Who is Roger Masterson?
He is a serial entrepreneur and has set up many successful companies. He is best know as ‘the castle man’, through a unique company called Celtic Castles, which is an award winning online castle-booking company, based in the heart of Yorkshire. The company specialises in the provision of overnight castle accommodation, private functions and parties, family gatherings, weddings and corporate events, with the common theme of a fantastic castle experience.
Roger reads at least 2 business books per month and, with his wealth of hands on knowledge, he is able to offer a platform and share this learning. This is a free service, so tell others!
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LEAP!: Ditch Your Job, Start Your Own Business & Set Yourself Free, Ian Sanders
(Guest Reviewer: Kate Marsden) -
Ogilvy on Advertising, David Ogilvy
(Guest Reviewer: Carl Hopkins) -
Power vs.Force, David R. Hawkins
(Guest Reviewer: Deirdre Bounds) -
Ask And You Will Succeed, Kenneth D Foster
(Guest Reviewer: John Hotowka)
Title: Customers are FICKLE
Author: by Nick Bailey
Roger's Review:
I have yet to meet Nick, however, we have spoken many times on the phone; it was in fact one of our team who connected me to him. I would not label myself as person who has to sell the large complex and costly deals that Nick helps companies with, however, his book FICKLE does highlight what we all should do in any deal making scenario, big or small.
He holds your hand and shows some very basic ways to gather information, stuff we all know, but do not execute; follow his advice and you have covered the ‘F’ in FICKLE. Nick is very open about his own interest in this area and shares the inspirational books that have influenced him along with the techniques he has used and developed from others. He uses a lovely term ‘Ecosytem of Insight’.
We all know that people buy from people and that they buy from people like themselves, matching and mirroring. Nick brings in a great piece of work by the coach Peter McNab, the target model for creating rapport. This is all about building a great tool-box of knowledge to enhance your selling skills, and top this off with the Enneagram with its 9 type model; this helps you understand yourself and the impact you have on others. I came out as type 3,5 and 8!
Closure is the key to any sales process, but then it is the support that follows where many people and companies let themselves down. Nick highlights this and offers ideas to ensure that this is fulfilled; sadly many sales people do not see this as their responsibility, but this is where the team effort comes in.
Like all things in life, passion is a key element and Nick is certainly passionate about sharing his knowledge with others.
Quote:
"“A motivational and inspiring sales leader who applies his experience, creative thinking and commercial acumen to navigate the complex sales process through to closure. The result – inspired people and over-target performance.” Paul Dickinson – Strategic, global tier 1 IT services and outsourcing provider."
Amazon Description:
Nick Bailey believes that skill in the art of salesmanship is the one thing that will make the most difference to the economy and prospects of every country. In this book, he shares the sales skills he has developed over 25 years in the IT industry selling high value complex deals, with a new generation who have few role models to follow.
This book is perfectly positioned to help people who are selling high value complex products and services. In addition, the principles it contains are just as relevant to any small business looking to increase its customers and improve its relationships with them.
Amazon Review:
Nick Bailey was born in Crewe, Cheshire, more years ago than he wants to remember. Selling has always interested him, and he has over 25 years' experience in the IT industry, selling high value complex deals. He is now the Managing Director of his own business, Apexselling Ltd.
