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Reviewed by Shirley Snow for Readers' Favorite
Retail Out Of It by Michael J. Pozun shows people how to sell in a way that actually works for both parties, by trying to understand the people in front of them and not trying to force them into a purchase against their will. All one needs to do to achieve great sales results is to question everything and to assume nothing – much as one would in everyday life. This book is also wonderful because it reminds us of the ways in which we actually do sell every day. We recommend all sorts of things to our friends and family because we believe that they would be good for them and we hope that they will buy them. We buy things that other people recommend to us because we trust them. In business, we would do well to operate in the same way.
I found Michael J. Pozun's writing engaging and easy to understand. The lessons do not sound as if they come from a sales book, but rather as lessons learned from real life. The Mindset Changeups were very enjoyable, as were the prior challenges for each chapter. It is a great book because Michael teaches readers to close like a coach as opposed to a salesperson. We want customers to feel comfortable making a decision for themselves without feeling pressured to say yes. As salespeople, leaders, and businessmen/women, we have the chance to build something greater than just our sales and accolades. We can build a legacy of leadership, integrity, and something that will last in perpetuity. If done honestly and with patience, we can earn the trust of our customers. Retail Out Of It is a great read for anyone in sales, leadership, or business.
