A useful, interactive guide for ambitious salespeople.




A young millionaire presents a new way of selling.

Debut author Evans is a millennial with a message: “The old way of selling is dead.” He says that he’s earned more than six figures a year since he was 24, first as a salesman and then as an entrepreneur. Now a consultant, he trains people and companies on how to develop seven-figure sales teams. He’s developed a straightforward sales process with four basic pillars: “Mindset,” “Prep Work,” “Selling,” and “Follow-Up.” A lot of how-to business guides cover similar ground, but Evans’ book is more nuanced than most; specifically, he notes how sales approaches can vary considerably depending on the players involved. He spells out what he considers to be the four main “people types”—extroverted “Party People,” nonconfrontational “People Pleasers,” hyperdetailed “Fact Folks,” and ego-driven “Bulls”—and explains the best ways to sell to each of them. He urges readers to take his people-typing quiz, as well, in order to learn who will be most receptive to their sales pitches. Evans’ overall premise is one that’s not often heard in business circles: “Money is great, but it’s the ‘why’ behind this money that’s going to motivate you,” and an entire chapter helpfully stresses the importance of staying true to oneself because “you are your most valuable asset.” Indeed, the book is much more reader oriented than task oriented, overall. For instance, in one exercise, which he calls “the big five,” he asks readers to identify their five primary life goals on an index card, stressing its importance: “If you don’t get anything else from this book, do yourself a favor, buy some plain old index cards and get busy.”

A useful, interactive guide for ambitious salespeople.

Pub Date: Nov. 8, 2019

ISBN: 978-1-5445-0533-6

Page Count: 250

Publisher: Stafford Street Press

Review Posted Online: Jan. 13, 2020

Kirkus Reviews Issue: March 1, 2020

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Stricter than, say, Bergen Evans or W3 ("disinterested" means impartial — period), Strunk is in the last analysis...



Privately published by Strunk of Cornell in 1918 and revised by his student E. B. White in 1959, that "little book" is back again with more White updatings.

Stricter than, say, Bergen Evans or W3 ("disinterested" means impartial — period), Strunk is in the last analysis (whoops — "A bankrupt expression") a unique guide (which means "without like or equal").

Pub Date: May 15, 1972

ISBN: 0205632645

Page Count: 105

Publisher: Macmillan

Review Posted Online: Oct. 28, 2011

Kirkus Reviews Issue: May 1, 1972

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From the national correspondent for PBS's MacNeil-Lehrer Newshour: a moving memoir of her youth in the Deep South and her role in desegregating the Univ. of Georgia. The eldest daughter of an army chaplain, Hunter-Gault was born in what she calls the ``first of many places that I would call `my place' ''—the small village of Due West, tucked away in a remote little corner of South Carolina. While her father served in Korea, Hunter-Gault and her mother moved first to Covington, Georgia, and then to Atlanta. In ``L.A.'' (lovely Atlanta), surrounded by her loving family and a close-knit black community, the author enjoyed a happy childhood participating in activities at church and at school, where her intellectual and leadership abilities soon were noticed by both faculty and peers. In high school, Hunter-Gault found herself studying the ``comic-strip character Brenda Starr as I might have studied a journalism textbook, had there been one.'' Determined to be a journalist, she applied to several colleges—all outside of Georgia, for ``to discourage the possibility that a black student would even think of applying to one of those white schools, the state provided money for black students'' to study out of state. Accepted at Michigan's Wayne State, the author was encouraged by local civil-rights leaders to apply, along with another classmate, to the Univ. of Georgia as well. Her application became a test of changing racial attitudes, as well as of the growing strength of the civil-rights movement in the South, and Gault became a national figure as she braved an onslaught of hostilities and harassment to become the first black woman to attend the university. A remarkably generous, fair-minded account of overcoming some of the biggest, and most intractable, obstacles ever deployed by southern racists. (Photographs—not seen.)

Pub Date: Nov. 1, 1992

ISBN: 0-374-17563-2

Page Count: 192

Publisher: Farrar, Straus and Giroux

Review Posted Online: May 20, 2010

Kirkus Reviews Issue: Sept. 1, 1992

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