November 29th 2010
Sell Yourself First. The most critical element in every sales effort. Thomas A. Freese.
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Sell Yourself First. The most critical element in every sales effort. Thomas A. Freese. 2011. 978-1591843658. I am a fan of Freese’s work and his approach – because it works. This book offers a bit if everything to the reader. A good review of Question Based Selling, good strong examples and stories to reinforce, and something new. The new part is how to approach a potential client and/or employer with a very strong opening statements that immediately makes you unique from all others and puts the rest into a commodity situation. In our practice we use variants of this approach all the time and it results in clients telling us we are different from all others and we get the high value work. People do not trust or believe most sales people and Freese nails why it happens and what to do about it. He does it by talking about the elephant in the room and getting right at why people have learned not to trust salesfolks. I also enjoyed his chapter on selling value, not on price. Easy clear read (the guy is good at this). Useful for a coast to coast flight – but take notes and review. Simple yes, easy to do , no since you must change sales behaviors.
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Category: Communication, Lifeskills, Sales, Sales Efficiency
