Review of Selling with Presence
Posted: 01 Sep 2021, 18:04
[Following is a volunteer review of "Selling with Presence" by Reggie Pearse.]
Selling with Presence is extremely informative and helpful when it comes to understanding what it means to have great sales presence and why great presence transcends the sales process. Throughout the book there are many useful, practical skill-building activities, best practices, tools and templates to help you leverage your most powerful self to close more deals. The section about selling in the digital age is particularly relevant in today’s online business world, a subject that I would never have given any thought to had I neglected to read this book. The section about presentations and meetings is helpful in making sure that you are well prepared for any meeting or the problems that may arise.
The author shares personal experience and actual scenarios which help the reader to relate to both the theory and the practical application of the lessons. The index and endnotes make it easy to reference specific sections and the questionnaires are useful for individual assessment and learning. The author takes the time and trouble to thank the people who assisted him with this book which shows character and appreciation of the contribution that other people have made to his life and books.
A particularly interesting section of the book refers to the perspective of the buyer, something that many salespeople may not consider when meeting with or speaking to a client. For example: “Whatever the reason or motivation, managing the buyer’s resistance relates to facilitating a conversation with the intention of navigating a way toward a successful outcome for both parties.”
While some sections may have been covered in other books, this one is different in that the information contained is more relevant to the individual salesperson than to the theory of how to sell something. Definitely well worth the purchase and a must for all businesspeople. The book is not only for salespeople but for any person who deals with clients, customers and colleagues as the lessons taught can be applied to any situation where people are involved.
The Author, Reggie Pearse is the managing partner of Organization Learning Group, a consulting and training organization focused on helping sales professionals and sales leaders to excel. He also lectures in organizational behavior at the Boston University Questrom School of Business. It is clear that the author thoroughly researched his subject and dedicated himself to producing an outstanding book. Besides the well-written and descriptive information, I was thankful that he included spaces between chapters which give the reader an opportunity to pause and take a breath. Definitely well planned and thought-out.
There are no negative aspects to this book in my opinion. I rate this book a well-earned four out of four.
Natalie Soine
31 August 2021
******
Selling with Presence
View: on Bookshelves | on Amazon | on iTunes
Selling with Presence is extremely informative and helpful when it comes to understanding what it means to have great sales presence and why great presence transcends the sales process. Throughout the book there are many useful, practical skill-building activities, best practices, tools and templates to help you leverage your most powerful self to close more deals. The section about selling in the digital age is particularly relevant in today’s online business world, a subject that I would never have given any thought to had I neglected to read this book. The section about presentations and meetings is helpful in making sure that you are well prepared for any meeting or the problems that may arise.
The author shares personal experience and actual scenarios which help the reader to relate to both the theory and the practical application of the lessons. The index and endnotes make it easy to reference specific sections and the questionnaires are useful for individual assessment and learning. The author takes the time and trouble to thank the people who assisted him with this book which shows character and appreciation of the contribution that other people have made to his life and books.
A particularly interesting section of the book refers to the perspective of the buyer, something that many salespeople may not consider when meeting with or speaking to a client. For example: “Whatever the reason or motivation, managing the buyer’s resistance relates to facilitating a conversation with the intention of navigating a way toward a successful outcome for both parties.”
While some sections may have been covered in other books, this one is different in that the information contained is more relevant to the individual salesperson than to the theory of how to sell something. Definitely well worth the purchase and a must for all businesspeople. The book is not only for salespeople but for any person who deals with clients, customers and colleagues as the lessons taught can be applied to any situation where people are involved.
The Author, Reggie Pearse is the managing partner of Organization Learning Group, a consulting and training organization focused on helping sales professionals and sales leaders to excel. He also lectures in organizational behavior at the Boston University Questrom School of Business. It is clear that the author thoroughly researched his subject and dedicated himself to producing an outstanding book. Besides the well-written and descriptive information, I was thankful that he included spaces between chapters which give the reader an opportunity to pause and take a breath. Definitely well planned and thought-out.
There are no negative aspects to this book in my opinion. I rate this book a well-earned four out of four.
Natalie Soine
31 August 2021
******
Selling with Presence
View: on Bookshelves | on Amazon | on iTunes