Mutual Respect

by Bob Beck

Binding: Hardcover Publisher: Hinthorn Date published: 2005 ISBN-13: 9780967944968 ISBN: 0967944961 This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0967944961
• ISBN13: 9780967944968
• Release Date: January 2005
• Publisher: 90 Minute Books
• Length: 188 Pages
• Weight: 0.95 lbs.
• Dimensions: 0.7" x 6.4" x 9.3"

Customer Reviews

Respect for Mutual Respect

Everyone, whether they consciously realize it or not, is constantly engaged in 'selling' and 'buying' by virtue of their interactions with others. Mutual Respect places many things into perspective which go beyond the boardroom and into the realm of everyday living. This book is not only helpful in many practical ways, but also acts as a reminder regarding human nature. Mutual Respect can be used as a guide in dealing with much more than the office because the principles can be applied to other areas such as parenting. I highly recommend this book to anyone interested in learning more about how to better negotiate business or personal relations with others.

Mutual Respect gets my respect!

There are a lot of books on selling but this one really talks about the real world of selling in today's market and not a bunch of hype. I got the feeling that Bob Beck wrote this book from the heart rather than as a textbook manual. The story's and anicdotes really made the point of the book come to life. This book is for anyone in sales whether they are just starting or like me have been doing it for over 30 years. It's full of fresh ideas that make a lot of sense. I've never written a book review before but after reading this one I felt that it was worthy of my thoughts. It's an easy reading book that can be read in a short time but the advice will linger long after the book is finished.

Knowing when to hold 'em and when to fold 'em

After reading Bob Beck's Mutual Respect, I have seen a dramatic increase in my abilities to sell with efficiency. I now have a greater understanding of how to target my consumers and feel confident in my abilities to boost sales productivity. I have introduced the Quid Pro Quo selling technique to my collegues, and we have all seen an increase in our sales revenues. While being very educational, the book is entertaining and a fun read!

Master of Your Selling Destiny

This is a fresh look at the necessary skills and habits required to be CONSISTENTLY successful in sales. One of the key concepts is that you are not in a subservient position to your prospect. They have the money, but you have something of value to offer in exchange for their money. This same principal must be applied throughout the sales cycle. If they want a demo, what do you want in exchange? If they want to visit your headquarters, what information or access would you like in return? Beck calls this Quid Pro Quo Selling. He likens most sales cycles to a poker game where the prospect is the dealer, you don't know the rules, and at the end of each hand, the dealer tells you whether you've won or lost! What a revelation. I'm kicking myself in hindsight! Mutual Respect is full of lists, case studies and anecdotes that back up the theory. Sidebar: An ususual aspect of the book is the double-spaced type, which made it easier on my old eyes to read.

Selling courageously

Beck really cuts to the chase showing real life examples of his no-nonsense, Quid Pro Quo selling approach. While the approach he lays out is extremely effective in boosting sales productivity, it's not easy. To employ his methods takes some serious gumption that, honestly, not all sales people will be able to pull off ... not because it's not do-able, but because it's hard work and takes tremendous courage and confidence. For those with the necessary ability and desire though it will absolutely lead to higher close rates, much faster sales decision cycles and some of the most unbelievable executive level relationships you'll ever have that will last a lifetime.