Cerebral Selling: Historical Strategies for Modern-Day Sales People

I just started in my first sales position this year. Reading this book and learning about the DNASelling Method has given me tools to be successful right from the start. I love the way Mr. Hansen uses historical strategies to explain best sales practices. I particularly enjoyed the section on overcoming prospecting fears. These tools have given me the confidence to cold call. This is a great book and I highly recommend it.

"In my opinion, this book is the Bible for serious sales professionals. The sales concepts expressed in it are very enlightening and are well demonstrated with refreshing historical stories. I found that I kept looking forward to the next historical example. It's a great read and is one of the few books that has actually impacted my sales success."

I thought I had 21 years of sales experience; turns out, I had ONE year of experience 21 times. From the novice to the veteran sales guru, there is something in this book for everyone. I have read dozens of sales books and there are counter-intuitive principles in this book that you simply won't find anywhere else. Plus, I really enjoyed the historical examples, they are entertaining and easy to remember.

In the sales world, books on the subject abound but Cerebral Selling is in a class of its own. Not since SPIN Selling has a book had such an impact on my approach to selling. This book is not only insightful it's also a gripping read. The essentials of sales are presented and to offset the typical boredom of such a read, Mr. Hansen inserts amazing historical references to show sales tactics in practice. Brilliant and witty, Cerebral Selling packs a powerful message. I've never heard of this guy before, but he's got to be the next "Tom Hopkins" or "Brian Tracy" (who, ironically, endorses this book).

This is the best sales book I've read. Most authors touch on parts of the sales process but neglect to address the entire sales cycle. Mr. Hansen not only addresses each stage of the sales cycle, but he uses history to introduce each chapter. His use of history is the most unique approach to teaching sales I've ever seen. The story about Albert Einstein in his section on investigating was mind-boggling and truly captures the essence of sales. Since reading his book, I've been using the DNASelling method, and have found a tremendous increase in customers "selling" themselves. This is definitely a book to read for people serious about increasing their sales.