Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!) Paperback – April 7, 2020

Do you like talking to salespeople?[cue crickets]Most people would probably answer no even though selling is innate to the human experience regardless of your role in life (I happen to be in finance and sell every day).Why is that and how do we change our relationship to selling?David does a phenomenal job at answering this question by placing you the seller into the buyers’ shoes.Selling is all about human connection and like any relationship, involves listening, empathy, curiosity, and perhaps my favorite intentionality.Regardless of where you find yourself in life (this even applies to dating!), you will find practical advice and tools (my personal favorites; mirroring and pattern interrupts) that you can apply today!Thank you, David!

David has a unique way to walk you through a journey where he shows you what’s occurring commonly in sales, how effective or ineffective it is with statistical evidence, and then ideas for you to consider to adapt your approach. I left the book with several epiphanies, immediately recommended this book to my entire team, and adapted to a more valuable engagement method with my customer base. Wonderful book for anyone wanting to up their game and increase their win rate. David also has a wonderful social media presence that is worthy of a follow.

David Primer does a fantastic job on putting together science and humanity in perspective, for both new sales and seasoned excutives. My key take away: Humans buy emotionally, and justify their choice logically. So, selling is first and forememost a deep human communication exercise.

There seems to be more and more content being put out today relating to sales enablement/training but I often find that many of these books (or other resources) tend to miss the mark in some way. Either they feel outdated, do not relate to the role I am in (software sales), or do not align with what I as a seller see in the market. However, this book is different. Sell The Way You Buy absolutely nails the techniques and practices that a modern seller needs to embrace. This is a book that I plan to read multiple times as it is that rich in great content. I would recommend this book to anyone in a sales-related role, you will not regret it.

It really changes the whole idea of buying and selling for me. So much more than just client and a salesperson. Gives me a new perspective and approach towards my own endeavors.

Wow, this book is amazing. David Priemer captures the essence of selling in today's world better than any other author I've read. He's someone who's clearly been in the trenches, so much so that the authenticity of his message is abundantly clear. He delivers in detail both the theory behind his approach and an actionable strategy to implement the recommendations in your own sales org.I've long been a believer in the psychological aspect of selling, and David captures the essence of the approach perfectly - a brilliant mix of empathy, strategy, and real-world examples to which really bring to life his approach. Trust the reviews, your prospects and customers will thank you.

I've been in sales and sales management for 12 years at some of the top tech companies in the world. This book felt as if it recapped what I've learned about selling over the last decade in an easy to read and digestible way. Now in the era of Covid it's so important to make every interaction a good one, be prepared, and offer value. This book helps break down how to do it for somebody brand new to the industry or to provoke the are we really doing this question to a vet.

Big fan of this book! For me, it provides the two things I really enjoy in a sales book - actionable advice and the theory behind it. There are many great take-aways, but if you are particularly interested in improving your approach to messaging, discovery and objection handling then you will find a ton of value here. Whether you are an experienced seller or new to the role, this book will increase your situational awareness during conversations with buyers and provide language or phraseology you can leverage to be more strategic and relevant.

Great strategies about Sales with important details explained! Once you start it gonna be hard to stop reading it.Not a basic level content book, perfect for AE's or ambitious SDR.Recommended it!

This book's premise may get a 'duh' reaction out of you, but much in sales is dictated by how a buyer feels. Reality is, few of us have the EQ to know what we're feeling, and our lazy brains don't want to think too hard about a purchase. To Priemer, it's the salesperson's job to help the buyer work through their own thoughts & feelings.Elements of this book reminded me of 'Stumbling on Happiness,' 'Making Websites Win' and 'This I Know' and none of those is a sales book.Love this line "Sellers operate as though their buyers are out there sitting idle, just waiting for a solution like theirs to appear on their doorstep. Of course that is (sadly) not the case."Another nugget, "most companies think they are selling a pain killer, but their messaging sounds like they're selling vitamins."One of the book's major messages is that beliefs matter. "First, consider what your organization believes to be its key offering, the thing that differentiates it from your competition. Next craft a statement or series of statements you can use across your sales and marketing efforts, beginning with the phrase "We believe" or "At our company, we believe that" to tell the story.....And if your customers believe what you believe, they will undoubtedly lean in and say, "Tell me more!"When you insert your own product into the 'beliefs' story, say how it solves the problem in a way that circumvents typical solutions (e.g. throwing a lot of money at a problem). By doing so, you're pre-emptively handling their objections.His scenarios on Discovery Questions and Objection Handling are excellent. I'd recommend someone who needs practice (and who's not getting it through real world experience) to read this book.

David Priemer, used to work at salesforce.com and would spend the day trying to get through to clients by cold calling them and emailing them. He would also spend the day trying to stop sales people trying to get through to him. He wouldn’t take cold calls and he would block sales people emails. He then had an epiphany that he wasn’t selling the way people buy.David wrote “Sell the way you buy” to try and re-address the balance from all of the other Sales and Marketing books that tell you to interrupt people (cold call, email, advertise) and then broadcast your message. Of course, nobody buys like this anymore, in fact this just annoys them.David also explains that everybody sales and markets in the same way from a messaging prospective, so you end up with a “sea of sameness”. If the sales people are told to make 100 calls a da, they make 100 calls a day, regardless if this is the best and most efficient way of selling.If you are in sales (or marketing) and want a book that isn’t the same as all the other sales and marketing books, this is worth a read.

Ho acquistato e letto questo libro in inglese, a breve sarà disponibile anche in italiano quindi sono più che felice di commentarlo per primo.Premetto una cosa: sono un direttore vendite che ama il suo lavoro, ho il sogno di fare il formatore e divoro libri di vendita (ne leggo più di 20 all'anno).In un universo di libri scritti per fare marketing, per pubblicizzare i propri servizi, "Sell the Way you Buy" si distingue per la praticità e applicabilità.In altri termini se prendi il libro, lo leggi e applichi ciò che c'è scritto sei già sulla buona strada per il successo.Poi l'autore è un grande professionista, oltre ad essere umile e disponibile come pochi.EX VP in Salesforce, ancora si prende la briga di rispondere e interagire sui canali social / e-mail.Si vede che ama insegnare ed è questa la dote principale che deve avere un consulente/formatore.Compratelo!

Wow!This book explains why I've been experiencing certain selling challenges and what to do about them. I've taken 10 pages of notes on how to respectfully and kindly handle objections, how to steer the conversation and exact phrases to use in certain situations, including gems like "This isn't for everyone....".I'm throwing out the majority of my old sales playbook and replacing it with the methodologies in this book. I have every confidence that my selling will be more effective and more comfortable for both my clients and me.If you're new to sales or looking to up your sales game, this book will help you understand what works (and what no longer works) for modern selling. It gives you a suite of tools for handling objections that leave the customer feeling comfortable and respected. And for me, that's paramount.It's one of the best books on selling I've read in a while because it totally reshaped my views and challenged my current ways of selling.I would also suggest checking out the author's YouTube channel for some practical and quick selling tips that are further explained in this book. The videos give a great introduction to the author's values and beliefs. And, if you're like me, those videos will help you decide the book is worth buying.