Supremely Successful Selling: Discovering the Magic Ingredient

Supremely Successful Selling: Discovering the Magic Ingredient

by Jerold Panas


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Product Details

ISBN-13: 9781118162330
Publisher: Wiley
Publication date: 10/09/2012
Pages: 224
Product dimensions: 6.30(w) x 9.10(h) x 0.90(d)

About the Author

JEROLD PANAS is the author of thirteen bestselling bookson asking, management, motivation, and building relationships. Hisfirm, Jerold Panas, Linzy & Partners, is one of the world'sleaders in counseling and helping organizations reach their highestaspirations. A platform personality of note, he leads seminars andconferences around the world on prompting others to action,influencing decisions, and selling the dream.

Table of Contents

Chapter 1 A Charmed and Fulfilling Life 1

Chapter 2 The Great Ones 7

Chapter 3 Failure Is the Path of Least Persistence 17

Chapter 4 Move Those Marbles 23

Chapter 5 It’s Never Too Late to Be What You Might HaveBeen 29

Chapter 6 There Are Really No Mistakes in Selling—OnlyLessons 37

Chapter 7 It’s a Numbers Game 45

Chapter 8 Failing to Prepare Is Preparing to Fail 53

Chapter 9 Go the Extra Mile that Failures Refuse to Travel61

Chapter 10 Sometimes You Have to Be Silent to Be Heard 69

Chapter 11 Be Like the Busy Spider 77

Chapter 12 Amazing What You Can Do When You Don’t KnowWhat You Can’t Do 85

Chapter 13 Listen! I Think I Hear a Sale 91

Chapter 14 It’s Astounding What You Don’t Sell WhenYou Don’t Ask 99

Chapter 15 If You Don’t Know Where You’re Going,You’ll Probably End Up Somewhere Else 105

Chapter 16 There Are No Shortcuts to Anyplace Worth Going113

Chapter 17 Know Your Product, but It’s Testimony thatPersuades 121

Chapter 18 If You Think You’ll Lose, You’re Lost127

Chapter 19 Climb the Ladder of Success One Objection at a Time135

Chapter 20 Objections Aren’t Bitter if You Don’tSwallow Them 141

Chapter 21 No Isn’t an Answer, It’s a Question145

Chapter 22 The Horrifying 10 155

Chapter 23 Have Only Two Dials on Your Console—Fast andFaster 165

Chapter 24 Integrity Isn’t Important—It IsEverything 171

Chapter 25 Flimflam Is Out 175

Chapter 26 The Highest of Callings 179

Chapter 27 The Unconquerable Joy of Selling That Ignites a Fire185

Chapter 28 You Don’t Have to Be Great to Start, But YouHave to Start to Be Great 191

Chapter 29 Here’s the Magic 197

Appendix 203

About the Author 209

Index 211

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