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Strengths Based Selling
The key to success, salespeople are told, is to follow specific steps and techniques. Just heed the advice of this guru, and you’ll be the best! That approach doesn’t work for most salespeople. It probably doesn’t work for you either. The most successful reps, Gallup has determined from decades of research, understand their innate talents and strengths and use them to sell ...more
Hardcover, 220 pages
Published March 1st 2011 by Gallup Press
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I really like the approach that Tony Rutigliano and Brian Brim took on this book. It is incredibly important, from my experience, to identify one's strengths, focus on creative ways to utilize them, and consistently use them from day-to-day (especially in sales). There were a number of great insights that were included in this work. That being said, there were also a few things I found myself disagreeing with as well. Perhaps you will have a similar impression.
I love the strength finder and the books of markus buckingham. This sales book didnt stimulate me much. It gives some useful tips on best practices for sales people and tries to link the gallup strengths to each sales process stage. But it is hard to put into your brain and hard to see ow to apply this in practice.