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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
"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
"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
"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
"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
"Interesting...aptly
points out that being consultative can (also)
be dishonest...reasons for the difficulty
insurance companies have recruiting new
sales people...a softer approach to selling
and selling ethically are two very different
things..."
Steve Brown, Life Insurance Marketing and
Research Association (LIMRA, International)
“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)
“…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
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