Successful Selling
By Christine Harvey
Barrons Educational Series, 1999

All Sales Strategy/improvement courses/books are very simple. The problem is that 90% of sales people don't pick up a book in any given year to improve their performance and, of the other 10% who read a book or do something to try and improve their sales results, 90% of them fail to apply what they have learned on a consistent basis.

That means that 99% of people fail to improve their results via books/courses!

Having said that I absolutely enjoyed this book because of is its simplicity, written in true "little book" form. I really like these books as they are quick reads by cutting through 90% of the crap.

They key to getting long-term value out of a book like this is to practice what you read. I know that when I was applying various techniques I learned in the past my results went up on a consistent basis so I am going back to the books and applying the techniques/skills on a more consistent manner.

Whether you like it or not you are selling everyday. You are selling yourself regardless of what you do for a living. 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).

Another insightful book on sales is How to be a Rainmaker, by Jeffrey Fox and Successful Selling by Brian Tracy.

 

About the Author: Christine Harvey started her career as an educator, then she moved quickly into the business world through advertising, and later the computer field. In computer sales, she won the 'Highest Achievement Award' before being promoted to Marketing Manager of two divisions. In 1980 she started her own company, specialising in export consulting and management training with world-wide activities. Her five best selling books reflect the experiences of this training, consulting and business ownership. She now serves on a number of Boards and Councils in various parts of the world. Mrs. Harvey's time is divided between her Board work, consulting and training, writing, television, radio and public speaking appearances. She now resides in the US while maintaining her office in London. Speaker/Trainer: Christine Harvey has been a speaker and trainer to 100,000 people including the US Military, multicultural audiences, corporations and Management Institutes in Europe, Asia and North America. When the Wall of Communism fell, her company was the first to enter the Eastern Bloc and train over 40,000. She is an award winning speaker, Toastmaster, and National Speakers Association 10 year member. Audiences say that after they are in her midst, they are inspired to reach their full potential.  Author: She is the author of SIX best selling business books ... published in 22 languages ... and articles syndicated in the Los Angeles Times and 100 other major newspapers and magazines worldwide ... Two of the books, Your Pursuit of Profit and Secrets of the World's Top Sales Performers, have sold over 150,000 copies each in multiple languages.  Broadcaster: As a TV and radio broadcaster, she is host, subject expert, concept creator and producer...including programming on leadership in Bosnia... She has been a featured television guest on 80 stations worldwide. Her current show features people making a difference in government, politics and the community.