9780071475891

Secrets of Superstar Sales Pros : The World's Greatest Share Their Strategies for Success

by
  • ISBN13:

    9780071475891

  • ISBN10:

    0071475893

  • Edition: 1st
  • Format: Hardcover
  • Copyright: 9/21/2006
  • Publisher: McGraw-Hill

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Summary

Top salespeople aren't born, they're made-but how? By examining the successful careers, philosophies, and work habits of some of the world's most brilliant achievers, Secrets of Superstar Sales Pros reveals hundreds of practical ideas that can make you a superachiever-in your own right. Here are just a few of the people and ideas you'll be hearing about: Dale Carnegie on how selling with a personal touch can help you sell yourself and win people over Lillian Vernon on making buyers feel special, working your way up, and taking chances Larry King on making mistakes, learning from your errors, and treating prospects with courtesy and respect Zig Ziglar on how a positive attitude can change your life Mary Kay Ash on the role of self-fulfillment Tony Schwartz on how to make the "deep sell" Gerard Nierenberg on why negotiation is really about finding win-win solutions

Author Biography

Gerhard Gschwandtner is the founder and publisher of Selling Power. He has more than three decades of international sales and marketing experience and is considered one of the leading experts in the field of sales performance.

Table of Contents

Introduction: Striving for Success vii
PART I SALES LEADERS IN ACTION
Chapter 1: John Henry Patterson
3(16)
Chapter 2: Dale Carnegie
19(16)
Chapter 3: Lillian Vernon
35(10)
Chapter 4: Harvey Mackay
45(14)
Chapter 5: Larry King
59(16)
PART II FACE-TO-FACE: INTERVIEWS WITH THE MASTERS
Chapter 6: Zig Ziglar
75(10)
Chapter 7: Mary Kay Ash
85(14)
Chapter 8: F.G. "Buck" Rodgers
99(16)
Chapter 9: Tony Schwartz
115(10)
Chapter 10: Lonnie "Bo" Pilgrim
125(14)
Chapter 11: Mo Siegel
139(14)
Chapter 12: Barbara Proctor
153(12)
Chapter 13: Gerard I. Nierenberg
165(10)
Chapter 14: Dr. Spencer Johnson
175(12)
INDEX 187

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