The Secret to Selling More: It's Not Where You've Been Looking--If It Were, You'd Have Found It Already

The second of the three Gooze books. Finding his work has made a terrific boost to my income and career. Every complex sales person, CEO should read and reread his stuff.

Initially introduced to Mitch Gooze as a Vistage guest speaker, he was kind enough to offer his book "The Secret to Selling More". What a wealth of knowledge in a concise easy to read format. Much of the case studies had to do with the notion of forgoing the traditional external salesperson approach and moving in the direction of internal sales representatives (ISR's). My company sells a service not a commodity...I phoned Mitch with questions on the how-to of implementing his strategies in a service environment, he was gracious enough to return my call with a matter of hours and share with me very insightful thoughts, guidance and direction relative to applying the concepts of selling a commodity via ISR's without hesitation. I never expected such a meaningful conversation with his earnest and sincere desire to assist myself and company. I would encourage everyone struggling with ineffective traditional sales methods to read this book! Thanks Mitch!

This book is worth the read, for the really funny and interesting stories alone. No matter where you fit in your company...how large or small your company is...or how efficient or broken your marketing and sales departments might appear...this book has insight and tips that make sense and are easily applied. This isn't your typical high-brow, I know better than you, type marketing book. I read this book over a weekend and went into work recharged with eyes wide open. This is that one book you buy for your whole team.

I found the information presented in this book to be both fresh and thought provoking (I read it twice). I have read a lot of sales training books and it is rare to find one that truly presents new ideas and ways of looking at the sales/marketing process. I found the anecdotal references to be insightful and useful in relation to my own day to day business. Mitch Gooze has a entertaining style backed up by experience and a clear, strong thinking process. The aspects of marketing and the responsibilities of marketing particularly on pages 132-136 really hit home for me as did the strength of positioning statements. The premise that personal visits may or may not be necessary should cause a lot of salespeople to reconsider what they assume to be the benefits of personal sales calls.

This is a refreshing book written in an easy to follow, conversational style that gets to the point. If you want to help your company increase sales, this book tells you the secret. However, knowing the secret and doing something with it, are not the same thing.