Move the Sale Forward: Position Yourself and Your Business to Make Things Happen

by John Klymshyn

Book Overview

Though most sales gurus emphasize the closing process, Klymshyn says that closing is easy . . . but setting things up the right way is hard. He offers practical secrets such as how to open the... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 1563437694
• ISBN13: 9781563437694
• Release Date: January 2003
• Publisher: Silver Lake Publishing
• Length: 340 Pages
• Weight: 1.35 lbs.
• Dimensions: 0.7" x 8.0" x 10.2"

Customer Reviews

The one sales book every salesperson or sales manager should own - This is selling for today's needs

I decided to write this review because I was here buying yet another copy of book since I gave my last copy away . . . and that wasn't the first one I've given away. Moving the sale forward is selling the way it should be done. John clearly demonstrates how to create conversations that sell and to keep them moving. The thing I like about this book is that the information really works. It isn't the old hackneyed ideas that are pontificated over and over again by so called "sales trainers." This is practical, easy to implement advice from a sales trainer who walks his talk. He understands what it takes to be a successful salesperson because he is. I'm confident anyone who sells for a living and whose compesnation is based all or in part on commission will at least double their income in a year if they read and apply these principles. The reason I keep giving the book away is that I tell clients about it and then end up giving it to them. The other person this book is for without a question are people who don't like to sell and who don't categorize themselves as salespeople. This book will show you how to leverage your natural talents to naturally close business . . . without selling. I highly recommend this book for anyone involved in selling, it has definately impacted the way I sell and improved my ability to get more of the kind of business I want. You'll love it, but most importantly, the busy executives you sell to will love your new approach and reward you with more business.

Better Understanding Leads to Greater Success

John Klymshyn's "Move The Sale Forward" does an outstanding job of demonstrating that, while success in sales does require calculation, pre-planning, and extensive strategizing, there is also a great need for genuine human characteristics, such as emotion, understanding, and honesty. While many books have been written about the latest 'answers' to the question of how to be a better salesperson, John Klymshyn's book is unique in its focus on fundamentals as the keys to success. John talks about the importance of understanding one's customer, of 'making the human connection' with a client, and of how to carry on client conversations so that they are comfortable and productive, rather than forced and inefficient. Above all, Klymshyn's narrative is practical; that is, it provides legitimate recommendations on what to say to a client, when to say it, when NOT to say it, and, most importantly, how to "Move the Sale Forward." While I have been in sales and associated with salespeople for more than twenty years, I've not previously seen such emphasis placed on establishing relationships with clients, and then using those relationships to keep making progress towards the salesperson's ultimate goal, which is measurable success. In my experience and in my opinion, John Klymshyn's sales style of focusing on relationships is absolutely the right way to go, and his book, "Move The Sales Forward: Position Yourself and Your Business To Make Things Happen" provides invaluable direction and tools to make this happen for even the most experienced salesperson. Because this book professes a sincere philosophy rather than a caluclated style, its value to rookie salespeople and experienced veterans alike is tremendous. Salespeople's success comes from understanding their customer, recognizing their customer's needs, and knowing how to deliver those needs to that customer at the proper price. John Klymshyn's book takes these principles and lays them out in a fashion that makes them not only understandable and logical, but also easy to embrace.