Reviews and Testimonials
At first sight of this book I held my breath because of the 708 pages; however, once I started getting into the “meat” of the contents, I realized the value of every page. The authors are upfront in the beginning of the book by stating: If you study this book, master its principles, and apply what you’ve learned, you will find yourself at the very top of the selling profession….” And, I can’t disagree with them. As I explored “Sales Encyclopedia,” I realized this is not something I could skim through to get the full effect, but it is a book to read, read again, and implement as I go along in the second reading.
Interestingly enough, Chapin et al start off with distinguishing the difference between success and failure in selling. The reader, and prospective top salesperson, needs to be aware of this difference and the components of each. What one may think is success another may think of it as a failure. However, the authors make it very clear in setting apart the top salespeople from the mediocre and poor ones. But, they also make it very clear on how the mediocre and poor ones become top ones. The first chapter delves right into having a positive attitude – enthusiasm, drive, competitiveness, and confidence. If one doesn’t have these characteristics there is no point continuing with a career as a top salesperson or any further in this book.
But, it’s not only about attitude. According to the authors, a dedicated salesperson using the techniques set out in “Sales Encyclopedia” will systematically create a navigational structure to not only take themselves, but the company they own or work for far beyond any competitor.
Well written, well defined, and certainly well presented, “Sales Encyclopedia” is a book that can be used for all sales training seminars in companies, as well as mandatory reading for all inspiring salespeople, regardless of industry. Seasoned salespeople will also find confirmation of what they know already, but they will also find inspiration to make changes and look at their career with different eyes. Success only comes with the will to achieve it. Sales success comes with knowing the how and “Sales Encyclopedia” teaches the how.
- Irene Watson – Reader Views – Austin, TX
This book contains outstanding information that I have never come across in my 26+ years of selling. Just one of these ideas increased my closing percentage by more than 30%.
- Rich Garvin – Owner, The Gym, Inc. – Lake Orient, MI
“I recently reviewed a new sales book: Sales Encyclopedia. Having DONE IT for 50 years, I can honestly say that this book is the most complete, comprehensive book ever written on selling. No matter what your experience level, you’ll find gems here found nowhere else. I highly recommend this book.”
- Jim Straw – editor of businesslyceum.com – Dalton, GA
If you want to know everything about selling, then buy this book. It’s several lifetimes of sales experience all written down and well organized. No matter what your selling situation, it will help you grow your sales.
- Michelle Nichols – former Savvy Selling columnist for BusinessWeek.com and founder of National Hug Your Kids Day – Reno, NV
If you can only get one book on sales, this should be it. Don’t go into your next sale without it! It will be one of your most profitable decisions ever.”
- Craig Valentine – President, The Communications Factory, Inc. – Columbia, MD
“Sales Encyclopedia” provides sales professionals with both the will and the skill to increase productivity. From topics ranging from dealing with different prospects to gaining commitment to remaining positive, you will benefit from the concepts in this book.”
- Bryan Flanagan – Director of Corporate Sales Training – Zig Ziglar Corporation – Plano, TX
This book gave me opportunity to reacquaint myself with the crucial basics of selling while showing me some step by step ways to grow my business.”
- Ed Ferrero – #1 Sales Rep, Patterson Dental Supply, Inc. – Wilmington, MA
Divided into ten sections and 47 step-by-step chapters, the book offers a revealing look at the sales process.. Especially fascinating are the subchapters describing how to maintain control of a conversation, make effective residential calls, and overcome customer objections.
- Library Journal – December 2008
With selling, the sky’s the limit. So why isn’t everyone in sales?
Does the fear of rejection, cold calling, and making presentations cause a shudder?
Sales Encyclopedia – The most comprehensive “How-to” guide on selling manages to ease the pain and even make selling exciting. It’s written by six authors with combined sales experience of 141 years who’ve been there and done that so you know you’re in good hands. “Encyclopedia” in the title is a bit misleading since the book is more of a step-by-step motivational guide to getting ahead, whether you sell cars or copiers.
The book’s main thrust is how to stay positive despite setbacks, with advice ranging from the general down to the minutiae, such as the pen you use and the type of car you drive – a fire engine red 700 series BMW would not be appropriate for a conservative bank but okay for calling on dentists, doctors and lawyers. (If you have both bankers and lawyers as prospects, you may need two cars!!).
In essence, do your homework. Be a detective. Leave no stone unturned.
Even dreaded cold calls are given a positive spin with creative ideas for getting in the door.
As an author, I found many parallels to promoting a book or operating a small business – writing sales letters (similar to composing media releases), speaking before audiences and targeting your talk to their interests, and turning compliments into testimonials.
The authors warn against making assumptions about people’s financial status. Sales people should not try to sell their products to those who cannot afford it, and, if necessary, must ask the prospect about his or her financial background. While “most of us were taught…not to ask people how much money they make,” the authors state, “We are here to tell you that this belief can literally kill your sales business.” Of course, suggestions are made on how to phrase the sensitive question.
- Francine Silverman – Author of Talk Radio Wants You: An Intimate Guide to 700 Shows and How to Get Invited (McFarland & Co. 2008) – Riverdale, NY
If you have ever let the fear of the unknown in sales stop you from being successful, you’ve just run out of excuses. Sales Encyclopedia will give you the how-to’s and the answers to the “what-if’s” that you are afraid of and hundreds more you haven’t even thought of! If you want to be successful in life, you need to be successful in sales. This book will give you all the tools to be the best in your field.
- Jan Janzen – Author of Getting Off the Merry-Go-Round: How to Create the Life You Want Without the Fear, Doubt and Guilt
Ever since the concept of bartering was invented by humanity, there have been new ways devised on how to sell a product. “Sales Encyclopedia: The Most Comprehensive ‘How-to’ Guide on Selling” is what it says it is, a complete and comprehensive guide to the wide and complex science of selling products. With much advice on dealing with competition, organizing your company well, crafting good relationships with eveyone one needs to succeed, amoung other absolutely essential advice for anyone who wants to master the art of the merchant. “Sales Encyclopedia” is a must for any business collection who wants all the skills necessary to succeed.
- James A. Cox – Editor-in-Chief MidWest Book Review
As Vice President of Business Development for Accurance we’re responsible for selling a wide breath of services in document and content management systems within several industries from commodity services to long term strategic BPO and value chain management services. We call on multiple levels within organizations from purchasing and department managers to c-level executives and owners. While there are many books on selling at different levels and covering some, but not all the complex steps to effective selling, this is the one book that contains and explains in easy to understand fashion, how to effectively sell at every level and covering each decisive step to closing the sale.
One of our challenges is to provide our sales staff with an upward path to learn, improve, and hone their sales skills at all levels within an organization. This book will play a key role in helping us meet that challenge.
It is a must read for anyone in the selling profession, from a novice to a seasoned professional, everyone can improve their selling techniques and skills by adopting the knowledge contained in this book.
This book will be a must read for everyone in our sales department.
- Bill Corcoran – Vice President Accurance Company
As a veteran salesperson I already have a small library of books by many renowned sales gurus. So why buy another on the same subject? Well, just take a look at this book’s comprehensive table of contents and you’ll want one, too.
While the Sales Encyclopedia does contain much of the same information as other books I’ve read, this one volume is like a shopping mall of sales concepts, strategies, tips and techniques – all under one cover. The format is accessible and yet so compelling that I find myself referring to it (exploring it) again and again.
This book lives on my desk rather than in the bookcase, and it seems every time I open it I find something relevant that applies to my own business right away. It is a terrific value, and if you seek to become a more effective sales professional I highly – HIGHLY – recommend it.
- Judy Newton – Financial Planner – Wachovia Securities
