The Sales Operator

Book reviews > The Sales Operator

Bieler, B.J. (2008). The Sales Operator: Insider's Guide to Successful Selling, Phoenix, AZ: Little Falls Press

This is a book on selling by experienced sales professional, Brian Bieler.

The book is divided into two parts, starting with 'Your Personal Skills Define You' and concluding with the slightly longer 'The Essential Sales Skills'. The first part covers attitudes, communications, storytelling, negotiating, motivation and learning. The second part has chapters on presentation, closing, objections, product knowledge, sales funnels, time management, goal setting and management.

The subjects will be familiar to seasoned sales people, but this does not mean there is nothing to learn here. The best sales people are those who keep learning from one another and never assume they 'know it all'. For those newer to sales, however, it is a gold-mine of helpful and hard-earned tips.

Many different books on selling have been published over the years and you might ask why you should buy this one. A good reason is that it is like talking to an older, wiser friend who has done it all and is openly sharing what they have learned.