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Marvin Miletsky, James A. Callander, "Perspectives on Increasing Sales"

WhoÂ’s the real sales expert: the salesperson or the consumer? Each has a different approach to effective sales and what will really move the consumer to take action. Each approaches buying and selling from a different angle - a different perspective - and without understanding both points of view, the picture is never fully complete. Perspectives on Increasing Sales is the first book to offer both sides of the story. In an easy-to-read, question/answer format, Marvin Miletsky provides the salesperson perspective while James Callander gives the customer point of view on topics including finding new leads and prospects, successful negotiations, landing an account and closing the deal, managing and improving the relationship and a whole lot more. What makes this book different from other sales-oriented books is that there is no author collaboration or sharing of information during the writing process. Neither author was aware of what the other was writing. The result is a fascinating, no-holds-barred look at increasing sales as both the salesperson and customer see it, leaving readers with a list of action items and a better understanding of core sales concepts to dramatically improve success rates.

Summary: Your sales assumptions will be challenged!!!

Rating: 5

This is a very useful book. The two authors, one a seasoned salesman and one a veteran buyer were given the same 97 questions on selling. They penned their answers without consulting each other. The learning enshrined in these answers is priceless. You get firsthand the duality of the buy- sell process and the hidden buyers side. The insights into what is really important to the buyer vs what the seller believes is unique. If you buy or sell things , are a rookie or a pro, there is a lot here for everyone. This book is timely and a definite add to my sales library shelf. It is an easy read that I could not put down.

Summary: An invaluable, insightful guide

Rating: 5

In the 'Perspectives' series two authors never collaborate on the results, and provide different viewpoints to help business students and general readers understand issues and important topics key to success. Here the two authors are a sales veteran and manager with over thirty years of experience in the electrical industry, and a purchasing manager for an electrical contractor. Their contrasting questions and answers on everything from how long a productive meeting should take to choosing people to not do business with makes for an invaluable, insightful guide.

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Rating:
2.5 out of 5 by Book123