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The One Minute Salesperson, by Spencer Johnson M.D., Larry Wilson
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From the bestselling co-author of Who Moved My Cheese? . . .
Spencer Johnson presents us with hints and tips for becoming more effective and confident in sales. With concise, practical advice in a dynamic presentation, the lessons learned from The One Minute Salesperson are invaluable.
- Sales Rank: #788053 in Books
- Published on: 2003-09-16
- Released on: 2003-09-16
- Formats: Abridged, Audiobook, CD
- Original language: English
- Number of items: 1
- Dimensions: 5.70" h x .60" w x 5.10" l, .19 pounds
- Running time: 60 minutes
- Binding: Audio CD
From Publishers Weekly
The nameless protagonist of this slender motivational parable originally published in 1984 suffers from the existential predicament of the salesman: "the quiet fear of rejection" caused by the nagging suspicion that "the customer did not want to buy the product." From a succession of sales gurus he learns the One Minute secret-it's not selling, it's "helping people...to feel good about what they buy." Johnson, author of the business mega-seller Who Moved My Cheese?, offers practical suggestions ranging from sensible (treat customers like people, listen carefully to their needs, use after-sale calls to generate good will and referrals) to questionable (use one-minute positive-thinking rituals to visualize successful sales calls) to sort of depressing (paste sales goals beside your shaving mirror). The "eighty/twenty rule" is paramount: "Eighty percent of our results are produced by about twenty percent of what we do." Unfortunately, the book embodies this rule a little too well: about twenty percent is truly solid advice, while eighty percent feels more like filler ("The man took out his notebook to record what he sensed was going to be useful information") padded further with extra-large type.
Copyright 2002 Reed Business Information, Inc.
Review
"Follow the wise adive in this great book and become the great sales person of your dreams!" -- --Og Mandino, author ofThe Greatest salesman
"Follow the wise adive in this great book and become the great sales person of your dreams!" -- --Og Mandino, author ofThe Greatest salesman
"This book can quickly help a person increase his or her income." -- --Frank Santo, National Sales Manager, Household Products 3M company
"This book can quickly help a person increase his or her income." -- --Frank Santo, National Sales Manager, Household Products 3M company
About the Author
Spencer Johnson, M.D., is the author of several New York Times bestsellers, including The One Minute Manager, all in the entertaining style of a parable that contains useful information readers can use in their own lives. There are more than thirteen million copies of his books in print in over twenty-five languages.
Dr. Johnson's education includes a psychology degree from the University of Southern California, an M.D. from the Royal College of Surgeons and medical clerkships at Harvard Medical School and the Mayo Clinic.
Most helpful customer reviews
0 of 0 people found the following review helpful.
Four Stars
By jennifer Zielinski
A quick read with good info
22 of 22 people found the following review helpful.
Light on content, but focuses on important basics
By Patrick D. Goonan
I think this is a worthwhile book for someone who is beginning a sales career or has an antagonist attitude toward the profession, but wants to change that maybe because they are starting a business, doing consulting, etc. It is particularly good for people who don't feel comfortable with the whole idea of selling, but realize it's an important skill and is even required in daily life e.g. to sell an idea, convince a child to do something in their best interests, etc.
I have read some reviews of this book that sound harsh; I think that some of them may be overstated. While this book is short, simple and a quick read, it does a very good job of driving the basics home in a way that represents the sales profession well and honors an ethical approach to business. While the ideas themselves are simple, their application on a daily basis is not. If you read this book and embody the principles, it will make a big difference in your attitude toward sales as a profession, to your customers and to your personal income.
I think almost everyone reading this has probably been on the receiving end of a bad or unscrupulous salesperson. They unfortunately are not rare and give the profession a bad name. Their tactics are coercive and manipulative. This is not the kind of sales that this book talks about.
Personally, I think a good salesperson earns their money by helping a customer to understand their needs, asks powerful questions that bring out the implications of their customer's business situation and presents options that the customer will feel good about. They also build relationships based on trust, superior product knowledge and professionalism. They keep their commitments, follow through on promises and know the difference between persuasion and manipulation.
This book is a book that uses story to demonstrate what makes a professional salesperson in the best sense of the word. In a nutshell, it's about mastering the basics and doing them from the heart, not with a desire to manipulate. I think this is a worthwhile message to get out there and it really does work, espeically in the long run.
Golfers, bowlers and other athletes revisit the basics frequently, often practicing them on a daily basis. The same principle applies to sales and this book does a good job of driving home the importance of mastering fundamental sales skills.
I agree with some reviews that this book is light on content. However, if a potential salesperson learns even one thing from this book that helps them to do their job better, they will easily pay for the cost of a new copy. If they form one good habit as a result of reading it, it will pay for itself many times over. With that said, why not buy it used if you are skeptical and worried that it will be a quick read? The words are the same and you might learn something. (I do agree that this book is overpriced, however.)
Personally, I have read this book more than once and I have periodically reviewed the material throughout the years. I don't think it's as good as the "One Minute Manager," but it's good. It's difficult to be a GREAT salesperson. You need to study the principles, embody them and maintain your balance, integrity and ethical principles often in the face of tempting or difficult situations. Given this reality, I think a book like this that inspires is a worthwhile read. This is especially true in a profession where a lot of people slam doors in your face and you need to deal well with rejection every day.
1 of 8 people found the following review helpful.
Whatever
By A Customer
Huh? What is the deal with this book? I just didn't get it.
I didn't care for the personal stories.
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