Sell or Be Sold

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  • Format: Hardcover
  • Copyright: 2012-03-01
  • Publisher: Greenleaf Book Group Llc
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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

Prefacep. xv
Selling¨A Way of Lifep. 1
Selling Is a Prerequisite for Lifep. 1
The Commissionp. 3
Beware of False Datap. 6
Selling¨Critical to Survivalp. 8
Chapter One Questionsp. 11
Salespeople Make the World Go Roundp. 13
Salespeople Drive Entire Economiesp. 13
Sales or College?p. 15
All Professions Rely on Salesp. 17
Chapter Two Questionsp. 19
Professional or Amateur?p. 21
The Professionalp. 21
The Amateurp. 22
The Great Shortagep. 23
Chapter Three Questionsp. 25
The Greatsp. 27
Commitmentp. 27
Greener Pasturesp. 28
The Power of Predictionp. 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 Questionsp. 40
The Most Important Salep. 43
Selling Yourselfp. 43
Conviction is the Make-or-Break Pointp. 45
Overcoming the Ninety-Day Phenomenonp. 49
Get Sold or Be Soldp. 52
Put Your Money Where Your Mouth Isp. 53
Ice to an Eskimo?p. 54
The Vital Pointp. 56
Chapter Five Questionsp. 57
The Price Mythp. 59
It's Almost Never Pricep. 59
The Price Experimentp. 60
It's Love, Not Pricep. 61
Move Up, Don't Move Downp. 63
Salespeople, Not Customers, Stop Salesp. 66
$4 Coffee and $2 Waterp. 68
Chapter Six Questionsp. 69
Your Buyer's Moneyp. 71
There is No Shortage of Moneyp. 71
Your Buyer and His Moneyp. 72
Second Money is Easier than First Moneyp. 73
The More They Spend, the Better They Feelp. 76
Chapter Seven Questionsp. 77
You are in the People Businessp. 79
The People Business, Not the "X" Businessp. 79
The Most Interesting Person in the Worldp. 82
Communication = Salesp. 84
People are Senior to Products (Critical for Executives)p. 86
Chapter Eight Questionsp. 89
The Magic of Agreementp. 91
Always Agree with the Customerp. 91
It Only Takes Onep. 92
The Agreement Challengep. 93
How to Soften Any Buyerp. 96
The Magic Wordsp. 97
Chapter Nine Questionsp. 99
Establishing Trustp101
Show, Don't Tellp. 101
Prospects Don't Make Sales¨Salespeople Dop. 102
Credibility = Increased Salesp. 104
People Believe What They See, Not What They Hearp. 105
How to Handle the Buyer's Distrustp. 107
Tips on Using Written and Visual Information to Closep. 110
Help 'Em Believe Youp. 111
Chapter Ten Questionsp. 112
Give, Give, Givep. 115
The Magic of Give, Give, Givep. 115
Love the One You're Withp. 118
Are You a Holiday Inn or a Ritz-Carlton?p. 119
Service Is Seniorto Sellingp. 121
Chapter Eleven Questionsp. 123
Hardsellp. 125
The Hard Sellp. 125
The Formula for Hard Sellp. 127
Closing Is Like a Recipep. 128
Standing Is for Losing, Sitting Is for Closingp. 129
Chapter Twelve Questionsp. 130
Massive Actionp. 133
Take Massive Actionp. 133
The Four Kinds of Actionp. 135
Massive Action = New Problemsp. 136
Production Yields Happinessp. 137
The10X Rulep. 139
Act Like a Madmanp. 140
Chapter Thirteen Questionsp. 141
The Power Basep. 143
Work Your Power Basep. 143
How to Build Your Power Basep. 144
Impose on Them or Help Them?p. 146
Capitalize on the Easy Salep. 148
Creating Power!p. 149
Chapter Fourteen Questionsp. 151
Timep. 153
How Much Time Do You Have?p. 153
Use Every Moment to Sellp. 154
How Much Time Are You Wasting?p. 155
The Lunch Opportunityp. 156
Lunch Out = Sales Up!p. 158
Chapter Fifteen Questionsp. 159
Attitudep. 161
A Great Attitude Is Worth More than a Great Productp. 161
Treat'Em Like Millionairesp. 163
A Product of Your Environmentp. 166
Tips for Having a Great Attitudep. 168
Chapter Sixteen Questionsp. 170
The Biggest Sale of My Lifep. 173
Summaryp. 178
Chapter Seventeen Questionp. 179
The Perfect Sales Processp. 181
Greetp. 185
Determine Wants and Needsp. 186
Select Product and Present/Build Valuep. 187
Make Proposalp. 190
Close the Deal or Exitp. 190
Success in Sellingp. 193
Ask Yourself These Questionsp. 194
Be Honest with Yourself: Never Justify Failurep. 196
Sales-Training Tipsp. 199
My Training Regimen for Youp. 203
Create a Social Media Presencep. 205
$250,000 Sale Success Schedulep. 210
The Professional Salesperson's Daily Commitmentsp. 272
The Ten Commandments of Salesp. 213
Quick Tips to Conquer the Biggest Challenges in Sellingp. 217
Rejectionp. 217
Negative Surroundingsp. 219
Disciplinep. 220
The Economyp. 221
Competitionp. 222
Product Knowledgep. 222
Follow-upp. 223
Organizationp. 225
Call Reluctancep. 226
Fill the Pipelinep. 227
Closing the Dealp. 228
Calls Not Returnedp. 229
Fearp. 231
Peoples Emotionsp. 233
Negative Connotations of Salesp. 235
Not Having the Right Responsep. 237
Overwhelmed by Customer Objectionsp. 239
Feeling Like an Idiotp. 247
Meeting New Peoplep. 242
Breaking the Icep. 244
Staying Motivatedp. 245
Starting Over with New Clientsp. 246
Losing Business to Othersp. 247
Lack of Consistencyp. 248
Cold-Calling/Prospectingp. 249
Commission Only/No Securityp. 250
Long Hoursp. 257
Traits of a Great Salespersonp. 252
About the Authorp. 257
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