Book Review: Conquering the Seven Summits of Sales by Susan Ershler and John Waechter
November 18, 2014 2 Comments
From the publishers: “Two experts who have summited the tallest mountain on each of the seven continents—and scaled the highest peaks in corporate sales and business—examine what it takes to achieve success.
In making the grueling journey to the top of Mount Everest, Susan Ershler and John Waechter joined the elite group of climbers who had conquered the Seven Summits—the tallest mountains on each of the seven continents. This same determination has made them star performers in corporate sales and established them as business leaders. And both of them cherish the deep sense of satisfaction that comes from attaining a seemingly impossible goal through focus and persistence.
In this unique guide, Susan and John draw on concrete experience to inspire sales professionals—as well as all team members—to overcome limitations and reach new heights of success, illustrating how anyone can achieve peak performance. They will show you how to define your goals clearly, commit to a vision, “choose the right sherpa” (build the right team), “travel light” (manage time), and “measure the mountain” (track progress).
Weaving together stories from harrowing climbs and lessons of indomitable perseverance with actual tested methods for high achievement in sales, business, and life, Conquering the Seven Summits of Sales proves that anyone can overcome limitations and accomplish something real and meaningful in business and in life.”
Conquering the Seven Summits of Sales: What I thought
Since I have a small business myself, but sales is not my strongest point, I was keen to read this book and find out all kinds of sales secrets. It turned out the intended readership was corporate sales people, which I am not, of course. Because of that, the book was not as useful for me as I had hoped.
The book very systematically describes what to do in the sales process: first you set your (realistic targets), then you research your prospect’s business to some detail, and then you go out, talk to them, and persevere. That’s basically what the book says, but there are to-do lists and schemes that seem very useful if you’re into corporate sales.
The basics are having a vision, setting goals, and never giving up. I’ve heard that before. 🙂 However, the systematic approach seems worth trying out and sounds likely to lead to the intended result.
The combination with the authors’ climbing story was interesting, if you like to learn a bit about mountain climbing, but it felt a little random to me. Any other experience may have lead to the same story. I wasn’t convinced but it made a fun diversion from the sales talk.
I did pick up a few new tips but will look further for a different book to learn how to turn prospects into customers.
Rating: 3 out of 5 stars (okay)
Number of pages: 208
First published: 2014
I got this: for review from Harper Business
Genre: Non-fiction, business