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The Greatest Sales Stories Ever Told: From the World's Best Salespeople Robert L. Shook

The Greatest Sales Stories Ever Told: From the World's Best Salespeople By Robert L. Shook

The Greatest Sales Stories Ever Told: From the World's Best Salespeople by Robert L. Shook

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$22.99
Condition - Very Good
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Summary

Over 40 of the world's best salespeople - from varied backgrounds such as the top Electrolux salesman to Ross Perot to Mary Kay Ash - tell some of their favourite stories from the road. The book covers all industries in all areas of sales.

The Greatest Sales Stories Ever Told: From the World's Best Salespeople Summary

The Greatest Sales Stories Ever Told: From the World's Best Salespeople by Robert L. Shook

Find out--in their own words--what made the top salespeople so successful. Imagine being invited into a room filled with today's most successful and enthusiastic salespeople--and listening to them talk about their most rewarding sales breakthroughs. In this fascinating collection, top sales pros share their experiences and unforgettable sales triumphs--and offer powerful lessons you can put to immediate use in your own career. This unique collection includes conversations with dozens of superstar salespeople, such as: Mary Kay Ash. Jack A. Sullivan. Stan Herman. Michael McCafferty. Jerry Heffel. Ace Greenberg. Richard Connolly. Betsy Martin Ebby Halliday. Neil Balter. Edward Lubin. Terrie Williams. Judie McCoy. Steven M. Finkel. Joe Girard. Bob Woolf. William J. Bresnan. Georgettte Mosbacher. Jack Masser. James McEachern. David Burns. Tony Parinello. James Clayton. Isador Sharp. Martin D. Shafiroff. Barry J. Farber. Richard Luisi. Marc Roberts. Clinton Billups. Tom Hopkins. Randy Vataha. Richard D. Schultz. John Covell. Jay Bernstein. Mary "K" Kottich. William E. Odom. Ross Perot. F. Pete Gullick. Zig Ziglar. Cindy Rossmeisl. Roger Dow. Joe Gandolfo. William R. Chaney. . .and the book's editor Robert L. Shook. ABOUT THE AUTHOR: Robert L. Shook, a former salesman, is the author of more than 35 books and founder and past CEO of Shook Associates and the American Executive Life Insurance Company.

About Robert L. Shook

Robert Shook is the author of 43 books, including bestsellers such as Mary Kay, Mary Kay on People Management, and The IBM Way. He is also the author of McGraw-Hill's Greatest Sales Stories Ever Told and I'll Get Back to You.

Table of Contents

Part I: Mental Attitude.Selling with Enthusiasm, Told by Mary Kay Ash.The Bigger They (Prospects) Are, Told by Jack A.Sullivan.Selling Multi-Million Dollar Homes in Beverly Hills, Told by Stan Herman.Where There's A Will, There's A Way, Told by Michael McCafferty.The Blind Dentist, Told by Jerry Heffel.It's Not the Territory, Told by Robert L.Shook.Part II: The Initial Approach.You Meet the Nicest Investors on the Golf Course, Told by Alan ``Ace'' Greenberg.Taking the Bully by the Horns, Told by Robert L.Shook.The Golf Buddies, Told by Richard Connolly.Being There, Told by Betsy Martin.Never Prejudge, Told by Ebby Halliday.A Captive Audience, Told by Neil Balter.The New Kid on the Block, Told by Edward Lubin.Keeping in Touch, Told by Terrie Williams.Everybody is a Prospect, Told by Judie McCoy.Selling the Right Person, Told by Robert L.Shook.They Can Run But They Can't Hide, Told by Steven M.Finkel.Part III: Selling Yourself.Listen with Sincerity, Told by Joe Girard.Sticking to Your Convictions, Told by Bob Woolf.Speaking the Customer's Language, Told by William J.Bresnan.Making Things Happen, Told by Georgette Mosbacher.A Difference in Cultures, Told by Jack Masser.Creating a Level of Confidence, Told by James McEachern.Selling Sports Celebrities, Told by David Burns.The Listener Who Couldn't Hear, Told by Tony Parimello.A Lesson on Listening, Told by James Clayton.The Four Seasons in London, Told by Isadore Sharp.Taking Charge, Told by Robert L.Shook.Part IV: Innovation.Changing Dreams Into Realities, Told by Martin D.Shafiroff.Let Your Satisfied Customers Do Your Selling, Told by Barry J.Farber.It Pays to Advertise, Told by Richard Luisi.Selling Glitz, Told by Marc Roberts.The Surprise Package, Told by Clinton Billups.How to Sell Houses by the Railroad Track, Told by Tom Hopkins.Part V: Selling Solutions.The Superdome Deal, Told by Randy Vataha.The ``Easy'' Way to Increase Your Estate, Told by Barry Kaye.Switching Gears, Told by Richard D.Schultz.Part VI: Creating a Sense of Urgency.Only One is Eligible, Told by John Covell.When At First You Don't Succeed, Told by John Covell.Gangbusters! Told by, Jay Bernstein.Urgency! Told by, Mark ``K'' Kottich.Part VII: Closing the Sale.Selling the Houston Astros, Told by William E.Odom.No Grief, Told by Robert L.Shook.Preserverance Pays Off, Told by Ross Perot.Do or Die, Told by F.Pete Gullick.Having A Clear Objective, Told by Zig Ziglar.Being an ``Impartial'' Third Party, Told by Robert L.Shook.Part VIII: Servicing the Customer.From Tiny Acorns Grow Mighty Oaks, Told by Richard Luisi.Full-Service Real Estate Selling, Told by Cindy Rossmeisl.Going That Extra Mile, Told by Roger Dow.The $10,000 Sale That Became A $2,000,000 Sale, Told by Joe Gandolfo.Special Occasions, Told by William R.Chaney.

Additional information

GOR001613247
9780070579972
0070579970
The Greatest Sales Stories Ever Told: From the World's Best Salespeople by Robert L. Shook
Robert L. Shook
Used - Very Good
Paperback
McGraw-Hill Education - Europe
1997-11-01
264
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us

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