Review by Sydney Nyamasoka -- Selling with Presence

[Sydney Nyamasoka]

[Following is a volunteer review of "Selling with Presence" by Reggie Pearse.]

---

4 out of 4 stars

---

Share This Review

---

Selling with Presence is a book written by Reggie Pearse, a successful, experienced sales professional and business owner. The book seeks to practically help sales professionals improve themselves and adapt in the dynamic business world through their presence to buyers or customers. Presence is the manner of meeting, physical or virtual, with the buyer or customer attempting to introduce product or service offerings, getting them to understand the offerings, getting them to accept the offerings and resolving any problems arising in the processes. The author points out misunderstandings and common mistakes made by sales professionals right from the stage of attempting to initiate a deal right to its closure. Essentially, the author seeks to positively shape the social skills of sales professionals enabling them to set a fundamental and beneficial shift in sales techniques. Reggie Pearse addresses the importance of knowing what to value in making a sale. Is it just your sales target with your employer?, perhaps you are yet to reach the total target. Is it just the product or service offering? Is it even, possibly, the buyer you value?. The author strikes a wise balance in his explanations throughout the book.

The author mentions that the apparent global knowledge explosion has made buyers more aware of almost every aspect of product/service features and sales professionals can no longer rely solely on explaining these features to customers with the hope that these are the key selling strengths. Sales professionals have to evolve and become more engaged with both prospective and current buyers. The author says that sales professionals have to nurture certain key and evolving skills. The modern sales professional should not just force their offers through, irregardless of the buyer’s situation.

Reggie shares his experiences and how he learned from their consequences. In arranging meetings with buyers, the sales professional has to have a great degree of ability to adapt, preparedness and readiness to overcome unforeseen hurdles in deal initiation and closure.The book is well written and arranged in an orderly way. There are links that the reader can use to view other helpful materials. I appreciate the awareness that the author seeks to establish in his profession. Reggie Pearse desires to see a shift in the approach that sales professionals adopt when establishing or maintaining sales deals. He calls for change in the mindsets of sales professionals. In other words, he points out that selling should be more of serving rather than forcing through a sale without regard for the significance of the benefits a buyer can obtain from the deal.

For any sales professional and business manager looking to up their game in the field and establish resilient buyer retention, this is a useful guide. The book has a few and insignificant typos. It seems to have been edited well. Without a doubt, this can improve a sales professional’s presence and enable them to gain a competitive edge over rivals. I would recommend this book to all sales professionals, business owners, aspiring entrepreneurs and business students who have a keen interest in becoming successful, more organized and adaptive. I rate this book, "4 out of 4 stars."

******
Selling with Presence
View: on Bookshelves | on Amazon | on iTunes