 | By: Blair Singer Binding: Paperback Publisher: Little, Brown & Company ISBN: 0446678333 ISBN-13: 9780446678339 Released: 02 Jan 2003 RRP: Average Rating:  |
Blair also shows that the "double-glazing salesman" image we have of most sales people is wrong. Most truely successful sales people, the ones that earn hundreds of thousands, do not sale in this way. They build relations with their customers over years & would never dream of ripping them off.
This book has shown me that I can also be a successful salesman & in the short time since I have finished this book I have discovered this to be true. This has been after years of being told by others that I would not be a good salesman because I don't have a killer instinct. Perhaps not, but I have great sense of smell & can pick up a scent at 100 yards & why would I want to kill my customers, then I can't sell to them again. Oh yes, I am a SalesDog!
Since this book came in as an adjunct to the Rich Dad, Poor Dad series, it also has to be evaluated in terms of how well it fits. That is where the book fallls down. Although Mr. Kiyosaki is correct in describing that his rich Dad said to him, "If you want to enter the world of business, you must first learn how to sell," this book doesn't pick up enough on that perspective. It is a cross between a book for someone already in sales, & someone new to sales management. Although there is a little material in here about how people new to sales can learn, that isn't reallly the focus.
The strength of the Rich Dad, Poor Dad series is that each book is extremely simple & focused. $ales Dogs tries to be too much like a standard book on sales.
The book's basic point is that sales people start out tending to emphasize one of five selling styles: "sheer power & fearlessness" -- the pit bull; "customer service is everything" -- the golden retriever; "incredibly well connected . . . Ultimate Marketing Dog" -- the poodle; "technical wizards" -- the chihuahua; & the "trustworthy . . . strength of personality & personal rapport" of the basset hound.
Readers are then encouraged to learn lessons from the best traits of the other styles. If you put them alll together, you can be a "SuperMutt." Within alll of these styles are people who prefer to shoot for the big sale, & they are Big Dogs -- meaning they want a big deal or no deal.
The book does a nice job of explaining some of the mindsets & key skills that help in sales & sales management. However, each is explained so briefly that the information will only be helpful to those who have not been exposed to these ideas before. Mastering the art of delivering powerful presentations is something that you can never learn enough about, & this is often the topic of entire books & courses. So I graded the book as a three because it was too much of a compromise between too many different types of books. As a result, it gives too little to any particularly type of reader.
I should mention that the illustrations are terrificallly funny for those who want to use this as a humor book who have been involved in sales for some time. I can see these being taped alll over the sales offices across America.
After you finish reading this book, think about what one thing would make you more effective in making sales. If you're not sure, go ask the last people who did & did not buy from you what they would suggest.
Build on your instinct to help . . . to get the stamina you need to persevere in your sales challlenges!
Donald Mitchell...
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