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

Overview

In this book Robert L. Shook, himself a super salesman as well as a best-selling author, has collected the best sales stories from today's hottest achievers - men and women who have established reputations in a wide range of industries. Each "as told to" tale serves as a wellspring of guidance for the person who gets out of bed in the morning to sell or service customers. Each story offers an unusual lesson, nugget of wisdom, or memorable insight that you can profit from today ... tomorrow ... and every day for ...
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Overview

In this book Robert L. Shook, himself a super salesman as well as a best-selling author, has collected the best sales stories from today's hottest achievers - men and women who have established reputations in a wide range of industries. Each "as told to" tale serves as a wellspring of guidance for the person who gets out of bed in the morning to sell or service customers. Each story offers an unusual lesson, nugget of wisdom, or memorable insight that you can profit from today ... tomorrow ... and every day for the rest of your life.

Containing the best sales stories from 40 of America's top salespeople, this motivational book is a wellspring of guidance for the more than 30 million full-time sales professionals in the U.S. Each tale provides a lesson or nugget of inspiration from the brightest stars of sales as well as behind-the-scenes achievers from a diverse range of industries.

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Product Details

  • ISBN-13: 9780070571341
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 5/1/1995
  • Pages: 247
  • Product dimensions: 6.18 (w) x 9.29 (h) x 0.96 (d)

Table of Contents

Introduction
Acknowledgments
Selling with Enthusiasm 3
The Bigger They (Prospects) Are 6
Selling Multi-Million Dollar Homes in Beverly Hills 11
Where There's a Will, There's a Way 18
The Blind Dentist 25
It's Not the Territory 30
You Meet the Nicest Investors on the Golf Course 37
Taking the Bully by the Horns 40
The Golf Buddies 43
Being There 46
Never Prejudge 49
A Captive Audience 52
The New Kid on the Block 55
Keeping in Touch 59
Everybody is a Prospect 64
Selling the Right Person 71
They Can Run But They Can't Hide 74
Listen with Sincerity 83
Sticking to Your Convictions 87
Speaking the Customer's Language 92
Making Things Happen 98
A Difference in Cultures 101
Creating a Level of Confidence 103
Selling Sports Celebrities 109
The Listener Who Couldn't Hear 114
A Lesson on Listening 119
The Four Seasons in London 125
Taking Charge 132
Changing Dreams into Realities 137
Let Your Satisfied Customers Do Your Selling 141
It Pays to Advertise 146
Selling Glitz 149
The Surprise Package 153
How to Sell Houses by the Railroad Track 156
The Superdome Deal 163
The "Easy" Way to Increase Your Estate 169
Switching Gears 173
Only One is Eligible 181
When at First You Don't Succeed 185
Gangbusters! 188
Urgency! 190
Selling the Houston Astros 199
No Grief 205
Perseverance Pays Off 209
Do or Die 214
Having a Clear Objective 218
Being an "Impartial" Third Party 223
From Tiny Acorns Grow Mighty Oaks 229
Full-Service Real Estate Selling 231
Going that Extra Mile 235
The $10,000 Sale that Became a $2,000,000 Sale 240
Special Occasions 243
Afterword 247
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