Top positive review
Should be required reading for anyone who sells anything. The best sales book EVER.
Reviewed in the United States on September 30, 2016
One of the best sales training books I have read--and as a former sales trainer, sales manager, and key accounts manager (B2B), I have read a lot of them. Philosophically, this book teaches you exactly how to close more, and better sales more often by doing proper needs analysis and giving your prospect exactly what they really need. This book is about properly qualifying prospects and continuing the qualification process throughout the entire sales process, making sure you are gathering all the information you need to properly meet the needs of your customer and close the sale. You are constantly testing the transactional equation for soundness. Following this process WILL result in more sales that stick, and accounts that love you. You will be making your customers truly happy by placing their needs at the top of the list of priorities throughout the sales process, and keeping them there forever. As long as you continue to do this, your customers will never leave you and will refer people to you like gangbusters.
This book shows you how to make this a reality. LGROLNP is an absolutely brilliant, seminal sales text; a game-changer. I have used it as a required text in corporate B2B sales training programs, with much success. Let's Get Real or Let's Not Play = spending your time as wisely as possible, not wasting your time or your prospect's by going through the motions of a broken sales process designed to maximize short-term profits instead of customer satisfaction (leads to long-term profits). You can continue doing things the old way (a la Zig, Brian), closing on the first call, etc., a strategy guaranteed to result in a much lower closing ratio, a failed close or an unhappy customer (= returns, no referrals, no repeat business, bad word of mouth, etc). Or you can be smart and learn to properly qualify your leads into real prospects who in turn become customers for life, resulting in a full book of business filled with solidly-built relationships ...resulting in a genuinely prosperous sales career.