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Sleazy, "old school" mentality on sales as manipulation I have been a sales professional and sales manager in the retail auto industry for over 15 years. When I first entered the industry in the mid-90's, this book did hold valuable tips to understanding the psychology involved in sales. I took what I found of value out of the book, and then created my own selling style.
I re-entered the auto industry this year after having been away from it for a couple of years. I bought the book again to sharpen my sales skills. This time around I found the book deliberately manipulative and sleazy -- it reminded me of all of the horrible cliches often falsely attributed to sales people in my industry. People like James W. Pickens are sleazy, dishonest people who place greed above integrity & lack the vision of investing in a long-term, big picture strategy of creating a lasting relationship with each client & resulting referral business.
We live in the 21st century, where honesty has more value than playing shell games when it comes to selling......at least, that method works for me. Invest in yourself by buying any of a number of other finely written books on sales & success that stress earning your customer's business instead of picking your customer's pocket.
The Art of Manipulation This book is a cleverly repackaged version of "The Closers" written many years ago by Ben Gay III. While there is some powerful sales technique in this book the book centers itself around manipulating a prospect into the buying decision and encourages the use of hi-pressure. A salesman may gain some great insights into sales but must guard against losing some of their ethical balance in the process.
One of the very, very best sales books. I'm a high ticket salesman and devour sales books looking for the nuggets of gold within them. Even the most shallow of sales books have one or two things in them that you can learn, adapt, and use. Then there are books that have whole veins of gold running through them. This is one of them.
For what it's worth, here's my take on the book: If you need any help on closing, then this book is a masterpiece.
The best book for selling This is by far the best I've ever read. Gives details on how to sell and close customers. Detailed information includes customer excuses for not wanting to buy and response to those excuses.
the art of closing any deal, how to be a master closer exactly what you need if you consider your self weak in closing like I did. I was selling timeshare and now I'm selling real estate and insurance and I learned a lot from the book and I recommend it to anyone who needs to harden up and sell!
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