Author: Brian J. Greenberg

Publisher: Morgan James Publishing

ISBN:  978-1-68350-597-6

Brian J. Greenberg, author of The Salesman Who Doesn’t Sell, wrote this book for all of the salesmen who had a bad rap, some undeservedly.

In Chapter one he begins with “Perception Becomes Reality: Creating A Professional Brand. Greenberg’s opening sentence in this chapter references Barbara Corcoran of Shark Tank fame. I love her and admire her climb from waitress to mega millionaire. To which he adds, “Presenting yourself as having already achieved what you want is the first step toward making your dreams a reality.” (2018, p.3) I do not disagree. Everything I have ever read or watched on YouTube said the same thing.

When creating your brand Greenberg says you must incorporate. Ensure it is an LLC. (paraphrase, 2018, p.4) Once that is done, you will need a quality website and logo. This he says does not have to cost lots of money. You can achieve a high level of quality using a freelancer. Spend money on a professional photographer so you can have a nice headshot and nice business cards. (pgs 6-7) Branding means reaching out to other businesses on platforms like LinkedIn.

Chapter two speaks about the importance of consumer trust. (2018, p.14) Trust is about generating new clients from old ones. That means your website should include testimonials from satisfied prior customers.

Chapter three is about reviews from clients and ties in to chapter two. (2018, p.28) Greenberg has sage suggestions for where to search for reviews and how to achieve good ones.

Driving customers to your business is chapter four. (2018, p.54) SEO marketing is the topic of chapter five. (p.62) In chapter six he speaks about being transparent in your business. (p.92) The Two Golden Rules is spearheaded in chapter seven. (p.103) “Rule 1: treat your customers with the same quality of service that you would like to receive.” (p.104) “Rule 2: Happy employees mean happy customers.” (p.108) Both rules are a wonderful way to approach your own business.

This book has a lot of references and aids that you can place into your personal toolbox. Snapshots of each chapter are found at the end of each chapter and make it easy to note what Greenberg wanted to highlight along with any potential questions.