It would be a disservice to both Johnson and to those who read this review to say much more about this book. (I found myself in precisely the same situation when reviewing Johnson's Who Moved My Cheese?) I highly recommend it to anyone involved in significant relationships with others. Yes, yes, I know: That includes most of the adult population on the planet Earth. Permit me to explain. The core principles which Johnson advocates are relevant to any situation in which the objective is communication (e.g. explanation and/or persuasion) or providing service to others (helping them to solve problems, fill their needs, achieve their own objectives, etc.). Moreover, I totally agree with Johnson that everyone is a sales person, that selling to one's self and to others are interdependent, and that the most important "pay off" should be measured in spiritual rather than in material terms.

My strong suggestion is that anyone involved with sales or customer service in any organization (regardless of size or nature) should read this book. All of the workshops I devise and conduct for my own corporate clients are based on this assumption: That it is a great privilege to serve others. Those who disagree are strongly encouraged to seek opportunities elsewhere.

15 of 15 found the following review helpful:


It keeps things in perspective!  May 02, 2001 By D. Fischer "A Tech Yuppie!"
The book is designed to give the concept of "sales" a simple perspective. Big time sales folks would have you believe that there is a sense of mystery associated with sales, or that it is somehow magic. This book brings the entire concept down to simple levels, and points out how much of everyday life for ALL OF US... is sales. Whether one sells products, organizations, or sells oneself, it's ALL sales. Much of the book is simple and logical, and it gives its lessons by way of telling a story of a person that ultimately meets with various sales "experts." Each expert offers a point to remember which culminates at the end of the book with a summary of all the lessons learned. It may prove to be truly basic for some, but the majority of us don't think with such clarity and experience, so the book will certainly be a treasure for most of us. The bottom line, it puts things in perspective... and it's a perspective that a lot of us lack.

14 of 14 found the following review helpful:


Light on content, but focuses on important basics  May 09, 2006 By Patrick D. Goonan "see profile for URL"
I think this is a worthwhile book for someone who is beginning a sales career or has an antagonist attitude toward the profession, but wants to change that maybe because they are starting a business, doing consulting, etc. It is particularly good for people who don't feel comfortable with the whole idea of selling, but realize it's an important skill and is even required in daily life e.g. to sell an idea, convince a child to do something in their best interests, etc.

I have read some reviews of this book that sound harsh; I think that some of them may be overstated. While this book is short, simple and a quick read, it does a very good job of driving the basics home in a way that represents the sales profession well and honors an ethical approach to business. While the ideas themselves are simple, their application on a daily basis is not. If you read this book and embody the principles, it will make a big difference in your attitude toward sales as a profession, to your customers and to your personal income.

I think almost everyone reading this has probably been on the receiving end of a bad or unscrupulous salesperson. They unfortunately are not rare and give the profession a bad name. Their tactics are coercive and manipulative. This is not the kind of sales that this book talks about.

Personally, I think a good salesperson earns their money by helping a customer to understand their needs, asks powerful questions that bring out the implications of their customer's business situation and presents options that the customer will feel good about. They also build relationships based on trust, superior product knowledge and professionalism. They keep their commitments, follow through on promises and know the difference between persuasion and manipulation.

This book is a book that uses story to demonstrate what makes a professional salesperson in the best sense of the word. In a nutshell, it's about mastering the basics and doing them from the heart, not with a desire to manipulate. I think this is a worthwhile message to get out there and it really does work, espeically in the long run.

Golfers, bowlers and other athletes revisit the basics frequently, often practicing them on a daily basis. The same principle applies to sales and this book does a good job of driving home the importance of mastering fundamental sales skills.

I agree with some reviews that this book is light on content. However, if a potential salesperson learns even one thing from this book that helps them to do their job better, they will easily pay for the cost of a new copy. If they form one good habit as a result of reading it, it will pay for itself many times over. With that said, why not buy it used if you are skeptical and worried that it will be a quick read? The words are the same and you might learn something. (I do agree that this book is overpriced, however.)

Personally, I have read this book more than once and I have periodically reviewed the material throughout the years. I don't think it's as good as the "One Minute Manager," but it's good. It's difficult to be a GREAT salesperson. You need to study the principles, embody them and maintain your balance, integrity and ethical principles often in the face of tempting or difficult situations. Given this reality, I think a book like this that inspires is a worthwhile read. This is especially true in a profession where a lot of people slam doors in your face and you need to deal well with rejection every day.

10 of 10 found the following review helpful:


Excellent Primer on Closing Those Sales!  Jun 24, 2004 By Michael Taylor "Michael Taylor"
Johnson and Wilson have written an excellent book how to close sales without putting stress on the buyer.

While some of the concepts may sound basic and insulting to the reader, remember that sticking to the basics is often the best way to close the sale.

Among the points the authors cover include:

1. Key points to remember before you make the sales call.
2. Common objections to a sale (trust is a big one!).
3. Acting in the buyer's interest.
4. Follow up on the sale.
5. 80 - 20 rule: 20% of what we do provides 80% of the results.
6. How to write out your sales goals.
7. Honesty and integrity is an important part of the selling process.
8. The One Minute Sales Person's Game Plan.

Since I work in sales, the book has been an excellent encouragement to continue to display honesty and integrity in the selling process.

Read, be encouraged to be a better salesperson, and close those sales!

10 of 11 found the following review helpful:


A must have  Nov 13, 1998
This is a very small and valuable reference for not only for sales, but also for time management. Unlike the painful One Minute Manager, this very small book uses a direct technique/result approach in helping you refresh your mind when you begin to lose track of your purpose. This is not the best book on this subject, but you will be surprised how often you use it. It's worth the few dollars it costs.

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