It Only Takes 1% to Have a Competitive Edge in Sales

I support hotels with their revenue streams. In these tough economic times, I am able to extract ideas from this book, twist it for hotel application, and forward the information onto my hotel sales people. I have recommended that they all buy the book.

No 2 of Freese' series of sales books. This one uses an interesting style of having 100 short chapters , each on a separate point . A very useful book, that builds on the first - Question Based Selling. I believe for todays selling environment serious sales people must read his books. He gets so much right immediately that one becomes so much better as a salesman so quickly. He offers useful approaches to everyday issues in selling. These range from major corporate through to being a start-up salesperson. How to deal with pricing, aggressive competitors, inside coaches and anti-coaches. There is so much value in here I wish he had written it earlier so I would have made even more sales.

In this book Mr. Freese drives home the point that sales are most often won and lost by very small margins of victory. He teaches his lessons through a series of fun and inspiring stories that illustrate how little things often make a big difference. This is the kind of book I like - short chapters, fun stories, and excellent writing. This is a perfect book for sales managers who want to augment their sales meetings and newsletters with quick and powerful lessons on sales excellence. Jeb Blount, Author of PowerPrinciples: Do You Have The Winning Edge?

..... ..... of Tom Freese's book - "It Only Takes 1%".As a salesman, have you ever inquired of yourself:1) why would the president invite me into his office ? 2) once in the president's office, how does one add value causing the president to openly discuss corporate issues? 3) how does one control the sale's process through the entire cycle - cold call, first meeting, beating the competition, adding value to the sale, looking for additional opportunities to sell, closing the deal? 4) have you ever witnessed your prospect assume a blank facial expression during your elevator pitch? Could this be because your pitch sounds like blah....blah....blah (the same as every other competitor's pitch of adding value, speed, functionality, scalability, etc)? 5) well then, how do you differentiate yourself?Tom's book challenges all traditional sales methodology that I have been taught throughout my 15 year sales career. I have used several of Tom's techniques in my technical sales job. The customer response is phenomenal. There is a lot to learn from this book!!!!

Whether you're new to sales or a seasoned veteran this book provides simple and effective ways to improve your sales efforts. By applying these common sense (but many times forgotten) lessons you too will have a competitive edge in sales. This is a great book that is a quick and easy read. I highly recommend it. Good selling...