The Ultimate Sales Pro

Very helpful - practical advice + inspiration

If you are considering several books by this author, I would buy this book first, then Questions That Sell. I read the author's Questions That Sell a few years ago and loved it...but I didn't really do much to incorporate it into my work flow.

The Ultimate Sales Pro provides both inspiration and the basics of Questions That Sell so it is easier to start implementing. I'm experienced at sales, but like many motivation can ebb and flow. This book addresses this, and in that respect is unique in that it helps salespeople whether a newbie or experienced. It also addresses constant real world situations, like dealing with RFPs and prospects who keep telling you to call them back later.

I actually have both the book and the audio and find that they both are helpful - the audio for periodic inspiration while driving and the book for a quick practical reminders. I purchased the audio and was given the book to review after. I like the audio, but if I were just purchasing one, it would be the book since it's laid out well and is easy to thumb through and quickly get what you need.

Paul's approach approach is good and for today's clients, whether B2B or B2C - he tells you like it is, but not in a bombastic in your face way like some others books and audiobooks that I've read and listened to.

In sum, buy this book first to start implementing immediately, then get Questions That Sell to go deeper.”

25 Valuable Strategies from Over Two Decades of Selling

The Ultimate Sales Pro is a great book. What I loved about it was how Paul weaves his own personal story throughout the book so you learn powerful, sometimes unconventional strategies, in the context of the real-world.

And he doesn't hold back. He shares his personal wins and failures, so you can have the benefit of learning from his successes and his mistakes.

Here are some of the unique strategies that Paul presents in this book:

• Why just focusing on getting more and more leads is NOT the solution to you getting more sales
• How great customer relationships can actually COST you sales and what to do about this
• How sales professionals unintentionally limit the very thing that makes it possible to provide the best possible value for their customers
• Why waiting for your customer to call you back is a fatal error and how to take control of the buying process
• How trying to move a big-ticket, complex sales process along quickly can actually backfire on you and produce less sales

The cool thing that I also liked about the book is that Paul doesn't just talk about external strategies. He also delves into the internal strategies that will determine whether you ultimately succeed or fail at sales.

Just to be clear, I am not a sales professional. I am a marketer.

But I still found Paul's strategies to be very helpful and important to me personally and in how I approach marketing. If you're a sales professional or hope to be one some day, then I think you'll really like Paul's book.”