Tough Calls

by Josh Gordon

Book Overview

"Tough Calls" shows salespeople how to effectively work with problem clients. The book clearly identifies 20 difficult personalities and gives readers specific selling strategies for each, including... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0814479251
• ISBN13: 9780814479254
• Release Date: January 1997
• Publisher: Amacom
• Length: 224 Pages
• Weight: 0.05 lbs.
• Dimensions: 0.6" x 6.0" x 9.1"

Customer Reviews

Insightful!

While most books about selling focus on the salesperson's behavior, this book focuses instead on the client's behavior and the sales approaches you should use depending upon just how weird or annoying - excuse us, that should be "challenging" or maybe "eccentric" - the client becomes. Josh Gordon clearly and effectively presents 20 different classic, difficult behaviors, including everything from "The Client Who Lies to You" to "The Client Who Knows It All." Gordon offers useful strategies for dealing with such personalities and situations, strategies that can help you make your sale and then make a clean getaway. The book is written conversationally and includes no filler or fluff, just plenty of well-organized and helpful ideas. We [...] recommend this book to anyone who has to sell a product, service or idea, because sometimes it is nice to know that you aren't the problem.

Practical advice

Found "Tough Calls" to be excellent and filled with street smarts. Unlike most sales books, this one is filled with real world issues faced by today's salesperson. We all have problem clients. This book effectively tells us how to recognize them and deal with them. The sales world is a challenging place today. You need this book to succeed. It has helped me immeasurably.

It works!

I manage a sales staff and bought a copy of "Tough Calls" for each of my sales staff. We have all read it and refer to it often. Now, when a problem cleint comes up we start talking about it as a "Chapter 7" or a "Ch apter 11". "Tough Calls" is great stuff and represents new thinking!

I was disappointed...

I must say, it encouraged me to write my own book. It didn't really have anything new (as usual).Same re-hashed stuf. Bla bla bla.. yada yada yada... When it comes to telephone sales, no one comes near Stan Billue. He is the master.Mark A. Huntley

Tough Calls is a practical book with "news you can use".

Tough Calls is the most practical, no nonsense book on selling I have ever seen. Instead of the usual positive attitude stuff that wears off after a day or two this book is stuffed with great ideas that actually helps you make a sale. No jargon. No long useless stories. Just page after page of useful selling ideas.