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Publisher's Summary

For a lot of us, selling feels icky. Our stomachs tighten at the thought of reciting features and benefits or pressuring customers into purchasing. It’s really not our fault. We weren’t taught how to sell, plus we’ve been sold before, leaving us with a bitter taste.

Here’s the truth: Sales does not have to feel icky for you or your customers. In fact, with the right approach, sales can be an empowering experience for all.

Bob Moesta, lifelong innovator and coarchitect of the “Jobs to be done” theory, shares his approach for flipping the lens on sales. Bob shifts the focus of sales from selling to helping people buy and make progress in their lives - demand-side sales.

Now, in Demand-Side Sales 101, you’ll learn to really see what your customers see, hear what they hear, and understand what they mean. You’ll not only be a more effective and innovative salesperson - you’ll want to help people make progress.

©2020 Bob Moesta (P)2020 Lioncrest Publishing - Bob Moesta

What listeners say about Demand-Side Sales 101

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    5 out of 5 stars
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Greatest book in sales

I really like the perspective that Bob has on this matter. The way he suggests to ask questions about how customers make decisions, changed my mind!

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Chapter Headings a Mess

I don't know who is responsible but this is a perfect example of the type of selling the books rails against:
The listener/reader's desire to know where they are in the book is ignored. Why is it difficult to label and number the chapters accurately? Otherwise, the book is useful and the performance pleasant.

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Simple but powerful

The only reason why I don't give 5 stars is a focus on B2C world whereas I would appreciate more (at least some) B2B examples. Even though I am very well aware that the basic principles that are described very clearly and thoroughly, can be apply to both.

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Profile Image for Matthew Dashper-Hughes
  • Matthew Dashper-Hughes
  • 03-06-21

Sales is a force for good

This is essential reading for anyone in professional sales. If you have a growth mindset, you should read this now.