Beware “One Size Fits All” Approaches
Leave it to one sales book — in this case, “Ninja Selling” by Larry Kendall — to point out the fatal flaw in almost all other Sales “how to” books.
According to Kendall:
“Many sales books and training programs have been developed by top salespeople who share the techniques that worked for them. Many of these people have what we call “big power personalities,” and their techniques work because of their power personalities . . . What about a selling system that works for the rest of us? Those of us who are introverts? Or people who may be uncomfortable with combative selling or power tactics?”
–Preface, “The Ninja Way”; Larry Kendall
Which begs the obvious question: are there universal sales techniques, that can be applied regardless of the salesperson’s style or personality?
I’ll let you know when I finish Kendall’s book . . . 🙂