Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine

by Ryan Serhant

Overview

This national bestseller is a lively and practical guide on how to sell anything and achieve long-term success in business.


Ryan Serhant was a shy, jobless hand model when he entered the real estate business in 2008 at a time the country was on the verge of economic collapse. Just nine years later, he has emerged as one of the top realtors in the world and an authority on the art of selling. Sell It Like Serhant is a smart, at times hilarious, and always essential playbook to build confidence, generate results, and sell just about anything. You'll find tips like: The Seven Stages of Selling How to Find Your Hook; Negotiating Like A BOSS; How to Be a Time Manager, Not a Time Stealer; and much more!


Through useful lessons, lively stories, and vivid examples, this book shows you how to employ Serhant's principles to increase profits and achieve success. Your measure of a good day will no longer depend on one deal or one client, wondering what comes next; the next deal is already happening. And Serhant's practical guidance will show you how to juggle multiple deals at once and close all of them EVERY. SINGLE. TIME.


Whatever your business or expertise, Sell It Like Serhant will make anyone a master at sales. Ready, set, GO!


Sell It Like Serhant is a USA Today Bestseller, Los Angeles Times Bestseller, and Wall Street Journal Bestseller.

Product Details

ISBN-13:	9780316449588
Publisher:	Hachette Books
Publication date:	09/10/2019
Pages:	240
Sales rank:	125,276
Product dimensions:	5.40(w) x 8.10(h) x 0.70(d)

About the Author

Ryan Serhant is a costar on Bravo's hit show Million Dollar Listing New York and the star of Sell It Like Serhant. He is also the author of the NYT bestseller, Sell It Like Serhant. He leads a team of sixty brokers and averages a billion dollars in sales every year. Ryan lives in New York City with his wife, Emilia, and their daughter.

Table of Contents

Introduction xv

1 The Birth of a Salesman 1

Turning Point, Take One 5

Initiative Is My Favorite Word 8

Endurance for the Win 13

Let Fear Drive Your Success 16

None of This Works Without Confidence 17

2 The Power of Yes 21

Saying Yes = Selling More 28

An Unexpected Sales Weapon: Improv 30

Every Deal Is Another Scene 32

Planet Confidence: Where Everyone Wants What You're Selling 35

One Risk at a Time 36

A Confession: Shyness Sucks 38

3 Work for the Deal 45

Zero Fear: How to Transform People into Clients 48

The Perfect Balance 54

The Serhant Way of Working the Deal 58

The Wow Moment 59

4 The Master of Follow-up 69

F-1: The Follow-up 69

F-2: The Follow-Through 77

F-3: The Follow-Back 81

5 The Seven Stages of Grief Selling 89

The Stages of Every Sale 93

The Serhant Tool Kit of Emotions 100

The Indecisive Client: Push, Pull, and Persist 103

The Element of Surprise 106

6 You Need to Get FKD 111

Time Stealer Versus Time Manager: How to Manage Your Workload 114

Ryan's Day 115

The Finder, Keeper, Doer Method 119

Let Me Save Your Sanity 126

7 The Four Tenets of Work 133

Work for Your Career, Not the Job 135

The Four W's 137

Positivity: The Oil That Keeps Everything Running 147

8 Be the One Who… 151

Every Product Has a Story-You Just Have to Find It 153

Every Salesperson Needs a Hook 160

When You're at Work, You Are at Work 164

Let Your Inner Freak Flag Fly (and Have Fun) 166

What's the Icing on the Cake? 168

9 How to Fail Smarter 173

Six Reasons Balls Fall and Kill Your Deal 183

If You Ever Feel Like Quitting, Please Read This First! 189

When You Face Your Biggest Failure Every Day 191

10 Do It Right NOW 195

There Is No Obstacle Too Big for You to Get Over 199

Do More! 201

How Do I Incentivize Myself to Reach My Goals? 205

What Does the Future You Look Like? 213

Acknowledgments 217

What People are Saying About This

Host of Watch What Happens Live... and New York Times bestselling author of Superficial - Andy Cohen

“Ryan is not only charming and hilarious, he could sell milk to a cow. This book is going to be very helpful and humorous to a lot of people looking to up their business game.”

Editorial Reviews

"Selling-your product, your service, even yourself-has changed more in the past 10 years than in the previous 100. That's why you need this book. Drawing on his incredible success selling real estate in one of the world's most pressure-cooker markets, Ryan Serhant offers smart, practical, modern guidance for getting, keeping, and serving customers and clients. Whatever you do for a living, you'll do it better if you learn to sell like Serhant."
—Daniel Pink, New York Times bestselling author of When and To Sell is Human

"Ryan Serhant is the authority on all things selling. If you want to sell more than anyone else, read this now."
—Gary Vaynerchuk, New York Times bestselling author of Crushing It!: How Great Entrepreneurs Build Their Business and Influence — and How You Can, Too

"Sell It Like Serhant is the only sales book you'll ever need. Ryan Serhant distills the secrets to achieving long term sales success for making more money and gaining freedom in your life. Ryan's sales methodology and techniques can benefit anyone regardless of industry, profession, and income level. Whether you're just starting out, or looking to up your game, this is the book for you."
—Dan Schawbel, New York Times and Wall Street Journal bestselling author of Promote Yourself and Back to Human 

"Whether you're in real estate or an author, you have to know how to sell yourself and your work. Because if you don't, you can't eat. This book from one of America's hardest hustling salesmen is a crash course into becoming great at it."
—Ryan Holiday, bestselling author of The Obstacle Is the Way and Ego Is the Enemy

"Sales are the foundation of any company, and this must-read book shows you how to master it. Ryan's journey as he sharpened his own sales skills is truly inspiring and something every salesperson or entrepreneur needs to learn from."—Daymond John, star of ABC's Shark Tank and New York Times bestselling author of Rise and Grind

"This book isn't just about sales, it's about self-improvement overall. If you're looking to maximize your potential, you should read Ryan's book."—Lewis Howes, New York Times bestselling author of The School of Greatness

"You want a big life on your own terms, and Sell It Like Serhant provides excellent advice that will help you boost your confidence, expand your network and sell yourself or your ideas to absolutely anyone."—Ann Shoket, former Editor-in-Chief at Seventeen Magazine and author of The Big Life

"Ryan is not only charming and hilarious, he could sell milk to a cow. This book is going to be very helpful and humorous to a lot of people looking to up their business game."—Andy Cohen, host of Watch What Happens Live... and New York Times bestselling author of Superficial

"Sell It Like Serhant cuts to the heart of what it takes to build a great sales career - passion, curiosity, and being willing to do almost anything."
—Larry King, host of Larry King Now and New York Times bestselling author of My Remarkable Journey

"Full of smart tricks and tips to make a seller out of you."—PEOPLE.com

"[A] go-to sales Playbook for effective Sales strategies and processes that actually work in the corporate world."—Medium

From the Publisher