December 2002 Track Selling Times Book Review
 Book Review -
Simple Selling:
Common Sense That Guarantees Your Success
Thomas Ray Crowel
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(From January 2002 Track Selling Times)
There really aren't any easy roads to success in professional selling. A salesperson must be dedicated, driven, constantly learning and a master of the basics. That's what Simple Selling: Common Sense That Guarantees Your Success is all about.
Author Thomas Ray Crowel is a veteran salesperson who heads three multi-million dollar sales organizations. In this book, he outlines all of the basics of selling from start to finish. Appropriately, section one is titled, "Choosing a Sales Career" (I've conducted hundreds of sales training workshops and it's shocking how many salespeople have no idea why they chose a selling career), and section 10 is titled, "The Twentieth Century and Beyond." In between, Crowel covers preparing for a sales career, motivation, prospecting, and buyers concerns, to name a few areas.
I've heard salespeople say that this book is too simple and only covers the 'basics' that any salesperson already knows. Don't fall into this mind trap. Tiger Woods recently released his book in which he claims that he spends more time practicing the basics of golf (putting, driving, chipping, etc.) than any other golfer. But following the nay Sayers thinking, "Why should Woods (who in his mid-20's, is arguably the greatest golfer of all time) spend any time on the 'basics'? Every professional golfer knows them."
Much as it is with Woods, do you think the highest earning salespeople produce results simply due to their talent or do they work on the basics? If you want to remember some of things you've likely forgotten while reinforcing what your already know, Simple Selling can help.
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