is not a dirty word, and there is a right and a wrong way to do it. The creation of and following of a process, listening more than speaking, and a long-term perspective are all key elements that I try to practice every day in my own business. John has captured here the belief and techniques for taking a professional approach. Read this and you will replace 'jerk' with 'expert.'"
—Marty Almquist, Senior Vice President, Cassidy & Pinkard Colliers
About the Author
John Klymshyn is a prolific writer, busy speaker, and dedicated family man. He is President of The Business Generator, a sales management and team effectiveness training firm. He teaches other professionals how to sell, connect, lead, and communicate without being a jerk. He has built, fixed, or managed sales teams to success in several industries and maintains a marquee client list of companies and professional associations from Toronto to Miami, Seattle to Mexico City.
Most helpful customer reviews
0 of 0 people found the following review helpful.
Another 200 "sales" page book that could have been 25
By The Man in the Hathaway Shirt
Another 200 page book that could have been a pamphlet, replete with repetitive text and examples. (Also, True Life Horror Stories Nos. 3 and 8 are essentially identical and thus redundant.) Basically I can sum the whole book up in one very short paragraph: don't pressure, ask questions that your prospects find interesting or relevant to them, listen closely to their replies and don't have canned answers, and ask open-ended questions that lead them to talk, rather than "yes/no" questions that can end the conversation. Even if a prospect isn't interested or able to buy right now, keep them in the loop for further conversation but do establish how much contact is too much so they don't get sick of you. Oh, and have a sense of humor. There you go, I just saved you the time and cost of reading the book. You're welcome.
15 of 17 people found the following review helpful.
Author sounds like a salesperson I wouldn't personally buy from
By A. Ojastu
I've been in sales for 8 years, out of which 3 years as a sales manager and for the last 2 years been working as a sales coach in Scandinavia. During this time I've come to study a LOT of sales books and it is getting more and more difficult for me to find something original or valuable.
I bought this book because of it's title - hoping that the author would map out a guideline to recognize "the jerk" in one's sales (which sounds like an original idea).
What it happened to be instead was a badly written, overtly wordy, self-boasting; "I know what I'm talking about (10 pages); First I will tell you what I will tell you about (10 pages), now I tell you how great I am to tell this to you (10 pages), and if I am going to tell you what's my point (5 pages), then here are the reasons you'll love it (10 pages) and here's the point (1 page)" type of a book.
The book didn't answer it's main question, as a matter of fact it didn't even explain what a jerk in sales means. The book will not be helpful for a beginner in sales, because it is not specific enough and has too little substance and in no case is it a worthwhile reading for an experienced salesperson. If you are afraid of sales, because it feels like a manipulative "jerk like" activity, don't buy this book, it will make you even more discouraged. Get something from Jeffrey Gitomer instead.
Why I didn't rate this book with one star, was simply because it had some funny stories in it and the author clearly illustrated how a bad writing style looks like. So I am grateful for a lesson.
PS! Don't be mislead by the 5 star (friends and relatives) postings, like I was.
19 of 22 people found the following review helpful.
One Of The Best Selling Books I've Ever Read
By Dave Lakhani
[[VIDEOID:18987841]]How To Sell Without Being A Jerk will cause you to immediately recognize where you've been selling in an old and outdated fashion. I couldn't put it down and I have to admit, the selling stories made me laugh, often because I'd been in very similar situations.
Watch my review, I'll give you a lot more specific detail about why I think this book is great.
Dave Lakhani
Subliminal Persuasion: Influence & Marketing Secrets They Don't Want You To Know
See all 13 customer reviews...
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