Sales Secrets From Your Customers
By Barry J. Farber
Career Press, 1995 - 128 pages

The reality is that 95% of sales people don't read any supplemental information about the sales process and how to improve themselves. Of those that do (or are forced to go to seminars) 90% of people don't apply what they are taught or read so the failure rate of these books/seminars is around 99% because people don't have the internal drive to seek and learn new tools and THEN IMPLEMENT THEM to move their sales career forward.

I found this book enjoyable but not as good/entertaining as other books I have read about sales/customer relationship. How to be a Rainmaker, by Jeffrey Fox and the Little Book on successful selling by Brian Tracy are two sales-related books that I got more out of and thought were easier to read.

This book does have its good points though.

1) I thought Chapter 3 on customer feedback was very well done as most sales people and their companies don't focus enough on this element. 2) Chapter 4 was about customers telling people how to sell and 3) Chapter 5 was some good questions to ask yourself as far as customer service goes.

They key to getting long-term value out of a book like this is to practice what you read essentially. The book is only 120 pages long and is very easy to read. Whether you are in sales or not you are selling everyday. You sell yourself to your family, friends, co-workers, etc. You are creating an image in that person's mind of what they associate you with (pain or pleasure).

 

About the Author: Barry Farber is a powerful speaker on sales, marketing and success.  He is a columnist for Entreprenuer Magazine, a host of Selling Power Live, an author of 8 best-selling books and audio programs, has trained over 100,000 sales professionals and hashHosted his own television and radio show focused on personal achievement called Diamonds in the Rough. Barry is the author of 8 best selling-books. His latest book "12 Cliches of Selling [And Why They Work]" is availible now. Harvey Mackay, author of the New York Times best sellers Swim with the Sharks and Pushing the Envelope says: "Selling made Easy' - that should be the title of Barry Farber's book! It's a short course in sales genius." Barry Farber is more than the average sales speaker and trainer. He runs 3 successful companies, and uses his day-to-day experiences to bring more realistic and practical approaches to his speaking.  The Diamond Agency is a unique Literary Agency in the world.  Barry not only represents authors in book development, packaging, and negotiations with publishers, but has become instrumental in the bigger picture: marketing entire product lines, getting his clients' products in the marketplace, and their message into a multitude of media ranging from television to retail distribution. Barry is also a black belt in Tae Kwon Do, competing in weapons competitions with a six foot bo staff. Barry received a first place ranking in state and regional competitions and achieved second place in a National Karate Tournament. He often uses his martial arts experience to tie into his messages. For more on Barry's sales seminars, click here.