The Pocket Guide to Selling Greatness [NOOK Book]

The Pocket Guide to Selling Greatness

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Great Sales Secrets That Fit in Your Pocket

Filled with invaluable insight, inspiration, and guidance from leaders at the top of their sales game, The Pocket Guide to Selling Greatness covers every topic vital to your personal and professional development, including how to:

  • Build a winning attitude for sales success

  • Plan and manage your achievements

  • Motivate and reward others

  • Cash in on failures

  • Understand what customers expect

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Product Details

  • ISBN-13: 9780071491624
  • Publisher: McGraw-Hill Education
  • Publication date: 6/7/2010
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 180
  • File size: 232 KB

Meet the Author

Gerhard Gschwandtner has more than three decades of international sales and marketing experience. He is the founder and publisher of Selling Power, the nation's leading sales magazine.

For more books in the Selling Power Success Library and more information about the magazine, visit

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Table of Contents

Personal growth 1
Managing thoughts 3
Trash or treasure? 5
Are you fit for success? 7
Disappointment - what's in it for me? 9
Learning from superachievers 11
Thinking ahead 13
Predicting the economy 15
Generating enthusiasm 17
Mental growth - the garden analogy 19
Self-improvement 21
Pin your hopes on attitude 23
Sailing and selling 25
An equal opportunity profession 27
What makes you happy? 29
Leadership 32
Role models for success 34
Can you see the opportunities ahead? 36
Are you in the mood for success? 39
What now? 41
The idea of improvement 43
What's success without a handicap? 46
Can we talk? 48
Thought leadership 51
How to stop a train 54
The "body" politic 56
Passionate dreamers 59
Is complexity an obstacle to your progress? 61
What's your definition of selling? 64
Professional development 67
Stinking thinking 69
Tell the truth 71
The winner's law of 80/20 73
Are you a professional salesperson? 75
Motivating and rewarding the sales team 77
What customers expect after the sale 79
Dale Carnegie's sales wisdom 81
Keep old knowledge while learning more 83
Are you manipulating your customers? 85
The 1,905-carat sapphire 87
Use act "as if" techniques to sell more 89
"Rock polishing" - completing the real job 91
Applying good ideas 93
The importance of personality 95
Seek out difficult buyers! 97
Stay balanced and move forward 99
Can you duplicate your successes? 102
Is there a recession in your mind? 105
The incredible power of ideas 107
It's time to adjust your selling strategy! 110
Is uncertainty challenging your claim to success? 113
What makes customers "happy" to buy from you? 116
The perils of success 118
The selling power of service 121
How dedicated are you to becoming a success? 124
The benefit of obstacles 127
Are these high-tech miracles for real? 129
The essence of success 132
Which salesperson would you hire? 135
The three keys to sales success 138
Have you planned for your success? 141
Selling is changing - faster! 144
Look for eagles 147
Don't let the economy slow you down 149
Messages can fizzle or sizzle 152
Getting squeezed? 154
The do not call registry - who wins? 157
Information-based selling 159
Are you selling at every level? 162
A lesson on getting better and better 165
ROI selling 168
Why selling slows as a company grows 171
Hidden treasures 174
Could your sales force run more efficiently? 177
Meaningful management moments 179
What can you improve next? 182
Productivity gains 185
Action plan for success 189
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Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted January 18, 2007

    This is a Must Have Book

    This book will keep you firmly on the road to sales success. It's great for all levels of sales professionals. The Pocket Guide to Selling Greatness is a simple, yet not over-the-top tool that will help you get your ultimate sales and personal goals back on track. This book is essential for your selling library.

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