Jack CarewYou'll Never Get No For An Answer

Great book on sales. “Listen to your customers problem; then, show how your product will help solve their problem. Been in print since 1985.

Pertinent in today’s market

Any one wishing to sell themselves or a product to another, these concepts work. Common sense . Its not about you getting money for your product...it's about the other person getting value for what you have to offer. If there is no value to the other, you go elsewhere with your product or service.

My sales have doubled since I have adopted Jack's tried and true principles. One-on-one salesmanship may seem like a dying art, but for those that master it with the type of techniques outlined in this book (and Carew's Dimensions of Professional Selling), you will pave a path of gold for you and your customers.

Very good!

When I met Jack in person five years ago, he exhibited the same ebullient personality that jumps out of these pages. He's confident, but self-deprecating, humorous but tolerant of others, and warm without being superficial. I wish these traits could be trained, because everyone who possessed them would be the consummate sales professional, as Jack is.Instead, what Jack does present in "You'll never get no for an answer" are traits, which can be trained and conceptualized.Take, for instance, two of my favorite concepts, "operating reality" and the "gap." In what is perhaps the most "other-directed" sales system developed, Jack defines the "operating reality" as the sphere of influence not of the salesman, but of the customer. Without taking the concerns of the customer into account, the salesman will fail. And, how many times have we seen salesman -- who tend to be egotistical to begin with -- stuck in their own operating reality. The idea of the "gap" -- the empty space in a conversation where "need" is identified and generated -- is the salesman's tool for accessing the customer's operating reality. The "gap" is a non-threating space or zone that is created by the salesman, that is during the conversation, where the customer and the salesman can find a mutual benefit. If the salesman can create the conditions for this "meeting of the minds," he won't "get no for an answer."Unfortunately, most salespeople don't allow for this "gap" to occur. Typically, there is virtually no gap between the time the customer finishes a sentence and the salesperson throws back a zinging close. So, Jack develops a method called "LAER," pronounced Layer, which forces the salesperson to "listen" first, "acknowledge" second, "explore" third, and "respond" last. In other words, Jack wants us to listen, listen, listen more and talk less.If you're in a rut or you're just getting started in sales, pick up this book and internalize it. It's at the top of my list!