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Applauded
Across Countries & Professions
"Excellent!
Finally a book that gives you permission to Sell!
Defines selling for the 21st century."
Anthony Parinello, author of Getting to VITO
"George
Dudley and Jeff Tanner have collaborated on a
well-written book...fresh ideas...informative
and insightful."
Robert L. Shook, Bestselling author of books on
marketing and selling
"Read
the Hard Truth About Soft-Selling and get a healthy,
mind-clearing dose of reality...before you invest
another dime or one more minute in sales systems
and training."
Theodore B. Kinni, journalist, author, The Business
Reader
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"Excellent!
Finally a book that gives you permission
to Sell! Defines selling for the 21st century."
Anthony Parinello, author of Getting
to VITO
Welcome
to the soft-sell revolution. It
defines modern selling. But what is soft
selling? Where did it come from? What does
it promise and what has it delivered?
Are
today’s “client-centered”
salespeople really happier, more professional
and productive? With clarity and precision,
world class scholars George W. Dudley and
Dr. John F. Tanner systematically peel away
buzzwords posing as facts and pop psych
mumbo-jumbo to expose a profession in the
midst of an identity crisis. To sell effectively,
modern salespeople are told they must present
themselves as “advisors” or
“consultants”—while still
accountable for old-fashioned, closed sales.
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"In
the tradition of other great reads like Who Moved
the Cheese and Chicken Soup for the Soul, Dudley
and Tanner’s book is small at only 200 pages.
But don’t be fooled by its abbreviated size.
It packs a knock-out punch aimed right at the
high concept psycho-babble that has overtaken
the modern sales profession and reduced it to
little more than a vague remnant of itself.”
Benny
Tay, Prudential, Singapore
“As
an Australian CEO in a highly competitive market
space, I needed this book to reframe my thinking
about what real selling is about… It should
be on the 2006 required reading list of every
CEO looking to drive top line business outcomes…
As
a Psychologist with over 25 years of experience
working with all manner of delusional thinking,
I find its open assault on the humbug of the soft
sell to be a breath of fresh air… Dudley
tackles several of the post-modern sacred cows
behind the Soft Sell industry. NLP, Congruence
and Client-Centered positioning each receive their
fair share of critique, and through the skillful
use of sound science, Dudley, like Francis Wheen’s
(How Mumbo Jumbo Conquered the World), lays bare
the fallacious reasoning that says there is no
such thing as historical or scientific truth…
Academics
and consultants would do well to digest the realities
that lie behind the pseudo science of soft selling….”
- Terence Coyne, Chief Executive Officer, Personnel
Decisions International, Australia.
"...makes
it very clear that 'soft-sell' can very easily
turn into 'no-sell.' ... a must for individuals
who make their living selling - or managing those
who do."
- Dean Horger, Division Training Leader, Genworth
Financial
“Dudley
and Tanner make a major contribution in their
defense of selling as an honorable profession.
If one ever needed permission to simply be genuine,
speak with candor, and be transparent with intent
while always seeking an honorable outcome –
this book delivers it!”
-Ron Wagley, Chairman & CEO, Transamerica
Occidental Life Insurance Company
“Research
based….a good read...cold, hard realities
about the profession of sales.”
- Paul Nelson, Business Unit Executive,
Global Industries Sales, IBM (Dallas)
"Three
cheers…A damned good little read. Thoroughly
readable…explains so much about how sales
consultants lost their way.”
- David Richardson, Senior Reporter,
Today Tonight, Public Affairs Programme, Network
Seven, Australia
“…a
veritable godsend for those in marketing and sales.
The authors have cut through currently fashionable
attitudes and jargon with great precision—a
most profitable read.”
- Max Weismann, Center for the Study
of The Great Ideas
“A
valuable contribution….it’s about
time someone said it!”
- Don Bradmore, Senior Lecturer (ret.),
Department of Marketing, Faculty of Business and
Economics, Monash University, Australia
“Explains
why we have so many great relationship-builders…
with poor sales results….and why so many
salespeople struggle so hard to be accepted they
forget the primary reason for making contact-
to ethically represent our products and services
to prospective buyers.”
- Philip Seah, Dir., Agency Development
(Insurance), Prudential Corporation, Asia, Hong
Kong
“A
diminutive book…quick read…spirited
and meticulously crafted… welcome contrast
to the glut of self-certain 'you must sell my
way' crowd...”
- Shannon L. Goodson, Behavioral Scientist,
Author, Publisher |
