{"id":402388,"date":"2010-03-07T23:50:00","date_gmt":"2010-03-08T03:50:00","guid":{"rendered":"tag:blogger.com,1999:blog-5587346.post-5540176990308409264"},"modified":"2010-03-07T23:51:09","modified_gmt":"2010-03-08T03:51:09","slug":"book-review-three-steps-to-yes-sales-for-poets","status":"publish","type":"post","link":"https:\/\/mereja.media\/index\/402388","title":{"rendered":"Book Review: Three Steps to Yes – Sales for Poets"},"content":{"rendered":"
My Amazon review on Three Steps to Yes: The Gentle Art of Getting Your Way (9780609807194) by Gene Bedell<\/a>:<\/div>\n
\n

Part way through his short and readable book I decided Gene Bedell was just the sort of cheerfully cynical sales gunner I’ve been looking to learn from – albeit not to imitate. That was when he wrote of meeting his Prospect’s “personal needs” by “arranging for him to make the keynote speech at an important industry meeting”.<\/p>\n

Or, you could, you know, slip your Prospect a thousand dollar bill. It’s just a matter of degree.<\/p>\n

By the time I was done though, Bedell had persuaded me that he’s not nearly as amoral as I first thought. Yeah, he really has to win — but he likes his Prospects to win as well. Including the Prospects reading his book.<\/p>\n

Amoral gunner or admirable entrepreneur, or maybe a bit of both, he’s written the sales book for me. In Bedell’s words I’m a Poet, I ain’t got a sales gene in my body. I’m so bad my specialty is covert persuasion, by which my ideas and proposals are delivered by indirect and untraceable paths.<\/p>\n

After reading Bedell’s “Sales for Poets” book though, I can see about a dozen ways to change what I do. Even if I can’t execute on all 21 of his key recommendations at once, I can surely double my persuasiveness by just getting to average on 3-4 of ’em. I intend to work on a different 3-4 each month over the next year.<\/p>\n

I wouldn’t have wanted to read this book 10 years ago, but if I had my life would have been different (not necessarily better of course, but certainly different). It’s a powerful paeon to persuasion, and, as the title suggests, a good complement to the classic book on negotiation “Getting to Yes”.<\/p><\/blockquote>\n<\/div>\n

<\/div>\n","protected":false},"excerpt":{"rendered":"

My Amazon review on Three Steps to Yes: The Gentle Art of Getting Your Way (9780609807194) by Gene Bedell: Part way through his short and readable book I decided Gene Bedell was just the sort of cheerfully cynical sales gunner I’ve been looking to learn from – albeit not to imitate. That was when he […]<\/p>\n","protected":false},"author":711,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[7],"tags":[],"class_list":["post-402388","post","type-post","status-publish","format-standard","hentry","category-news"],"_links":{"self":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/posts\/402388","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/users\/711"}],"replies":[{"embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/comments?post=402388"}],"version-history":[{"count":0,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/posts\/402388\/revisions"}],"wp:attachment":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/media?parent=402388"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/categories?post=402388"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/tags?post=402388"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}