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Sales Genius: 40 Insights From the Science of Selling, by Graham Jones
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Sales is surrounded by myths and received wisdom, but it doesn't have to be that way. Sales Genius brings together 40 proven pieces of research in one place and shows how to implement them to achieve success.
There is a raft of myth and hearsay around sales as well as thousands of books, most of which disagree with each other. Sales Genius presents a new and different approach. It cuts through the noise to bring you proven research from around the world that you can use to reach your goals at work.
Graham Jones, a workplace psychologist and a leading authority on sales, has read thousands of journal articles, books and pieces of research, so that you don?t have to. He has pulled together the 40 most rigorous and compelling pieces to each form a chapter of Sales Genius. And each chapter not only describes the research, it also shows you how to take advantage of it in your work.
- Sales Rank: #3324878 in Books
- Published on: 2015-11-24
- Released on: 2015-11-24
- Original language: English
- Number of items: 1
- Dimensions: 8.50" h x .50" w x 5.50" l, .62 pounds
- Binding: Paperback
- 288 pages
Review
Graham Jones has come up with a great book with some fascinating insights that explode some of the myths around sales, sales management and sales strategy. It is right for its time. Most "sales training" consists of training people how to sell rather than explaining how and why the other person is likely to buy. This book is long overdue and will be an essential guide as we all lead our sales teams towards 2020. -- Phil Jesson, Academy for Chief Executives What a great read. Some sad facts about the old-school approach to telemarketing with some really great advice. Well worth the read. An insightful look at the world of sales. -- Anthony Stears, The Telephone Assassin As a sales specialist I'm impressed by the amount of detailed research which supports the information in each chapter. Very different from most sales books which rely on the author's experience or opinions. Also, the volumes mentioned at the end of each chapter are extremely helpful and again quite different from other sales books. -- Andrew Docker, Andrew Docker Associates
About the Author
Graham Jones is a leading authority on the science of selling. He is a Member of the British Psychological Society, a Visiting Lecturer at University of Buckingham Business School, and an Associate Lecturer at the Open University. He has written more than twenty books, which have been translated around the world.
Most helpful customer reviews
1 of 1 people found the following review helpful.
Well-researched and Updated Sales Information For Today
By Terry L., Brock
I loved this book. It is practical, relevant for today, and backed up with solid, scientific research (not just hunches or “gut feelings”). Graham Jones has done the research and refers to what other credible sources have done to make this a must-read book for those of us who have to sell in order to eat.
Jones gets very specific in his statements and they are backed up with evidence, not just hype or feelings. A big question today is about the effectiveness of email marketing vs. using social media. Fair enough question and Jones doesn’t beat around the bush. Here’s one example he cites:
… these dramatically higher conversion rates for emails are only occurring for businesses which put a great deal of effort into two key aspects of emails:
1. The subject line
2. The deep personalisation of the message
(note the British spelling of “personalisation” showing he really is British!)
if you are in sales today, and want to be effective, this is a must-read book. It presents the information updated for today’s world, while embracing time-honored concepts which have been with us for a long time —- and will work for a long time. I highly and emphatically recommend reading and studying this book. - Terry Brock, professional speaker, syndicated columnist and marketing coach.
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