Review of The Intelligence Factor

[Joyful17]

[Following is a volunteer review of "The Intelligence Factor" by Erik Fisher.]

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4 out of 4 stars

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Do you wonder how some salespeople manage to get very rich at their job? Some salespeople possess the skill to sell ice to an Eskimo. The Intelligence Factor by Erik Fisher provides a step-by-step analysis of how to become an effective salesperson who utilizes contemporary methods for closing deals.

Erik began his career in sales with much struggling. He found it hard to make a living from sales and to maintain his small studio apartment. However, he did not give up. Later when he reentered the sales industry, learned much from experienced salespeople and worked hard at achieving his goals. Presently, he has earned over $40 million in sales. In the first chapter, he highlighted negative traits that encourage failure in sales and how to overcome them. He further explained how to carry out an effective sales campaign, how to define the perfect customer, how to aim above the power band, how to utilize the Multiple Communication Medium Framework, and many others. His suggestions were practical and logical.

Erik Fisher writes with a great deal of experience and conviction. The suggestions in the book are well explained and easy to implement. For instance, on page 35, the author employed bold subheadings and numerical listings to explain the concept of self-education in a simple way.

My most favorite feature of this book is the author's ability to place the reader in the "buyer's" shoes. An instance can be found on page 132, where a salesperson introduces himself on an apologetic note. The author pointed out that no one would wish to speak with someone who would bother them. Therefore such an approach should be avoided.

Another desirable feature of this book is the use of examples in explaining ideas. They provide logical explanations for the suggestions made. This makes it easier for the reader to trust the suggestion given. One of the many examples in the book can be found on page 38. While discussing customer relationships, the author said, "it’s unlikely that you would take a person out on a date and then ask them to marry you after spending just a few hours with them." This immediately helped me see the wisdom of following the author's suggestions.

I have no dislikes about this book. It is full of helpful information for boosting sales and promotes ethical sales practices. It is devoid of profanities and religious bias. I rate it 4 out of 4 stars. It is exceptionally well edited. I would recommend this book to salespeople who wish to acquire the skills for making great sales.

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The Intelligence Factor
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[Benny Rach]

Fisher's emphasis on time management is particularly relevant for salespeople, highlighting the importance of taking control of one's time for optimal productivity.