Listen First - Sell Later (英語) ペーパーバック – 2009/4/11
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This is a book for people who sell (whether they know it or not). It's for people who own their own business and people who are just starting out. It's a book about communication and relationships, which means that you can use it to connect with your customers, bosses, employees, children, and parents, too. If you volunteer for a cause you're passionate about, or if you've got a great idea but you don't know how to start marketing it, this book will help you. This book is for entrepreneurs, politicians, venture capitalists, students, job-seekers, and retirees looking for a new beginning. In short, it's a sales and marketing book for everyone-because every one of us is selling and marketing all the time. Any time you try to persuade someone else to your point of view, you are selling something. Any time you need to get your message across to others, you're a marketer. Even if you aren't a professional salesperson, your livelihood, even your quality of life, may depend on how well you sell. And it will almost certainly depend on the substance and quality of your interactions and relationships with other people-your ability to listen. That's why this book is for you.
I'll admit that after 35 years of selling, I questioned whether or not reading it would even be worthwhile. WOW, was I surprised.
It brought fresh enthusiasm and new insight into things we've done for years. More importantly, it reawakened the sleeping giant of creativity that often wanes when we think we already have it made.
The customer stories reminded me that really knowing other people adds to more than just your bottom line. Many become friends for life and close relationships like those will always lead to others, personally and professionally.
In my opinion, this book is essential reading for anyone whose life or livelihood depends on having relationships with others and... GETTING THINGS DONE! Said differently, it has something for everyone!
Bob Poole has vast sales experience that he shares with his readers. Unlike the stereotypical sales person, he follows an ethical approach that promotes long term relationships instead of the quick sale. His success demonstrates that nice guys can finish first.
This book is short and very easy to read, however almost every page provides an application or hint that you will want to spend time thinking over. He provides references through out the book that he conveniently repeats at the end.
What impressed me most about the book is what a wonderful world we would live in if every salesperson read it and took it to heart. He talks about how salespeople are perceived as sleazy, why it got that way, and how to be a successful salesperson (or really, a successful person) without being sleazy in any way.
I dog-eared about 20 pages on my first read through this book. Here are some quotes from the book; some of the most exciting "A-ha!" moments and some of the passages that inspired me the most.
Stop being a salesperson. Become a solutions provider. You'll be much more productive. It's more fun. And, it's the right thing to do.
People have to buy YOU before they buy anything FROM you.
Come on -- what do you really want? What do you really want to do in your lifetime? Write it down. Share it with your best friend. I promise you it will be life changing.
Learn all you can about your top 20 clients. Find out their hobbies, birth dates, family members' names and interests, pets, etc. And, then communicate with them about all these things.
You need your story. Start a fire with it. Burn your story into the hearts and minds of the people who want -- who need -- to hear it. They are out there waiting for you now.
What are you doing right now to make sure you're at the top of the list the next time someone asks a friend for the name of a...?
You've got to interrupt them at some point.
Companies don't need a set of business ethics. They need to operate by a set of human ethics.
Why do so many new businesses fail? I think fear is the number one reason.
Try, try again only has a chance of working if you are trying something different.
The new marketing is not evolution, it's a revolution.
Allow front line people to make common sense decisions. Reward them for it.
Start compiling a database of every person you meet!
And wow! Near the end there's an amazing chapter about love overcoming fear. This is not just a book about sales or marketing. It's a book about life and how to live it well. It's written by a warm, caring man, and his passion for life and people shines through on every page.
Read it. Be informed. Be inspired.