The "OH Norman" Diary: The Moment of Truth - Selling to Your Customer's Needs

by Erich Mock and Uly Meixner

No Synopsis Available.

• Format: Paperback
• ISBN: 0957944802
• ISBN13: 9780957944800
• Release Date: January 2001
• Publisher: Global Partners & Associates
• Length: 148 Pages
• Weight: 0.55 lbs.

Customer Reviews

Highly recommended for managers and staff alike.

At first, when a colleague recommended this book to me, I thought.."Oh great, another motivational book,...80 percent motivation, 20 percent meat..." I`ve been general manager of a quality plastics manufacturing company for over 20 years. I have been fully involved in all areas of sales and negotiations with our customers, and strive to stay in tune with the most effective techniques and technologies available to assist me and my associates in selling our fine products. I thought I was on top of my game, but after just a few pages, a burning sensation started in my chest as I saw several direct references to the same problems and pitfalls that we have experienced just recently in our dealings with new and old customers alike. After reading "The Oh Norman Diary", I discovered there was one key ingredient in our sales strategy that was not being utilized to it`s fullest potential....the customer. This priceless work by U. Meixner and E. Mock is simple and striking. It has been quite an eye opener for us, as it helps to break down many of the barriers that we face in our sales process. It has helped us to ask the "Right" questions, and avoid making the wrong assumptions about our customers needs. We are also able, now, to learn and profit from our past mistakes as never before! Our customers are responding very favorably to our new methods and mind-set, and my company is already reaping the benefits from the new insight and skills we`ve gained by reading this fine book. I would highly recommend this book to owners, managers and salespeople. It`s well worth the time. Karl Krause Krause Plastics Tulsa, OK

NORMAN SELLS ANOTHER ONE

A clever and informative book about the principles of successful selling techniques. The engaging character and the diary format personalizes the information and strikes a cord with anyone who works in the real world of selling and marketing oneself. The use of humor to emphasize important points makes this book enjoyable as well as useful. I recommend "OH Norman" highly!

Easy reading and very informative

I just finished readfing the "Oh Norman Diary" and found it an easy read. Interesting and informative. It covers all the basics of sales training.

A must read for any sales professional

I just finished reading the "OH Norman Diary" and put it on my company's suggested reading list. This is one of those books that reaches people of all levels. For someone just starting out it is a great "how to". For the experienced sales person it is a great reminder/reinforcement of what made you that way! A quick read that is worth the effort.

Fast read, practical, immediately useful ... good stuff!

You can tell right away that Uly Meixner and Erich Mock have first hand sales experience and can transfer that into powerful advice that is immediately useful on my next sales call. Written in an easy-to-read diary format, "Norman" follows the life a salesman, like you and me, and teaches the "what to avoid" and "how to do it better" from his every day experiences. The chapters are short, to the point (no digging to figure out what he is saying), and great for hotel room, sick of TV, before bed reading.There are scripts of real life conversations that I can immediately plug in to what I do. I particularly liked chapter ten, Regaining Lost Ground, on how to fix it when things are obviously going bad. I wish I had had something like this a while ago.