Steve Kaplan has successfully intertwined his vast
experiences with a set of sensible protocols, giving business tools to
companies on a long term vision for success -- real success -- big success
-- well planned success.
Book
review
The author has tried to eliminate the
intimidation factor, opening the way to aggressive but cautious
solicitation of larger companies for more substantial orders. He goes
explaining in detail, how to approach contacts despite the bureaucratic
red tape, using business psychology, as well as knowledge in procuring
deals. He advises learning to live with established obstacles and work
around them -- by mail, telephone calls, visits, etc., and repeating the
steps as necessary but judicously.
He outlines the art of being confident in identifying targets, knocking
doors, and getting access to the "elephant dealer", and all the time
focusing on coming face to face with the REAL ELEPHANT. The description of
the different personalities of salesmen (The sage, the pal, the pit bull)
are appropriately analyzed in dealing with them.
And what happens after negotiating with the "elephant" and even making
the big deals? The process in the aftermath of success...and how to avoid
problems? The book describes, step by step, issues that could derail a
successful operation.
The book is smoothly integrated and easy to read. It is very much like
an algorithm that can be followed on a chart.
|