A good basic overview of the theory and practice of relationship selling.
Teaches that building relationships is the key to selling well.
The guide opens with a scene from Hart’s history as a chemical salesperson. The author keeps an appointment with a purchasing agent for a major prospect only to be told, “Erica’s too busy to see you today.” A month later he makes another appointment, arrives on time and is told the same thing. On the third round, another month later, the purchasing agent walks into the lobby, asks him for his price, and when he hesitates, tells Hart that they have nothing to talk about and walks away. With this tale, Hart launches into his premise: Securing major sales requires forming connections with every prospect. He then describes in detail how salespeople can build such relationships, including examples from his own experiences. Interestingly, the first story aside, most examples are interactions with salespeople as a prospective buyer, not as a salesperson. Hart emphasizes the need to ask questions and understand the prospect’s needs, then to use that information to present the benefits that will catch the buyer’s interest. He explains that relationship building between salesperson and prospect allows the salesperson to ask probing questions without discomfiting the buyer. Hart’s advice is not particularly groundbreaking, but he presents it well and with all the enthusiasm of a seasoned salesperson. The primer itself is an excellent example of how to sell: Hart opens with an attention-getting “hook,” presents the benefits of his method while sprinkling in several entertaining tales, uses specific facts and details to back up his claims and then closes by returning to the opening story about how his own method converted this difficult prospect into a loyal customer.
A good basic overview of the theory and practice of relationship selling.Pub Date: Aug. 9, 2012
ISBN: 978-1468197532
Page Count: 136
Publisher: CreateSpace
Review Posted Online: Sept. 26, 2012
Review Program: Kirkus Indie
Occasionally wonky but overall a good case for how the dismal science can make the world less—well, dismal.
“Quality of life means more than just consumption”: Two MIT economists urge that a smarter, more politically aware economics be brought to bear on social issues.
It’s no secret, write Banerjee and Duflo (co-authors: Poor Economics: A Radical Rethinking of the Way To Fight Global Poverty, 2011), that “we seem to have fallen on hard times.” Immigration, trade, inequality, and taxation problems present themselves daily, and they seem to be intractable. Economics can be put to use in figuring out these big-issue questions. Data can be adduced, for example, to answer the question of whether immigration tends to suppress wages. The answer: “There is no evidence low-skilled migration to rich countries drives wage and employment down for the natives.” In fact, it opens up opportunities for those natives by freeing them to look for better work. The problem becomes thornier when it comes to the matter of free trade; as the authors observe, “left-behind people live in left-behind places,” which explains why regional poverty descended on Appalachia when so many manufacturing jobs left for China in the age of globalism, leaving behind not just left-behind people but also people ripe for exploitation by nationalist politicians. The authors add, interestingly, that the same thing occurred in parts of Germany, Spain, and Norway that fell victim to the “China shock.” In what they call a “slightly technical aside,” they build a case for addressing trade issues not with trade wars but with consumption taxes: “It makes no sense to ask agricultural workers to lose their jobs just so steelworkers can keep theirs, which is what tariffs accomplish.” Policymakers might want to consider such counsel, especially when it is coupled with the observation that free trade benefits workers in poor countries but punishes workers in rich ones.
Occasionally wonky but overall a good case for how the dismal science can make the world less—well, dismal.Pub Date: Nov. 12, 2019
ISBN: 978-1-61039-950-0
Page Count: 432
Publisher: PublicAffairs
Review Posted Online: Aug. 28, 2019
Kirkus Reviews Issue: Sept. 15, 2019
SEEN & HEARD
Smart, engaging sportswriting—good reading for organization builders as well as Pats fans.
Prolific writer Benedict has long blended two interests—sports and business—and the Patriots are emblematic of both. Founded in 1959 as the Boston Patriots, the team built a strategic home field between that city and Providence. When original owner Billy Sullivan sold the flailing team in 1988, it was $126 million in the hole, a condition so dire that “Sullivan had to beg the NFL to release emergency funds so he could pay his players.” Victor Kiam, the razor magnate, bought the long since renamed New England Patriots, but rival Robert Kraft bought first the parking lots and then the stadium—and “it rankled Kiam that he bore all the risk as the owner of the team but virtually all of the revenue that the team generated went to Kraft.” Check and mate. Kraft finally took over the team in 1994. Kraft inherited coach Bill Parcells, who in turn brought in star quarterback Drew Bledsoe, “the Patriots’ most prized player.” However, as the book’s nimbly constructed opening recounts, in 2001, Bledsoe got smeared in a hit “so violent that players along the Patriots sideline compared the sound of the collision to a car crash.” After that, it was backup Tom Brady’s team. Gridiron nerds will debate whether Brady is the greatest QB and Bill Belichick the greatest coach the game has ever known, but certainly they’ve had their share of controversy. The infamous “Deflategate” incident of 2015 takes up plenty of space in the late pages of the narrative, and depending on how you read between the lines, Brady was either an accomplice or an unwitting beneficiary. Still, as the author writes, by that point Brady “had started in 223 straight regular-season games,” an enviable record on a team that itself has racked up impressive stats.
Smart, engaging sportswriting—good reading for organization builders as well as Pats fans.Pub Date: Sept. 1, 2020
ISBN: 978-1-982134-10-5
Page Count: 592
Publisher: Avid Reader Press
Review Posted Online: Aug. 25, 2020
Kirkus Reviews Issue: Sept. 15, 2020
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