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I've read numerous sales, influence, attitude, strategy, books and was really looking forward to this one. I found this book extremely boring and hard to keep focused on. Normally I listen to audio books while driving cross country to keep my mind alert and engaged in something besides the road, I had to change my radio back and forth to music quite often to stay awake. This book put me to sleep on a few other attempts, it wasn't the narrator's fault it was the lack of engaging content. In my opinion it was the equivalent of asking someone a simple question and the person goes on and on for an hour and after you realize they are still talking to you, you say to yourself "holy sh-t, get to the point, I zoned out 15 seconds into your response" Even after I finally struggled to complete this book, I came away feeling I learned nothing from this and I am no better equipped than I was before I wasted my time listening. One of the few times I felt I wasted my money on an audible book.
5 of 5 people found this review helpful
Rainmaking good; salesmanship bad. Marketing good; prospecting bad. The publisher likely decided that a book promising to teach rainmaking will probably sell more copies than another "consultive sales book".
This book spent too much time discussing the sales conversation during the appointment. Other audio books cover the same material more systematically and throughly (e.g. Sandler or Maister).
Disappointing that the author periodically pitched his firm's sales training program throughout the book.
Good that the audiobook covered value orientated elevator speech construction but this topic was better covered by author Mark LeBlanc.
Prospecting by phone (cold-calling) was covered well and this topic made the audiobook worth purchasing. Unfortunately not enough emphasis was placed on the subject of effective prospecting during face-to-face social encounters or via social media.
3 of 3 people found this review helpful
The book description holds much promise but, for me, didn't deliver. It took about half a hour just to introduce what was coming later! I couldn't listen beyond about 2 hours. I found the narrator very monotone, which didn't help. However, the paper book format of this particular book doesn't translate well into audio. The narrator goes through lots of lists and goes back and forth through numbered principles. It just didn't flow. I also found the content (at least the first two hours) very basic, in my view. Sadly, a disappointment.
1 of 1 people found this review helpful