Review of How to be a SuperStar Salesperson
Posted: 06 Mar 2024, 15:26
[Following is a volunteer review of "How to be a SuperStar Salesperson" by Audri White.]
Are you interested in acquiring skills that will enable you to communicate effectively? Are you a sales professional struggling to make sales? If you answered yes to these questions, would you like a step-by-step guide to improve your communication skills and increase sales? This book, How to Be a Superstar Salesperson by Audri White, contains the game plan.
White outlines the techniques she acquired during her first sales role at Xerox. She credits her rise to the top position in sales in the country to her practice and use of these techniques. These techniques are embodied in two systems that are known by the acronyms CAPI and FAB. It is recommended to practice the techniques in the exact order as they occur in the acronyms to achieve full effectiveness. To use the CAPI system, you connect by having a small-talk conversation with someone, affirm that you share something positive with that person, ask the person to give you permission to discuss a helpful proposal with them, and inform the person of what you have to offer them and how it can benefit them. Once this is done, you ask the person to make an appointment with you to further discuss your proposal. During the appointment, you will use the SPIN technique acronym that stands for situation questions, problem questions, implication questions, and needs-payoff questions. This set of questions can provide you with valuable insights into the services that your potential clients are currently receiving, the challenges they are facing, and how these difficulties are impacting their work and colleagues. Additionally, you can use these questions to gauge whether they are interested in learning more about the benefits that your services can offer to address their issues. This is followed by the FAB technique which presents the features, advantages, and benefits that will persuade potential clients to close a deal with you.
I was impressed by how much concise information was contained in this short book. The book explained sales techniques with case studies showing how to use them when communicating with potential clients. The author stressed the significance of establishing a good relationship with the client, using open-ended questions to encourage them to express themselves, being an attentive listener, and acknowledging that rejection is a natural part of making sales. Additionally, the author suggested that every rejection can be seen as an opportunity to practice and improve one's techniques. The author conveyed confidence in the effectiveness of the techniques with practice and offered reassurance that everything would work out. The writing style of the author was clear, organized, and concise. The editing was excellent, and there was no unnecessary wordiness in the text. I didn't find any errors. I couldn't find any negative aspects in this well-written, reassuring, and confidence-inspiring book. For these reasons, I give this book a rating of 5 out of 5 stars.
******
How to be a SuperStar Salesperson
View: on Bookshelves | on Amazon
Are you interested in acquiring skills that will enable you to communicate effectively? Are you a sales professional struggling to make sales? If you answered yes to these questions, would you like a step-by-step guide to improve your communication skills and increase sales? This book, How to Be a Superstar Salesperson by Audri White, contains the game plan.
White outlines the techniques she acquired during her first sales role at Xerox. She credits her rise to the top position in sales in the country to her practice and use of these techniques. These techniques are embodied in two systems that are known by the acronyms CAPI and FAB. It is recommended to practice the techniques in the exact order as they occur in the acronyms to achieve full effectiveness. To use the CAPI system, you connect by having a small-talk conversation with someone, affirm that you share something positive with that person, ask the person to give you permission to discuss a helpful proposal with them, and inform the person of what you have to offer them and how it can benefit them. Once this is done, you ask the person to make an appointment with you to further discuss your proposal. During the appointment, you will use the SPIN technique acronym that stands for situation questions, problem questions, implication questions, and needs-payoff questions. This set of questions can provide you with valuable insights into the services that your potential clients are currently receiving, the challenges they are facing, and how these difficulties are impacting their work and colleagues. Additionally, you can use these questions to gauge whether they are interested in learning more about the benefits that your services can offer to address their issues. This is followed by the FAB technique which presents the features, advantages, and benefits that will persuade potential clients to close a deal with you.
I was impressed by how much concise information was contained in this short book. The book explained sales techniques with case studies showing how to use them when communicating with potential clients. The author stressed the significance of establishing a good relationship with the client, using open-ended questions to encourage them to express themselves, being an attentive listener, and acknowledging that rejection is a natural part of making sales. Additionally, the author suggested that every rejection can be seen as an opportunity to practice and improve one's techniques. The author conveyed confidence in the effectiveness of the techniques with practice and offered reassurance that everything would work out. The writing style of the author was clear, organized, and concise. The editing was excellent, and there was no unnecessary wordiness in the text. I didn't find any errors. I couldn't find any negative aspects in this well-written, reassuring, and confidence-inspiring book. For these reasons, I give this book a rating of 5 out of 5 stars.
******
How to be a SuperStar Salesperson
View: on Bookshelves | on Amazon
