How to Say It: Business to Business Selling

January 1, 2012

Written exclusively for business-to-business sales representatives, this title is a practical, quick-paced guide for readers looking for sales advice that goes beyond catering to traditional customers. Full of real-world examples--with topics organized chronologically through the sales process--it tackles common business issues such as generating leads and closing sales as well as less commonly covered topics, including prospecting via voicemail and dealing with rejection. Each chapter includes detailed scripts, such as what to say on the phone to prospective clients and how to determine the appropriate situational "elevator pitch." James's (The Tao of Programming) conversational, first-person narrative makes the book very readable. He draws from his own experiences as well as from the advice of related experts, cited throughout the volume. Though the title is more practical than scholarly, it works for a book on sales. Each chapter ends with at least one source for additional information on the topic, whether a book or website (or both). VERDICT For those in business-to-business sales who would like topic refreshers or those new to the arena.--Leigh Mihlrad, National Insts. of Health Lib., Bethesda, MD

Copyright 2012 Library Journal, LLC Used with permission.