Nice Girls Do Get the Sale: Using the Power of Empathy to Build Relationships and Get Results

by Elinor Stutz

Written by a highly successful saleswoman, Elinor Stutz, this how-to book trains women in field-tested sales techniques that will launch them into the next level of success. They will discover how to use their natural kindness, empathy, and relationship-building skills to close better deals with a higher percentage of business-making sales. Women will find solid advice that will help them:

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• Format: Paperback
• Language: English
• ISBN: 1402207441
• ISBN13: 9781402207440
• Release Date: September 2006
• Publisher: Sourcebooks
• Length: 256 Pages
• Weight: 0.64 lbs.
• Dimensions: 0.7" x 5.1" x 9.4"

Customer Reviews

Sell it Sister

Nice Girls DO Get the Sale: Relationship Building That Works is a great book that will help you hone a sales style that works for you. This book is ideal for people who 1) Haven't worked in sales before and are now faced with the prospect of doing so and fear having to turn into someone else in order to be successful, 2) Have worked in sales but never felt very comfortable in the role, or 3) A business owner who finds that the sales function is definitely one they are responsible for and would like to be more effective. Author Elinor Stutz shares her impressive story of working in an all-male environment that actively tried to make her fail. Her determination and tenacity is inspiring and the book is full of highly practical tips and lessons that Elinor learned along her journey from novice to top performer. Elinor says to ask great questions to close the deal like rather than use sleazy techniques to trick people. She comes at sales from the approach that you are there to help the customer and be a trusted partner of theirs, and by doing so, sales will be a natural byproduct. She teaches how to build trust, prepare for an appointment, start your day off right by developing a routine for success, get great referrals, sell against stronger better known competition, stay positive, handle rejection and finish the sales all without selling your soul or sacrificing your integrity. Whether you are Naughty or Nice, you will love the Nice Girl approach to sales!

Awesome book

Nice Girls DO Get the Sale is beautifully written, and nicely structure so one can follow along. The book is easy to read. I keep her book near my workplace for constant reminder. Elinor has offered some great tips and questions. Her book is divided into different chapters, and throughout the book there are key questions, quotes and bullet points that are emphasize her writing. She also have funny stories in the book that makes it more personal and realistic. I would recommend this book to any salesperson-- even if you are not a girl.

Be Nice and Still Sell in Business

Nice Girls Do Get The Sale: Relationship Building That Gets Results by Elinor Stutz, Sourcebook, Inc. 2006 (paperback) The author of this book, Elinor Stutz, is the founder and CEO of "Smooth Sale," which provides business-to-business sales training and coaching. Stutz certainly has the expertise to write this book. Her credentials are based, in part, on her attention to detail and ability to determine the needs of both the saleswoman and her clients. The book is organized into twenty-three chapters, and each chapter offers new and useful information. The author summarizes the key points in each chapter with "Nice Girl Sales Tips" in the form of a list. Using both story form and how-to, Stutz presents a thorough and useful guide to benefit any working woman. In chapter 2, Stutz tells the story of the beginning of her sales career after spending fifteen years at home raising two children. With humor, she reveals how she entered sales: her husband announced that she had the personality of a salesperson. Stutz asked him, "Is that a compliment or an insult?" Stutz then explains to the reader what her perception of a sales person was, how that perception evolved, and how her personality fit the career. No matter our product or service, most of us have to sell it, thereby putting women in a sales career. At the very least, we have to sell ourselves via the job interview or book proposal. Stutz offers the reader the components of a positive perception of sales. Chapter 3 encourages the reader to persevere. Stutz plowed through a chauvinistic and sexist "good ol' boys network" in her first sales job. She had no sales experience and was given no training. She quickly earned the nickname "The Bulldozer" by, well, working! The author is a great role model for determination, discipline, and the desire to succeed against all odds. The main theme of the book is phrased in the sub-title. Selling is relationship building, which begins with establishing rapport with a client and/or prospect. Stutz indicates that women do not have to be pushy. According to Stutz, the salesperson must sell from the "prospect's view of the world." She has defined the "Nice Girl Philosophy," which includes integrity, respect, and kindness. Sales women solve problems for the clients and serve as consultants. Although Stutz states what she sees as differences between how men and women sell, she could easily prescribe the same sales techniques to both genders. However, women are fortunate that she wrote this book just for us! Stutz offers information on how to use technological data-base contact management systems effectively, as well as how to network face-to-face or on-line. There is also a long list of resources available, an index, and a guide to her line of CDs, e-zine, and other services. As an author, artist, and real estate broker who gets to sell in some capacity everyday, I highly recommend Nice Girls Do Get The Sale. Review by Lynn C. Tolson

Upbeat, positive and full of useful tips and information

Thanks for your great book which I purchased at the networking dinner event a couple of weeks ago. I've been enjoying it and working my way through it with my highlighter!!

Elinor's smooth sale is a breeze

Reviewed by Vicki Landes for Reader Views (10/06) "Nice Girl" Elinor Stutz shares her surprisingly simple secrets to a rewarding career in sales with the release of her new book, "Nice Girls DO Get the Sale." Her style challenges the "dog-eat-dog" philosophy that most people have come to associate with the profession and takes the "sleazy" stigma from the term "salesperson." Written in an easy-to-read and energetic tone, Stutz will feel like a new best friend as she guides the reader though her process. She motivates with not only her basic golden rule-type outlook but in her own "unshakable faith in [herself] and the product or service" she's passionately selling. Her emphasis on reliability puts the "Nice Girl Philosophy" well above other methods of persuasive marketing - "the approach reveals sincerity and integrity, and builds heavily upon value." Stutz is a proven commodity as she's gone from "no experience and no training" in a male-dominated, chauvinistic career field to a "top-of-her class" expert. Despite having to figure out how to sell on her own, she outshone her male colleagues by doing what came naturally - being nice. "Care about others and they, in turn, will provide a loyal following" - a concept completely foreign in the sales industry. Her tactics have brought her so much success that she's created a company around teaching her art, appropriately named "Smooth Sale." Stutz's book is a message of empowerment for adult women who are looking to break into sales or those frustrated with their current strategies and yearn for a fresh approach. Although the book is aimed at women, those men looking for better sales practices would benefit as well. In fact, Stutz's techniques can also be applied to other industries - "business," after all, is essentially about selling yourself. "Nice Girls DO Get the Sale" brilliantly conveys a refreshing way of doing business - nicely! Packed with easy-to-apply advice, Elinor Stutz effectively encourages her readers to have faith and never give up on what they believe in, while valuing honesty and reliability above the almighty dollar (which will naturally follow when labeled as "`the nice girl"). Stutz will have you cheering, "You go, girl!"