Buy used: $2.99

$3.98 delivery April 26 - 29. Details

Select delivery location

Used: Good | Details

Sold by glenthebookseller

Access codes and supplements are not guaranteed with used items.

Image Unavailable

Image not available for
Color:

To view this video download Flash Player

Follow the author

Paul D'Souza

Follow

The Market Has Changed, Have You?: Sales Strategies That Work Paperback – January 1, 2009

by Paul D'souza (Author), Bill Sherman (Editor), James Wondrack (Illustrator)

23

See all formats and editions

This book offers you a powerful new strategy and several practical exercises to help you increase sales in today's marketplace. Paul's unique approach addresses this change by putting the sales person; at the foundation of all sales activity. He gives you a strategy that works and 25 steps you can use to increase your productivity in this marketplace. Over the past few years, our markets have experienced rapid transformation: changes driven by financial conditions, macroeconomics, geopolitical change, and technological innovation. Yet our need to generate revenue and profits remains the same. Life goes on. You must still put food on the table, feel passionate about your work, and fulfill your responsibility to produce revenue for your business.

The Market Has Changed - Have you? Was written for people who need to sell something in this tough market place; anyone with a revenue commitment. Especially for the small business owner and the millions of people trying to start a new business. This book was written for you.

Print length

167 pages
Language

English
Publisher

Rvive Books
Publication date

January 1, 2009
Dimensions

6 x 0.5 x 9 inches
ISBN-10

1935073087
ISBN-13

978-1935073086
See all details

Editorial Reviews

About the Author

Paul is an Author that maintains a blog, has produced eBooks in English and Japanese on the subject of Personal Development and is completing his first Paperback on sales and selling in troubled markets.

As an Entrepreneur; Paul is involved with several early stage business initiatives including RawSugar, a human index search engine that allows users to put content tags in categories and hierarchical groups.

Founder of the Wha-Dho Philosophy - After studying Human Awareness for over 20 years Paul has been able to develop systematic approaches and methodologies to help people and organizations move to places of power and prosperity. His work has taken him across the world where he has helped hundreds of people and several business organizations at home here in North America.

As a Business Consultant; Paul works with companies to help their leadership increase revenue and profits. He does this by working on three specific areas 1. the Human Capital with the organization 2. the Economic Principles that relate to the business and 3. the Business Practices of the Market Segment the company is in.

The Difference What makes Paul so different is his approach which creates the space and the language to hold people's Human needs while they address their Business requirements. This is Authenticity in action.

His work has taken him to several business areas from a manufacturer or Scientific Research instrumentation to a Large Format printer and from a boutique 3D Animation Studio to a 3PL (Third Party Logistics company) He has also helped a few early stage software companies in the Silicon Valley.

Product details

Publisher ‏ : ‎ Rvive Books (January 1, 2009)
Language ‏ : ‎ English
Paperback ‏ : ‎ 167 pages
ISBN-10 ‏ : ‎ 1935073087
ISBN-13 ‏ : ‎ 978-1935073086
Item Weight ‏ : ‎ 7.8 ounces
Dimensions ‏ : ‎ 6 x 0.5 x 9 inches

Best Sellers Rank: #7,464,248 in Books (See Top 100 in Books)
- #15,295 in Sales & Selling (Books)
- #48,302 in Leadership & Motivation

Customer Reviews:
23

Brief content visible, double tap to read full content.

Full content visible, double tap to read brief content.

Videos

Help others learn more about this product by uploading a video!

Upload your video

About the author

Follow authors to get new release updates, plus improved recommendations.

Paul D'Souza

Brief content visible, double tap to read full content.

Full content visible, double tap to read brief content.

Paul D'Souza is an Entrepreneur, Business Consultant, Sales expert, and now an Author that helps people and companies move to higher revenue and increased profitability. He does this by leveraging the principles of the Wha-Dho Philosophy that he invented.

As an Entrepreneur, Paul is in involved with several early stage business initiatives including RawSugar.com, HOPStechnology.com, Mosonex and others.

As a Business Consultant and Turn-around Specialist, Paul works with companies to help the leadership increase revenue and profits. He does this by working on three specific areas;

1. Human Capital associated with the organization.

2. Economic Principles that relate to the business.

3. Business Practices of their specific industry.

What makes Paul's work different is his approach, which creates the space to hold people's Human concerns while they address their Business Requirements. This is Authenticity in action.

His work has taken him across several business verticals from a manufacturer or Scientific Research instrumentation to a Large Format printer and a 3PL (Third Party Logistics company). He has also helped a few early stage software companies in the Silicon Valley. Paul lives in Loveland, Ohio.

Customer reviews

4.1 out of 5

23 global ratings

2 star

0%

1 star

0%

How customer reviews and ratings work

Sort reviews by

Top reviews from the United States

There was a problem filtering reviews right now. Please try again later.

Catherine A. Thomas

Thought provoking

Reviewed in the United States on March 19, 2013

Verified Purchase

This book is not your traditional workplace book in that it brings a lot of heart into every chapter. The reader is guided to go within to think about what truly matters in his or her life and to use that passion to propel them further in the world of work. It is focused on creating relationships that are mutually beneficial and honestly looking for ways to better sure your clients. I found myself taking the time to answer the questions at the end of each chapter, and uncovering more of my own passion for my work.

Helpful

Dwayne Melancon - @ThatDwayne

A great tool for sales people & relationship-dependent pros

Reviewed in the United States on January 2, 2010

Full review at [...]

This book takes you through 25 steps exemplifying what he refers to as the "Wha-Do" sales philosophy (apparently, "Wha-Do" means "The Way of Harmony" in Japanese). This philosophy is all about creating leverage through people (relationships) and applying repeatable principles and business practices.

A lot of the concepts Paul brings to bear are rooted in things you've heard before - setting goals, understanding your motivation, setting out a plan, developing discipline in how you execute, etc. But a couple of aspects are different in this book.

First, Paul comes at this from the perspective of a sales person. If you're involved in selling, you know that you hear "no" more often than you hear a "yes" so it's vital that you have clarity of purpose and a compelling reason to keep driving until you get another "yes." The methods Paul exposes in this book will "snap in" to your selling workflow pretty easily without feeling unnatural or fluffy.

Second, this is as much a workbook as it is a reading book. The book is filled with worksheets, cues, and examples to enable you to go from a cerebral understanding of the material well into the next step of documenting and personalizing the content. In other words, if you really follow the process and use the worksheets provided in the book, you'll have your own plan - not just a bunch of new ideas.

They also help bring you beyond your "one against the world" view and tap into your colleagues, your mentors, and even your customers themselves to increase your success.

But this book is not just for hardcore sales people. It will also help anyone who relies on relationships in their job, such as doctors, dentists, personal trainers, retailers, investment bankers, business development, alliances people, and more.

One person found this helpful

Helpful

Dennis Mangalindan

Lifelong Learning in Sales

Reviewed in the United States on April 5, 2010

I've been involved in complex sales cycles for the last 7+ years. For salespeople such as myself, this means that the price point is usually high, the sales cycle is anywhere from 6-18 months, and there are a number of decision makers involved in the process. With that being said I have for years, read a number of books and articles on improving my sales approach. Paul's book, "The Market Has Changed Have You" opened my eyes to some new tactics that I could execute on today.

The book is loaded with helpful hints and strategies but what really helps drive home the details are the exercises that he incorporates in each chapter. The beauty of the book is that it is divided into easy to read chapters with the focus of each chapter on only one idea. There are 5 Parts, and 25 Steps over the 160+ pages, an easy read in one day or two. Each chapter has very simple and focused titles, "Qualify Fast" or "Move Powerfully with Teams" which creates a sense of urgency with its proactive approach. You feel as if you can execute on these topics quickly and with little fanfare. I'm able to get the gist of the chapter without being bogged down on way too much background information and for busy professionals, this is key.

I had the pleasure of meeting Paul at a Sales 2.0 Conference in San Francisco in March, his energy and enthusiasm for learning about sales shines through when he speaks with you. He's engaged and open minded to new ideas coming from seasoned and not so seasoned professionals.

- Dennis

One person found this helpful

Helpful

Scott Marker

Great book for anyone wanting to improve sales in this down economy!

Reviewed in the United States on November 29, 2009

Paul D' Souza does a great job in this book to help people understand the importance of continued improvement, not only in business and sales but more important, yourself.

Many of his ideas ring so true in today's crazy business environment. Right from the beginning of the book, he asks the questions, "If hard work isn't getting you anywhere, where will you get if you work twice as hard in the same way?" How right he is. Paul lays out a very systematic approach for you to follow to work smarter, not just harder. He does a great job of mixing his philosophy, influenced by his martial arts background, with rock solid advice on committing to win through proven strategies.

At the end of every chapter, Paul asks the reader to stop and think about what you have just read. Then he gives an exercise to practice the new ideas, so it is easy to put his ideas in action.

There were parts of the book which just reinforced to me that Paul D' Souza has been there before, because I have had similar situations and come to the same conclusions over my sales career. Benefit to the reader is that they won't have to make the mistakes I did to learn the lesson. Paul lays out the right path to avoid the mistakes.

Overall, this is a must read for people looking to understand the importance of becoming a better person but Paul understands that the intangibles are just the glue, he also combines the tangible pieces of the puzzle of improving yourself and ultimately, your business and sales.

Helpful