Ebook The SOHO Solution: 21 Selling Strategies For Growing Your Small Business, by Tom Abbott, Don Hutson (Foreword)
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The SOHO Solution: 21 Selling Strategies For Growing Your Small Business, by Tom Abbott, Don Hutson (Foreword)
Ebook The SOHO Solution: 21 Selling Strategies For Growing Your Small Business, by Tom Abbott, Don Hutson (Foreword)
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The SOHO Solution: 21 Selling Strategies For Growing Your Small Business�is the success manual that home based businesses, small business owners and home office entrepreneurs have been looking for. This is an easy-to-read, highly practical book, where in 21 weekly lessons, you'll learn sales and marketing strategies and techniques to help you stop struggling and start selling!�
The strategies introduced in weeks 1 through 6 cover customer fundamentals. These strategies teach you how to save time and money by better understanding your customers and finding more effective ways of reaching them. Weeks 7 through 11 address the second area, product fundamentals. These strategies deal with the importance of branding yourself and your business. The third area, presentation fundamentals, is covered in weeks 12 through 16. These strategies teach you how to convert more leads into sales. Weeks 17 through 21 focus on the fourth area, relationship fundamentals. These strategies demonstrate how your relationship with yourself and others greatly impacts your sales.�By applying the twenty-one weekly strategies in this book, you'll soon begin attracting your ideal target customer, differentiating yourself in the marketplace and converting more leads into sales!
In addition, the foreword was written by Don Hutson, co-author of The One Minute Entrepreneur and The One Minute Manager. The SOHO Solution has also been endorsed by business and sales experts Jim Cathcart, Dr. Peter Legge and Dr. Tony Alessandra.
- Sales Rank: #5945764 in Books
- Published on: 2011-05-03
- Binding: Hardcover
- 176 pages
Review
The SOHO Solution is a small book with a BIG payoff. This is an easy-to-read, highly practical book, where in 21 short weekly lessons, you can transform your sales from good to great. --Dr. Tony Alessandra, author of The Platinum Rule for Sales Mastery and Collaborative Selling.
They say, nothing happens until someone sells something. If you're looking to increase your income and happiness as a successful small business owner or sales professional, this book is a must read. --Dr. Peter Legge, chairman, CEO, publisher, Canada Wide Media Limited and author of Make Your Life a Masterpiece.
The SOHO Solution is the success manual that small business owners and sales professionals have been looking for. I've read scores of books on success in sales and this is one of the most practical and effective ones I've ever seen.
--Jim Cathcart, author of Relationship Selling and The Acorn Principle.
They say, nothing happens until someone sells something. If you're looking to increase your income and happiness as a successful small business owner or sales professional, this book is a must read. --Dr. Peter Legge, chairman, CEO, publisher, Canada Wide Media Limited and author of Make Your Life a Masterpiece.
The SOHO Solution is the success manual that small business owners and sales professionals have been looking for. I've read scores of books on success in sales and this is one of the most practical and effective ones I've ever seen. --Jim Cathcart, author of Relationship Selling and The Acorn Principle.
From the Author
I'm writing this book because as a fellow SOHO (small office home office) entrepreneur, it's exactly the book I needed when I started my business more than ten years ago. I'm writing this book for you.
From the Inside Flap
This book is structured to walk you through the strategies in a certain order, because the sequence has proven to work for me and countless SOHO entrepreneurs around the world. It's my hope that by applying the twenty-one weekly strategies in this book, you'll soon begin attracting your ideal target customer, differentiating yourself in the marketplace and converting more leads into sales.
Most helpful customer reviews
2 of 2 people found the following review helpful.
A True Education
By Gary Joseph Leblanc
Being a small business owner of 20 years, I was truly impressed with how much I learned throughout every chapter of this book.
Tom Abbott takes you through 21 steps to improved your business, sales and yourself in such a smooth conversational tone that it makes this book a pleasure to read.
1 of 1 people found the following review helpful.
An excellent personal coach for salespeople
By Alison Lester
I spent quite a few years using the Beyond Selling Value approach (book by Mark Shonka and Dan Kosch) to help salespeople improve their approach and avoid the "vendor trap". So I couldn't help comparing The SOHO Solution to this book while I read it.
I definitely prefer The SOHO Solution.
First, Tom Abbott doesn't pad the book. Salespeople are busy, and it always felt to me that Shonka and Kosch overwrote their book. Abbott's book says what's necessary, and doesn't waste your time.
Abbott also writes in an extremely engaging way, including good stories about his own trials and errors and successes during his decade-long development of his sales coaching business. He's not spouting theory. He's explaining practice, and he does so in a very open, friendly manner. And with his book he's actually coaching you, as each chapter ends with a task for the week (all of which are very doable, not at all intimidating, and inclined to make you feel "How can I have waited so long to do this?". It's not a book to read in one sitting, but rather a companion for your own personal 21-week course.
The two books have somewhat different target readers, and this has to be taken into account. BSV is designed for people who already have sales strategies but are finding them unproductive. SOHO is designed to help people grow their small business. As such, SOHO spends a lot of time making sure that small business owners understand the questions they need to be asking themselves about their own business, about their niche, about the industries that will be their best target markets, and about how they can differentiate themselves from their competition. BSV really focuses on the questions salespeople need to ask in order to understand their prospects. They place a great amount of emphasis on pre-meeting research into the prospective client, and offer detailed advice on the dozens and dozens of things to consider in an effort to sell to a key decision-maker. Abbott briefly mentions the need to do research on a prospect, while BSV goes into extreme detail. What Abbott does is take a more emotional approach, talking about how the sales process feels to the prospect, and how to make sure that what is happening fits both the values and the businesses of the buyer and the seller.
Both books offer help with scripting calls and helpful language for developing a partnership. What I like about Abbott's approach is that he trusts you to think for yourself. This is what his tasks are all about. It's not spoon-feeding at all, but rather offering the opportunity to think it through and come up with your own way to represent your business. He's a coach as well as a salesman, after all.
BSV talks about the business fit and the solution fit. SOHO talks about how to sell the benefits of your product or service rather than just the features, since people buy benefits. It's great that Abbott spends a good deal of time (but, as I said, not too much) on this important concept, since salespeople everywhere are still going on sales calls and basically saying "Here are our super products and all the things they have and do. They're really cool. Don't you want to buy them?" Since you can't get someone to buy a benefit unless you can make sure it's a benefit that fits their business, then it's clear that asking questions is key. Abbott suggests that asking questions during the first call and the first meeting will be the way to start the relationship off. He also suggests developing a self-assessment document that prospects can fill out. He talks about the difference between relational selling and transactional selling in a helpful way too. (BSV wants you to do massive amounts of research before the call to the decision-maker. Which does make sense too.)
Because SOHO is focused on small businesses, Abbott knows there can be challenges in terms of process and organization. This is one of the ways this book really stands out. Abbott spends a whole chapter on helping small business owners think through the best way to organize their prospecting information and progress. Remarkably, he also spends a chapter on communication and adapting your style to the buyer. The thinking he employs is similar to DISC, and his concise description of how to communicate with different types will no doubt help a lot of people. There's also emphasis near the end of the book on soliciting and using feedback in order to continue improving. How many busy business owners forget the importance of this?
The one area that Abbot doesn't spend much time on, and where BSV goes into great detail, is ways to get around gatekeepers. Shonka and Kosch seem to be targeting large companies who sell to large companies, but the advice applies to small business as well (we want to sell to big companies too!). Gatekeepers are everywhere in the marketplace, and can make it really difficult to get meetings with key decision-makers.
I still give The SOHO Solution an unreserved five stars, though. It's such an enjoyable read, and there's no doubt in my mind that following the weekly tasks will lead to a much more flourishing business for any reader.
0 of 0 people found the following review helpful.
Action plan for sales success!
By Nishant Kasibhatla
This is a fantastic book on growing small businesses! The 21 Selling Strategies in the book pretty much nail all the things I need to do to grow my business. What I particularly liked is the layout of the content into a weekly action plan. The action plan takes the pressure off and helps me to zero-in on one aspect of my business at one time. I am very impressed by the content in the book - from discovering your niche to qualifying prospects, from discovering ways to reach customers to studying the competitors, from sales scripts to closing techniques! Each week's strategy is packed with powerful techniques and ends with specific action plan. This is a great book and written in simple language! If you own a business and want to take it to the next level, you will find this book VERY useful.
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