Sell or Be Sold

by Cardone, Grant

• ISBN13: 9781608322565
• ISBN10: 1608322564
• Format: Hardcover
• Copyright: 2012-03-01
• Publisher: Greenleaf Book Group Llc

Summary

Whether it's selling your company's product in the boardroom or selling yourself on eating healthy, everything in life can-and should-be treated as a sale. And as sales expert Grant Cardone explains, knowing the principles of selling is a prerequisite for success of any kind. In Sell or Be Sold, Cardone breaks down the techniques and approaches necessary to master the art of selling in any avenue. You will learn how to handle rejection, turn around negative situations, shorten sales cycles, and guarantee yourself greatness. Cardone will also teach you the success essentials of Selling in a bad economy Overcoming call reluctance Filling your pipeline with new business Staying positive, despite rejection With the experience of a seasoned sales vet at the helm, Sell or Be Sold will change the way you perceive the sale-and life.

Table of Contents

Preface	p. xv
SellingùA Way of Life	p. 1
Selling Is a Prerequisite for Life	p. 1
The Commission	p. 3
Beware of False Data	p. 6
SellingùCritical to Survival	p. 8
Chapter One Questions	p. 11
Salespeople Make the World Go Round	p. 13
Salespeople Drive Entire Economies	p. 13
Sales or College?	p. 15
All Professions Rely on Sales	p. 17
Chapter Two Questions	p. 19
Professional or Amateur?	p. 21
The Professional	p. 21
The Amateur	p. 22
The Great Shortage	p. 23
Chapter Three Questions	p. 25
The Greats	p. 27
Commitment	p. 27
Greener Pastures	p. 28
The Power of Prediction	p. 32
The Only Reason You Won't Like Selling (As a Career or in Life)	p. 35
To Qualify As Great!	p. 37
Chapter Four Questions	p. 40
The Most Important Sale	p. 43
Selling Yourself	p. 43
Conviction is the Make-or-Break Point	p. 45
Overcoming the Ninety-Day Phenomenon	p. 49
Get Sold or Be Sold	p. 52
Put Your Money Where Your Mouth Is	p. 53
Ice to an Eskimo?	p. 54
The Vital Point	p. 56
Chapter Five Questions	p. 57
The Price Myth	p. 59
It's Almost Never Price	p. 59
The Price Experiment	p. 60
It's Love, Not Price	p. 61
Move Up, Don't Move Down	p. 63
Salespeople, Not Customers, Stop Sales	p. 66
$4 Coffee and $2 Water	p. 68
Chapter Six Questions	p. 69
Your Buyer's Money	p. 71
There is No Shortage of Money	p. 71
Your Buyer and His Money	p. 72
Second Money is Easier than First Money	p. 73
The More They Spend, the Better They Feel	p. 76
Chapter Seven Questions	p. 77
You are in the People Business	p. 79
The People Business, Not the "X" Business	p. 79
The Most Interesting Person in the World	p. 82
Communication = Sales	p. 84
People are Senior to Products (Critical for Executives)	p. 86
Chapter Eight Questions	p. 89
The Magic of Agreement	p. 91
Always Agree with the Customer	p. 91
It Only Takes One	p. 92
The Agreement Challenge	p. 93
How to Soften Any Buyer	p. 96
The Magic Words	p. 97
Chapter Nine Questions	p. 99
Establishing Trustp101
Show, Don't Tell	p. 101
Prospects Don't Make SalesùSalespeople Do	p. 102
Credibility = Increased Sales	p. 104
People Believe What They See, Not What They Hear	p. 105
How to Handle the Buyer's Distrust	p. 107
Tips on Using Written and Visual Information to Close	p. 110
Help 'Em Believe You	p. 111
Chapter Ten Questions	p. 112
Give, Give, Give	p. 115
The Magic of Give, Give, Give	p. 115
Love the One You're With	p. 118
Are You a Holiday Inn or a Ritz-Carlton?	p. 119
Service Is Seniorto Selling	p. 121
Chapter Eleven Questions	p. 123
Hardsell	p. 125
The Hard Sell	p. 125
The Formula for Hard Sell	p. 127
Closing Is Like a Recipe	p. 128
Standing Is for Losing, Sitting Is for Closing	p. 129
Chapter Twelve Questions	p. 130
Massive Action	p. 133
Take Massive Action	p. 133
The Four Kinds of Action	p. 135
Massive Action = New Problems	p. 136
Production Yields Happiness	p. 137
The10X Rule	p. 139
Act Like a Madman	p. 140
Chapter Thirteen Questions	p. 141
The Power Base	p. 143
Work Your Power Base	p. 143
How to Build Your Power Base	p. 144
Impose on Them or Help Them?	p. 146
Capitalize on the Easy Sale	p. 148
Creating Power!	p. 149
Chapter Fourteen Questions	p. 151
Time	p. 153
How Much Time Do You Have?	p. 153
Use Every Moment to Sell	p. 154
How Much Time Are You Wasting?	p. 155
The Lunch Opportunity	p. 156
Lunch Out = Sales Up!	p. 158
Chapter Fifteen Questions	p. 159
Attitude	p. 161
A Great Attitude Is Worth More than a Great Product	p. 161
Treat'Em Like Millionaires	p. 163
A Product of Your Environment	p. 166
Tips for Having a Great Attitude	p. 168
Chapter Sixteen Questions	p. 170
The Biggest Sale of My Life	p. 173
Summary	p. 178
Chapter Seventeen Question	p. 179
The Perfect Sales Process	p. 181
Greet	p. 185
Determine Wants and Needs	p. 186
Select Product and Present/Build Value	p. 187
Make Proposal	p. 190
Close the Deal or Exit	p. 190
Success in Selling	p. 193
Ask Yourself These Questions	p. 194
Be Honest with Yourself: Never Justify Failure	p. 196
Sales-Training Tips	p. 199
My Training Regimen for You	p. 203
Create a Social Media Presence	p. 205
$250,000 Sale Success Schedule	p. 210
The Professional Salesperson's Daily Commitments	p. 272
The Ten Commandments of Sales	p. 213
Quick Tips to Conquer the Biggest Challenges in Selling	p. 217
Rejection	p. 217
Negative Surroundings	p. 219
Discipline	p. 220
The Economy	p. 221
Competition	p. 222
Product Knowledge	p. 222
Follow-up	p. 223
Organization	p. 225
Call Reluctance	p. 226
Fill the Pipeline	p. 227
Closing the Deal	p. 228
Calls Not Returned	p. 229
Fear	p. 231
Peoples Emotions	p. 233
Negative Connotations of Sales	p. 235
Not Having the Right Response	p. 237
Overwhelmed by Customer Objections	p. 239
Feeling Like an Idiot	p. 247
Meeting New People	p. 242
Breaking the Ice	p. 244
Staying Motivated	p. 245
Starting Over with New Clients	p. 246
Losing Business to Others	p. 247
Lack of Consistency	p. 248
Cold-Calling/Prospecting	p. 249
Commission Only/No Security	p. 250
Long Hours	p. 257
Traits of a Great Salesperson	p. 252
About the Author	p. 257
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