The Best Seller

I recall the description was either Fair or Good condition. Book arrived quickly and was in new condition. Does not appear to have ever been read. Happy to give 5 stars for this transaction.

This is a classic book on selling that every salesman should have. It has a massive amount of well-organized information on a variety of topics, from A.I.D.A, closing techniques, addressing objection, and attitude. My favorite aspect of this book is that it addresses the personality style of the prospect. In my opinion, this is the most important aspect of developing rapport. D. Forbes Ley uses the classifications of: Expressive, Driver, Analytical, and Amiable. While I personally prefer different metaphors, the concept is the same. In fact, I expanded on the concept in my own book: [...]. "The Best Seller" will get you to the top of the sales ranks!

As a professional salesperson for the past eight years, I can definitively say this is the best sales book ever written. It assumes a more advanced level of knowledge. While the techniques or conversations seem dated...they are not... You can apply 100% of the same principals today and while there has been change in the past 20 years..people's buying motives have not changed. I have used the techniques in this book with powerful success as have mentors of mind. The greatest salesmen I have ever met swore by the techniques here......it is very powerful.

One of the best sales books ever done. Very detailed and covers all aspects of sales, had to have a hard copy! The book i received happened to have the Anthers signature in it! Great buy and a mist for and professional sales person! This is not a sales story book, more of a detailed how to.

This book is highly rated and takes Professional selling skills to a new level. I highly recommend it.

great

This is one of the first books I ever read in sales. And I continue to review and leverage many of D Forbes Ley insights as I grow a mulit-million dollar sales force consulting firm (and close million dollar deals). D Forbes Ley was the first to construct a sales process that focused on emotional buying motives. while some of the text is outdated (sales scripting) there are some huge gems in this book. He makes a great outline for the difference between the human "needs" and "wants" and how to uncover the prospects pain (he calls selling a "hurt" and "rescue" mission). if you apply his simple concepts it can give you a focused and effective approach.

I first read Forbes' book several years ago. I ended up taking his intensive selling course in California (I live in Michigan). I loved the book; I loved the course; I'm still waiting for the movie (although he did recommend the movie "Stand and Deliver" as, in part, a movie about motivation and selling). I have also gone through and have practiced the Sandler Sales Institute system.Whether you feel his book is helpful or not may depend on the context in which you are selling. I believe his most important point is that you must sell to a prospect's hurt or pain, as well as to his/her logic. The emotional sale must be, as he puts it, invisible. A real estate agent selling a home to an interested buyer in the owner's living room is a much different selling context than team selling to a purchasing manager of a Tier One auto supplier. For the latter, any open display of gamesmanship or obviously tired (translate: "visible") techniques will be fatal. But Forbes' point is that even in selling to the purchasing agent, and to the various users within the purchasing agent's company, you must click into their emotional hurt to motivate them to buy, if only to help them talk themselves into believing that your product is the best buy. Relying only on a logical presentation of more features than your competition will not cut it.Todd W. GrantAnn Arbor, MITWG@toddwgrant.com