Hands-on, actionable tips are the highlight here. Benedict emphasizes knowing the audience and accurately reading the room to avoid the age-old mistake of over-doing it and losing out on a sale: "Remember: in sales, less is more," he advises. He asserts that the foundation to any lucrative sales plan must start with a well-developed pitch, and he teaches readers to not only carefully plan the intent behind that pitch, but also to practice it extensively in front of a mirror prior to trying it out on customers. Benedict also includes guidance on common sales problems—and how to handle them should they arise—like cancellations, finance challenges, and bouncing back from failure.
Perhaps most helpful are the examples Benedict adds at the end of the guide; though many are based on his prior sales work in the construction industry, the charts, diagrams, and talking points can be tailored to fit any career (including a “closing flow chart” that maps out sales pitch possibilities from start to finish). In many ways the equivalent of attending a hands-on sales workshop, this accessible toolkit is easy to implement and will enhance any seller's professional arsenal.
Takeaway: A practical guide packed with sensible sales techniques.
Comparable Titles: Lenny Gray’s Door-to-Door Millionaire, Jeb Blount’s People Buy You .
Production grades
Cover: A-
Design and typography: A
Illustrations: NA
Editing: A
Marketing copy: A
