The Selling Bible: For People in the Business of Selling

I bought this book for a training class with an employer. I was able to outsell the old hands following the guidelines given in the book. Very simple to follow and practice. Now I run my own business and am reccommending it to my salespeople.

This was a required text for a college level class on Professional Personal Selling I took. I'm glad I did take that course because it and this book forever changed my attitude about how to sell and what professional sales reps are like.Make no mistake, there are Sales Reps and there are Lounge Lizards and this is the biggest distinction that Lawhon really drilled into my head. It's wastefully stupid to sit with the Lounge Lizards who know everything and not to go out, do your job and sell.One other thing Lawhon said that hit home with me: "That which can be measured, can be improved" and thus the reason for the cloth tape measure bookmark with the book. I took his advice and began to log my calls, closes and referrals and the results have been astounding!I highly recommend this book which was written for the retail sales industry but can be easily modified for ALL sellng situations. Enjoy!

"The Selling Bible: For People in the Business of Selling" is one of the finest sales books that has ever been written! As a salesperson I have read hundreds of books on this topic in an attempt to understand what constitutes what could be called the "X Factor" of what makes the great salespeople of the world tick. More than most books on this topic the author goes into that X Factor: a suttle psychology which is so small almost to the point of not being noticed, which can seperate poor-average-great salespeople. I first read the book several years ago when I was new to selling, and this book sits prominently on my shelf for future reference, since I am so keenly aware that sales skills are forever being sharpened and improved! If you are serious about selling, then buy this book!

John Lawhon isolates the exact prinicples of selling that many other authors have attempted to study, but adds such great depth. This book makes you proud to be in the business of selling. He blows away the more well known authors on sales, no problem.

Everyone is in the business of selling. Mr. Lawhon describes what makes good salesmen good. It is based on his years of experience in selling and his observation that 15% of the salesmen did 90% or more of the sales volume. When he retired from business, he set out to find out what distinguishes one from the other. Once you read this book, you will appreciate the value that a good salesman brings to the process and you will be very intolorant of the bad ones. If only they would read this book or get out of sales, the world would be a better place.