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Reviewed by Roy T. James for Readers' Favorite
The Authentic Sale by Rena Cohen-First is a book to show every woman that she can move from the supportive roles, considered more traditionally feminine, to the front lines in the sales force and flourish there. Based on the hierarchy of needs and other theories of behavioral attributes and incorporating traditional sales competencies, the author presents The Sales Goddess Model, where the goddess is actually a combination of: The Worker, who prepares, organizes, and takes actions to achieve the best result for the customer; The Connector, who builds emotional connections, and uplifts; The Leader, who takes charge, facilitates, and orchestrates for the best of all; and The Knower, who creates, being some of them. She concludes by equating the woman-sales-enthusiast to Persephone, the Greek queen of the underworld.
I found The Authentic Sale by Rena Cohen-First a fantastic study, especially from the angle of a seller. A woman’s role in sales departments and her career performance can be greatly altered by the approach proposed in this dissertation. However, I have a doubt. The inclusion of Maslow’s hierarchy of needs and other principles of a similar vein in this scenario could also be extended to the customer. Isn’t it a fact that the customer also will have such needs, and satisfying those should be the first aim of any seller? I found this a new and bold approach. It is rather abstract in nature and establishes the viability of women usurping the kingdom of sales. There is plenty of scope for a more descriptive compendium of techniques, especially suited for female sales people.
