Sellology by Alistaire Jama
Sellology by Alistaire Jama: Yorkshire Powerhouse Score 6/10
This is an extraordinarily useful book for any Director or Manager who is not a sales natural, but in compensation seeks a systematic approach to the art of selling.
Who will gain the most from reading this book?
A business person just beginning to explore the science of selling, the next step on from winging it!
This is a brief review, it’s a short book 181 pages. It is very easy to read and to understand.
The major discussion is about four business styles, there is an interesting test which allows the reader to categorise themselves and thereafter the book becomes interesting as the reader is drawn to consider their own experience in the light of the test results.
The book then discusses a PROCES, deliberately with the last S missing!
Reach, is it Twitter, LinkedIn, Cold calling or networking!
Obtain, ask a lot of questions.
Connect, Features tell, benefits sell.
Elaborate, if you are going to tell a story, tell it like Tarantino.
Secure, ask for the order.
The two sections above are linked up nicely and the PROCES adapted depending on the business style of the potential client.
Could a Yorkshire perspective improve this book?
Each example is bolstered by long winded examples which only vaguely support the point under discussion. It is a short book and a very easy read so this shortcoming is easily forgiven.
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