Review of How to be a SuperStar Salesperson

[Gerry Steen]

[Following is a volunteer review of "How to be a SuperStar Salesperson" by Audri White.]

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5 out of 5 stars

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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.

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How to be a SuperStar Salesperson
View: on Bookshelves | on Amazon

[Priya Murugesan]

Based on your review, I would recommend this book to a salesperson or an aspiring salesperson without any second thoughts. Thanks for sharing your thoughts and a very detailed review.

[Martina Sette]

I had seen this book but didn't know what it was about. After reading your review, I'm very intrigued and I think I'll give it a chance!

[NetMassimo]

Honestly, I'm clueless about sales techniques, so I could learn a lot from this book, also considering that it's well structured with clear explanations of the techniques. Thank you for your great review!

[Stephen Christopher 1]

Hi Gerry, is this book mainly for salespeople? Would it benefit non-sales people in their everyday lives? I get the feeling it's for a nice market only, but I might be wrong.

[Jaituni Sanghavi]

I know a friend who is working in 'sales.' Perhaps I could recommend this book to her because it seems really good and effective from what I read in your wonderful review. Thanks for the recommendation, Gerry!

[Claudia Angelucci]

This book seems fascinating—I always enjoy reading about selling techniques. I don't consider myself a skilled salesperson though! I appreciate well-edited books. Excellent review, Gerry!

[Gerry Steen]

Hi Gerry, is this book mainly for salespeople? Would it benefit non-sales people in their everyday lives? I get the feeling it's for a nice market only, but I might be wrong.

Hi, Stephen. The techniques for establishing rapport, effective listening, and handling rejection are skills that can be developed and used in everyday life. For instance, these skills if they are well honed, could help you talk someone out of committing suicide.

[Shirley Ann Riddern Labzentis]

Another great review, Gerry! This sounds like an excellent book for someone in the workforce. I have been long retired, so this book isn't appropriate for me.

[Kshitija Sonawane]

I don't know many people working in sales. However, I know many people who struggle to communicate who could use this book. Thank you for picking this book for reviewing and a good review like always.

[RJ Reviews]

Well, not my forte or preferred genre. But you did an amazing job of summarizing the book. I appreciate your honest thoughts. This book will certainly attract people who wants to excel in the field of sales and marketing. Another great pick and enjoyable review.

[Tobi Adefila]

This is definitely a book I would love to read. Thanks for this review.

[Susan Ledezma]

[Following is a volunteer review of "How to be a SuperStar Salesperson" by Audri White.]

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5 out of 5 stars

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Share This Review

---

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

The information in this book seems like it would be extremely useful in a business situation. Considering that it also seems to be extremely well written, I can see this book being extremely useful. I will keep this book in mind. Thank you so much for the insightful review!

[Julie Marie Basil]

This sounds like a very helpful book for an aspiring salesperson or someone who is already a salesperson but wants to improve. Keep up the good work!

[Mari Thompson]

The use of acronyms is a helpful way to remember key points in any situation. This sounds like it would be a good book for anyone that would like to learn about different sales techniques. Thanks for this recommendation.