Summary: Break-Through Selling - Barry Farber and Joyce Wicoff

This work offers a summary of the book “BREAK-THROUGH SELLING: Customer Building Strategies from the Best in the Business” by Barry Farber and Joyce Wycoff.
In Break-Through Selling, Farber and Wycoff argue that everybody sells something... but not everybody sells well.
This book shows how some of the best salespeople in the U.S. succeed in providing outstanding service. According to the authors, the key to success lies in the ability of an organization’s salespeople to become true partners with their customers.
They explain that breakthrough selling means to develop customer-building sales strategies which are necessary to succeed in today’s highly competitive business environment. The concepts of breakthrough selling are actually quite straightforward to comprehend but exceptionally difficult to apply day-in and day-out. Perhaps that’s why selling is one of the modern economy’s most lucrative professions.
The ideas contained in Break-Through Selling can propel salespeople to great success while allowing them to develop a high quality of life. It is a “must-read” for all salespeople, as they can expect to receive precious guidance on how to solve essential issues they are confronted with in their daily professional activities.