Generating Buy - In: A Good Guide for Prospective Sales Professionals
The book Generating Buy-In explores the importance of the concept of buy-in in today’s business world and also analyses the need for generating buy-in as a very important and strategic leadership competency. The book tells us ways to make your customer believe that you can deliver to him more than what he expects even if the reality might not be that.
One of the strong aspects of the book is that it is able to provide us with examples wherever possible and this helps in the better understanding of the concept of generating buy in. It explains to us as to what exists in common between the various thought leaders of different successful companies with regard to the way they generate buy-in.
Communication skills are one of the important attributes that the leader must possess in order to sell the product to the customer. It helps us in understanding that it is the communication skill that is the most important aspect in this and it doesn’t actually matter what type of product you deal with, as long as you understand the product. Interviews, real life examples of companies like Coca-Cola, McDonald and even examples of several US Presidents, the US Army and the US Navy are used as case studies which enable the reader to relate to it, thus strengthening the book’s quality. It also explains how to inspire vision in the customers mind and how to develop commitment in them with regard to the product and eventually achieving the goal. The author also uses famous personalities like Michael Quinlan and Winston Churchill, who have inspired people with their expertise in communication, to elaborate his point. The fact that this book applies to all kinds of sales people – whether experienced or not – helps us to get answers for even the basic questions with regard to the topic. This book eventually helps you to a great extent in developing the skills and the strategic thinking that is required to captivate your customer and ultimately winning his assurance.