Paperback
Publisher: Barnes & Noble (February 1980)
Language: English
ISBN-10: 0064651045
ISBN-13: 978-0064651042
Product Dimensions: 6.8 x 4.1 x 0.7 inches
Shipping Weight: 0.8 ounces

Ten Greatest Salespersons: What They Say About Selling

Shook, Robert

Business & Money

Barnes&Noble

Find out--in their own words--what made the top salespeople so successful. Imagine being invited into a room filled with today's most successful and enthusiastic salespeople--and listening to them talk about their most rewarding sales breakthroughs. In this fascinating collection, top sales pros share their experiences and unforgettable sales triumphs--and offer powerful lessons you can put to immediate use in your own career. This unique collection includes conversations with dozens of superstar salespeople, such as: Mary Kay Ash. Jack A. Sullivan. Stan Herman. Michael McCafferty. Jerry Heffel. Ace Greenberg. Richard Connolly. Betsy Martin Ebby Halliday. Neil Balter. Edward Lubin. Terrie Williams. Judie McCoy. Steven M. Finkel. Joe Girard. Bob Woolf. William J. Bresnan. Georgettte Mosbacher. Jack Masser. James McEachern. David Burns. Tony Parinello. James Clayton. Isador Sharp. Martin D. Shafiroff. Barry J. Farber. Richard Luisi. Marc Roberts. Clinton Billups. Tom Hopkins. Randy Vataha. Richard D. Schultz. John Covell. Jay Bernstein. Mary "K" Kottich. William E. Odom. Ross Perot. F. Pete Gullick. Zig Ziglar. Cindy Rossmeisl. Roger Dow. Joe Gandolfo. William R. Chaney. . .and the book's editor Robert L. Shook. ABOUT THE AUTHOR: Robert L. Shook, a former salesman, is the author of more than 35 books and founder and past CEO of Shook Associates and the American Executive Life Insurance Company.

The Greatest Sales Stories Ever Told: From the World's Best Salespeople

Business Culture

McGraw=Hill

Straightforward strategies for those who want to take control of the sale and join the winning top 5 percent of the sales force
<ul>
<li>?Get your foot in the door</li>
<li>Control the sale without manipulation</li>
<li>?Create a sense of urgency</li>
<li>?Let the buyer participate</li>
<li>?Learn the crucial subtleties of an aggressive approach</li>
<li>?Target the biggest sales</li>
<li>?Sell abroad</li>
<li>And much more</li>
</ul>
For many companies, 20 percent of their sales force generates 80 percent of their sales volume. In this hands-on guide, Robert L. Shook, a master salesman, teaches the high-pressure strategies that mean the difference between a super seller and a salesperson. The methods spelled out in this book describe what it takes to be in the elite 5 percent.
In Hardball Selling, Shook inspires all salespeople to dare to be different and master hard selling without browbeating or offending customers. Shook spent 17 years in the trenches perfecting his successful strategies. Using the four basic principles of hardball selling, he guides you through all the steps, from getting past the "gatekeeper" to the single-minded tactics necessary to close a sale.
"Shook's Hardball Selling is provocative and controversial―and filled with wonderful selling tips. I highly recommend it to every salesperson."―Martin D. Shafiroff, the world's No. 1 stockbroker

Hardball Selling: How to Turn the Pressure on, without Turning Your Customer Off

Marketing & Sales

Sourcebooks

See the best price to sell, buy, or rent books by Shook, Robert. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Shook, Robert