Dr. Dawn Deeter-Schmelz’s Review of “Selling Fearlessly”

Robert Terson

Dr. Dawn Deeter-Schmelz, who has become a friend of mine and guest-post contributor to this site, is the Director of the National Strategic Selling Institute at Kansas State University and the J.J. Vanier Distinguished Professor of Relational Selling and Marketing. She teaches great K-State students how to become outstanding professional salespeople! Dawn recently finished reading Selling Fearlessly: A Master Salesman’s Secrets For the One-Call-Close Salesperson and wrote the following review. She’s kindly allowed me to post it, too. Here it is:

 

What a great book!  First, it is very enjoyable to read.  I could envision Bob driving around in the dark on Mound Road, trying to find the homes of Joanna and Margaret.  I could feel his frustration when he was lost and his excitement when he made that first sale! It was as if I were in the car with him, riding along and experiencing his career in the process.  There were highs and there were lows, and Bob lets us experience it all.

Second, the lessons learned are fabulous. I teach sales to undergraduate students, many of whom have no idea what a career in sales is about. This book is tailor-made for these students. The section on Mental Attitude was incredible.  I want students to read those chapters on Desire, Belief, Commitment, and Persistence.  Each of Bob’s stories has personal meaning that emphasizes key points.

Tonight I will be lending my copy of Bob’s book to Kyle, my personal trainer.  When Kyle graduated from college last year and became a personal trainer he had no idea that he was in sales.  Until he realized he needed clients, that is.  Unfortunately, although Kyle’s college training prepared to be an excellent personal trainer, it did nothing to prepare him for sales.  Bob’s book is perfect for Kyle, because Kyle is in the one-call-close business.

Kyle is nervous about selling because he has no experience in this area.  I want him to learn to sell fearlessly. In Part III of Bob’s book he discusses Work Habits. This section quite literally tells you how to sell, from setting a work schedule, to being consistent, keeping records, and making sure the customer remembers you.  Using his examples from the field, as well as other examples from his life, Bob makes sales come alive.  I am convinced this book will help Kyle increase his client base.

Bob ends his book with a chapter on Greatness, which is based on one of his quotes: “I believe that everyone has the potential for greatness.” Like Bob, I believe Kyle, my sales students, and all of you out there have the potential for greatness.  Go out there and make it happen!  I will keep you posted on Kyle’s progress as he learns to sell fearlessly.  In the meantime, be sure to read this fabulous book!

 

You can reach Dawn via e-mail at ddeeter@k-state.edu or find her on Twitter or at Sold on Sales, the blog of the National Strategic Selling Institute. If you happen to live in the Manhattan, KS area, she highly recommends her personal trainer, Kyle Schmid!

Folks, I put two-and-a-half years of my life into this project. I wrote it for you: to entertain you, to enlighten you, to inspire you, to help make you a far better salesperson than you are now. I truly believe it has the power to transform your professional lives. I hope you’ll consider ordering it, reading it, and if you deem it worthy, passing the word on to others. And if you’re a pipeline salesperson, I believe it has the power to transform your life, too. So do three of my pipeline-expert colleagues—Dave Brock, Jack Malcolm, and Mike Weinberg. Click on the links to their reviews to see what I mean:

Dave Brock’s review: http://partnersinexcellenceblog.com/selling-fearlessly/

Jack Malcolm’s review: http://jackmalcolm.com/blog/2012/10/selling-fearlessly/

Mike Weinberg’s review: http://newsalescoach.com/2012/11/book-review-selling-fearlessly-by-robert-terson/