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Uncensored Sales Strategies: A Radical New Approach to Selling Your Customers What They Really Want - No Matter What Business You're In
Sex Sells...
With a gift for sales, Sydney Biddle Barrows, once known infamously as the Mayflower Madam, found wealth in selling her customers exactly what they wanted - and shockingly, it wasn't sex! Yes, ultimately a sure thing was involved, but if that was really her clients' main objective, they could have gone elsewhere for a lot less.
The business she was really in? Selling a fantasies. Fantasies inspire, excite and motivate - they make us feel good about ourselves. We all buy fantasies everyday - from a car dealership, a spa, a realtor. The salesman that masters the art of selling fantasies can write his own check. Now the Mayflower Madam shows you how - in a way you've never dreamed of.
This one-of-a-kind sales guide works for any business and any salesperson. Through racy examples and entertaining anecdotes, discover how to: Unearth your prospects' unspoken expectations so you can create a sales design that delivers the goods Figure out what business your customers want you to be in - and how to reverse engineer it so your customer actually receives that experience Be selective and attract affluent customers where price is not a barrier Reverse the sales process, creating a sales choreography to take control of your prospect Quickly establish your clients' trust - lessons from a business where trust is hard to come by
Plus get Sydney's 25 XXX-Rated Sales Secrets!
Provocative and clever, Biddle Barrows brilliantly addresses hidden, overlooked and neglected aspects of selling. Through her own experiences, she takes you where no other sales expert has ever taken you and equips you to fine-tune your own sales process providing the ultimate payoff!
[REVIEW: ]
The fast-talking, closing-obsessed salesperson of the past is dead and doesn't know it. Potential customers hate being bullied; though they may cave in the face of such old-style aggression, they won't be back and they won't send referrals. Barrows and Kennedy make an irrefutable case that people are more beguiled by an approach centered on providing an experience consistent with inner desires than a pressure-sell.
Barrows urges listening first, then selling clients what they yearn for. "What problem are they trying to solve, what pain are they seeking to al-leviate or avoid? What pleasure or gain are they hoping to experience? What do they see as the ideal outcome and how will that make them feel?" This approach meets less sales resistance than trying to convince people to want what is already on hand.
The author and co-author are an absolutely unique duo in the sphere of marketing. Sydney Biddle Barrows first came to the public's notice when labeled by the press as the "Mayflower Madam,"--mistress of a highly lucrative out-call service, called Cachet. She is now a highly in demand public speaker, business mentor, and management consultant. Dan Kennedy is a consulting guru whose daily fee (which folks line up to pay) is about the same as the average annual per capita income in the U.S.. His eleven previous books include The No B.S. series of specialized sales guides.
According to Barrows and Kennedy, the smart seller should shift focus from products and pricing, to the minds of customers, and put their energy into building honest relationships. Those who aren't sure exactly what business they're really in (answer: whatever legal business the clients want you to be in) will soon be out of business. Niche businesses are lucrative, but sub-niches serving a very particularized segment are even more suc-cessful because the seller can tailor their approach to more closely match expectations. One proviso: the techniques detailed here apply without modification only to those serving clients with plenty of disposable cash. Individuals on limited budgets might like to be catered to, but they still check the price tag.
Several additional sales specialists contribute short sections that reinforce Barrows' and Kennedy's priorities through examples of their own successes and learning experiences. The general approach is concerned with ending overt coercion in the sales process; it's about deeply understanding the movies playing in clients' heads. That's the direction of the future for the entire occupation. Don't discount the advice of the madam and the madman; they might know more about your business than you do.
(January) Review by: Todd Mercer, "Foreword" magazine, January/February 2009
With a gift for sales, Sydney Biddle Barrows, once known infamously as the Mayflower Madam, found wealth in selling her customers exactly what they wanted - and shockingly, it wasn't sex! Yes, ultimately a sure thing was involved, but if that was really her clients' main objective, they could have gone elsewhere for a lot less.
The business she was really in? Selling a fantasies. Fantasies inspire, excite and motivate - they make us feel good about ourselves. We all buy fantasies everyday - from a car dealership, a spa, a realtor. The salesman that masters the art of selling fantasies can write his own check. Now the Mayflower Madam shows you how - in a way you've never dreamed of.
This one-of-a-kind sales guide works for any business and any salesperson. Through racy examples and entertaining anecdotes, discover how to: Unearth your prospects' unspoken expectations so you can create a sales design that delivers the goods Figure out what business your customers want you to be in - and how to reverse engineer it so your customer actually receives that experience Be selective and attract affluent customers where price is not a barrier Reverse the sales process, creating a sales choreography to take control of your prospect Quickly establish your clients' trust - lessons from a business where trust is hard to come by
Plus get Sydney's 25 XXX-Rated Sales Secrets!
Provocative and clever, Biddle Barrows brilliantly addresses hidden, overlooked and neglected aspects of selling. Through her own experiences, she takes you where no other sales expert has ever taken you and equips you to fine-tune your own sales process providing the ultimate payoff!
[REVIEW: ]
The fast-talking, closing-obsessed salesperson of the past is dead and doesn't know it. Potential customers hate being bullied; though they may cave in the face of such old-style aggression, they won't be back and they won't send referrals. Barrows and Kennedy make an irrefutable case that people are more beguiled by an approach centered on providing an experience consistent with inner desires than a pressure-sell.
Barrows urges listening first, then selling clients what they yearn for. "What problem are they trying to solve, what pain are they seeking to al-leviate or avoid? What pleasure or gain are they hoping to experience? What do they see as the ideal outcome and how will that make them feel?" This approach meets less sales resistance than trying to convince people to want what is already on hand.
The author and co-author are an absolutely unique duo in the sphere of marketing. Sydney Biddle Barrows first came to the public's notice when labeled by the press as the "Mayflower Madam,"--mistress of a highly lucrative out-call service, called Cachet. She is now a highly in demand public speaker, business mentor, and management consultant. Dan Kennedy is a consulting guru whose daily fee (which folks line up to pay) is about the same as the average annual per capita income in the U.S.. His eleven previous books include The No B.S. series of specialized sales guides.
According to Barrows and Kennedy, the smart seller should shift focus from products and pricing, to the minds of customers, and put their energy into building honest relationships. Those who aren't sure exactly what business they're really in (answer: whatever legal business the clients want you to be in) will soon be out of business. Niche businesses are lucrative, but sub-niches serving a very particularized segment are even more suc-cessful because the seller can tailor their approach to more closely match expectations. One proviso: the techniques detailed here apply without modification only to those serving clients with plenty of disposable cash. Individuals on limited budgets might like to be catered to, but they still check the price tag.
Several additional sales specialists contribute short sections that reinforce Barrows' and Kennedy's priorities through examples of their own successes and learning experiences. The general approach is concerned with ending overt coercion in the sales process; it's about deeply understanding the movies playing in clients' heads. That's the direction of the future for the entire occupation. Don't discount the advice of the madam and the madman; they might know more about your business than you do.
(January) Review by: Todd Mercer, "Foreword" magazine, January/February 2009
- GenresBusiness
288 pages, Paperback
First published February 2, 2009
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Displaying 1 - 4 of 4 reviews
March 16, 2011
What can the madam who one of New York's most expensive escort services teach you about sales? Well, she was an expert in the world's oldest profession.
The heart of this book is that you don't sell your product or service, you sell the fantasy your client is seeking. You then engineer your delivery to make sure your customer gets what he wants. "Uncensored Sales Strategies" covers how to prepare yourself to be a seductive sales pro, the tools and tactics of seductive selling, and concludes with a section with chapters from guest contributors who use outstanding sales strategies.
As always Dan Kennedy hits the mark. This is fresh, outstanding and practical sales advice, rather than a rehash of old material. Teaming up with Sydney Barrows and her compelling story and experience make it an entertaining read as well.
Whether you own your own business or sell for an employer, you want to read this book to increase your sales effectiveness.
The heart of this book is that you don't sell your product or service, you sell the fantasy your client is seeking. You then engineer your delivery to make sure your customer gets what he wants. "Uncensored Sales Strategies" covers how to prepare yourself to be a seductive sales pro, the tools and tactics of seductive selling, and concludes with a section with chapters from guest contributors who use outstanding sales strategies.
As always Dan Kennedy hits the mark. This is fresh, outstanding and practical sales advice, rather than a rehash of old material. Teaming up with Sydney Barrows and her compelling story and experience make it an entertaining read as well.
Whether you own your own business or sell for an employer, you want to read this book to increase your sales effectiveness.
October 22, 2012
Interesting read about various sales tactics explained through an uncommon perspective, which is through that of a call-girl business. It goes to show that sales is sales, regardless of what business you happen to be in.
September 7, 2015
About gaining a competitive and lucrative advantage by delivering a compelling experience through out the sales cycle and throughout the "order fulfillment" process. Since very few do this well, YOU should be the one doing it in your industry in your local market. Read it.
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May 3, 2014N.B.: "The Mayflower Madam" was one of the first adult books I read at 9 or 10. I didn't quite understand what a call girl was.
Displaying 1 - 4 of 4 reviews