The Best Seller

Considering the book is a few decades old, it still contains merit, if you read "between the lines". First off, the tone of writing is very straightforward, reminiscent of Ries/Trout. One point he's got bang on: 1) Turn on the "Want" emotions and they will buy. (it's not the presentation or answering objections, if you want it badly, you'll buy, simple as that, thus selling is motivational, not persuasive)Overall, it's definitly worth your browse. But some of the rigid systemtic "prospect reading" is outdated.

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, [email protected]

I happened to pull up this book to look at and was saddened to see that one of the reviews on it was very poor.I have an "inside opinion" about this book since I had the privledge of working for the author prior to my childbearing days.Mr.Ley received literally thousands of communications raving about his book, and other products.He is a master at this work.To the man who wrote the poor review:I think being a salesman is a talent, & this book will enhance & perfect it!If it doesn't help, perhaps it is just that selling is not your area of expertise.I highly recommend this book!!

This is truly the definitive book on sales technique. The author has a phenominal understanding of sales. I have attended his seminar and find his techniques to be right on target. I have never read a more complete and understandable book on sales.