BookSmart: The New Rules of Sales and Service by David Meerman Scott

The New Rules of Sales and ServiceIn 2008, when I first read David Meerman Scott’s The New Rules of Marketing and PR (2nd edition – it’s now in the 4th edition), I was already preparing for the transition from my teaching career. After 15 years, it was time for a change – something new – which at the time, for me, meant an MBA and new career in Financial Planning.

The New Rules of PR and Marketing, and other, similar books, changed all of that. I did finish my MBA, but by that time, knew that I wanted to be a part of the exciting changes that were taking place online and in the marketing industry – changes that involved communication, relationship building, transparency, and educating prospective buyers.

I continue to read marketing and business books today, including most of David’s books since The New Rules. However, after seeing the title of his latest book – The New Rules of Sales and Service –  I doubted that it was a good fit for me. It conjured up images of sales boards, quotas, and cold calling – perhaps more suited to real estate, car dealerships, or office supply companies.

But of course, we’re all in sales to one degree or another, and as a small business owner, I’m most definitely in sales. So I gave the new “New Rules” a read – well, actually a listen, and am now listening to it for the third time 🙂

This book is about everything that traditional sales is not – transparency, communication, real time information, engaging with the customer – it is about “restoring the human touch” to sales and services.

The New Rules of Sales and Service picks up where The New Rules of Marketing and PR left off.”

In traditional sales, the salesperson has all of the power and control, but in today’s internet world, the roles have reversed. Buyers no longer need the sales representative for information, and don’t contact the salesperson until they are ready, usually deep into the sales funnel. The seller or customer service agent needs to engage with the customer where and when he/she wants to – real time and in a meaningful way. David Meerman Scott presents all of this and more, with real life examples (stories), data, and strategies.

If you enjoyed The New Rules of Marketing and PR (not an affiliate link), do yourself a favor and pick up or download a copy of The New Rules of Sales and Service (not an affiliate link). If you somehow missed The New Rules of Marketing and PR, then you have two great reads ahead of you!

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Brent is a REALTOR with Keller Williams in Henderson (Las Vegas valley) NV. He has a background in digital marketing and is a nationally recognized SEO expert. In addition to this blog, he is a VIP contributor to Search Engine Journal and has been syndicated through SteamFeed, Social Media Today and B2C.

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