“Best sales training book I have read in my entire life.”Andrew Lehrfeld
There are natural laws that govern all sales activities, just like the law of gravity governs the motion of objects on this planet. When they are followed deals are closed. When they are violated deals are lost.
These laws were researched, compiled, and written based on the lessons Howard Berman learned and the observations he made over a 5 decades long career as a successful salesperson, sales manager, and entrepreneur.
It is your job ultimately to protect and serve the interests of your sales prospects and clients.
If you carry out your responsibilities in agreement with this concept, each natural law will be simple to understand and implement. But if you operate in some other fashion—some orientation other than the statement given above — you will find the task complex, difficult, and perhaps even unreal. In fact, if this is what you seem to be experiencing it is a clear sign that your viewpoint is not what it needs to be.
What makes or breaks a sale is the level of communication established by the salesperson with the prospect.
Excellent communication is created by: establishment of personal rapport, answering their questions, always telling the truth, never confusing them with jargon, never leaving them in a mystery.
The best thing a prospect can do other than closing is to ask questions.
The best thing a salesperson can do when a prospect asks questions is to answer them.
For those who are not natural born salespeople, not that there are that many, this book shares certain truths that transcends products or services and goes to the core of sales success. Read this book and go on to be the success you are intended to be!
– Winthrop Baum, CEO WEB Realty Company
The 29 Natural Laws of Sales is the new gold standard for both new and experienced sales people who are serious about being at the top of their professions. Howard, from his years as a successful sales professional, has assembled the practical building blocks that, when applied, will ensure any sales professional’s success. I personally recommend this gem to all my clients who are in professional sales!
– Dr. Donald E. Wetmore, President, Productivity Institute, Author, “Organizing Your Life” and “The Productivity Handbook”
This book is a resource that the serious salesperson should turn to again and again, as they work toward perfecting their craft. It is a precise step by step road map to the successful close. If you’re only going to read one book on sales this year, this is it!
– Dr Daniel Margolin, Author of “Fast Tracking Your Prosperity”, CEO of the NJ Foot and Ankle Center, President of effective Management Associates
I am very pleased to recommend Howard Berman’s “The 29 Natural Laws of Sales”. Howard’s insightful book guides the reader through a step by step approach to increase sales/revenues, as well as develop a game plan to produce repeatable success.
– Ira Mandel, MBA Harvard University & President, Divorce Financial Advisors & Mediators
“This is a must read blueprint for all sales people.”Dr Donald E. Wetmore