Book Description

2 cassettes / 3 hours
Read by Leigh Steinberg

"There really is a Jerry Maguire. Only he's not some schlumpf struggling to make it on a wing and a prayer like Tom Cruise in the movie. . . . His name is Leigh Steinberg, and he's been cultivating a choirboy image for twenty years. He also happens to be the pre-eminent sports agent of our time."

--San Francisco Examiner Magazine

"This is a book about the process of negotiation. Which means that this is a book about life."

Leigh Steinberg is the premier agent in sports. He has negotiated over $2 billion in contracts for the athletes he represents--who include Troy Aikman, Steve Young, Drew Bledsoe, Kordell Stewart, and Warren Moon--but he has also spent twenty--four years as a sports agent living by a strict personal and professional code of ethics. Steinberg's philosophy of ethical dealings and responsibility is well known in the sports world--and well known to moviegoers as well, because Steinberg's way of doing business was a model for Cameron Crowe's wildly successful film Jerry Maguire and the "manifesto" of business ethics that was the premise of the film.

Steinberg has always believed that negotiation is about more than the bottom line: the most successful business dealings are not always the ones that pay the most; they are about balance, perspective, objectivity, and values. A success in business must also be a success in one's own life. And in his book, Steinberg shares the secrets of successful negotiation, breaking the process down into the essential steps, from "Orientation" through "Making the Deal," and giving step-by-step practical and inspirational advice that will get any two people or parties, in any situation, to come to terms.

Full of great inside sports stories and characters, Winning with Integrity is an intelligent, insightful, and inspiring guide to the art of negotiation in business and in life--from the most successful businessman in sports.

"It's fashionable now, after the movie, for a lot of agents to talk about heart, but Leigh was the only one talking like that in 1993, when I began research."

--Cameron Crowe, director of Jerry Maguire
... Read more

Reviews (18)

Sound principles from a master negociator
It's been said that if you want to learn how to be succesful, you go and talk to a person who is successful. In the area of negociation, few parallel what Leigh Steinberg has accomplished.

I dissagree completely with anyone who says this is an autobiography. Steinberg uses the lost art of storytelling to convey his principles, that's all. But I suppose if you prefer textbook, "gimme just the facts" sort of reading, you'd be disssapointed. Instead of slapping you across the face and saying, "Do this, and do that," Steinberg offers examples from his own life's experience. And, frankly, I'd rather learn from his experiences than from someone less successful.

The priciples are simple, yes. The best principles always are. But who practices them perfectly? I noticed flaws in my negociation abilities as I read this book, and I have made some changes for the better because of it.

...zzzzzz
Winning with Integrity is a great self help guide for the Jerry Maguire to be. The author helps the reader to realize that it is all in negotiating. Whether it is how successful you are in life to life in general if you cannot negotiates well, you'll go nowhere.
Even though the author does seem a bit self absorbed the reader is able to see how negotiating well will help you get ahead. Leigh Steinberg has negotiated more than 1 billion dollars in contracts for the athletes he represents famous athletes such as, Troy Aikman and Kordell Stewart he also spent 24 years as a sports agent living by his own strict moral rules. Mostly everyone in the "sports world" knows of Steinberg and they follow his moral standards. He was the inspiration for the film Jerry Maguire, "SSHHHOOOWWW MMEEEEE TTHHHEEEE MMMOOONNNEEEYYYY!!!!!''

Disappointing.
This book is pretty much a joke. There are some useful points on negotiating, but by and large the author goes out of his way to pat himself on the back for his career success. Obviously Leigh Steinberg has plenty of lessons to teach aspiring negotiators, agents, etc., but a more even approach--i.e. listing actually conflicts or problems (as opposed to those that amazingly Leigh resolved through sheer brilliance and perseverance)--would have made for much better reading.

Want to learn about negotiation with sports world examples?
For a recently college graduate and moderate sports world observer with little experience negotiating in a business environment, this book was a pleasure to read. The concepts in this book are on or above par with my textbook on negotiation. However, I specifically enjoyed how Steinberg illustrates important concepts with stories involving the ever interesting personalities of professional sports. From establishing values to finalizing the contract, this book is efficiently organized to lead through the negotiation process. Also, at the end of each sub-chapter is a summary of the key points of the reading. Winning with integrity isn't easy in general, let alone in the ruthless world of sports agents. Leigh shares his experiences that have lead to his success in this fun and insightful book.

Awesome Framework for Negotiating!
I found this book to be a real treasure and entertaining at the same time. And best of all, you don't need to be a sports fan to appreciate the examples Steinberg uses.

It is a shame that some readers have found this book shallow and only written to brag about his exploits. They are missing the real point of the book and the positive outcomes that can happen from true negotiating, not just getting what you want. If you are looking for a book on 'How to be Persuasive and Always get What you Want', this is not your book.

Rather, it helped me build a solid mental foundation and framework when I enter negotiations. Also, you need to have the right attitude when you enter negotiations. This book will help you.

There are some remarkable examples that provided me with some real insights on perceptions. It opened my eyes that the world I see is not what everyone else sees. With his examples, I began to see how that applies to the business world as well.

I own a company that provides HR and OD consulting and I get emails EVERY day about hostile work environments. In many cases I refer them to this book to make sure their perception of the problem is on track with the problematic person.

If you are looking at this book for ANY reason, I suggest you buy it. Also, because of all the famous people involved in the negotiations, it was an easy read. ... Read more

Book Description

The One to One Future revolutionized marketing when it was first published. Then considered a radical rethinking of marketing basics, this bestselling book has become today's bible for marketers. Now finally available in paperback, this completely revised and updated edition--with an all-new User's Guide--takes readers step-by-step through the latest strategies needed for any business to compete, and succeed, in the Interactive Age.

Most businesses follow time-honored mass-marketing rules of pitching their products to the greatest number of people. However, selling more goods to fewer people is not only more efficient but far more profitable. The One to One Future is a radically innovative business paradigm focusing on the share of customer--one customer at a time--rather than just the share of market.

Authors Don Peppers and Martha Rogers reveal one to one strategies to:

* Find the 20 percent--or 2 percent--of your own customers and prospects who are the most loyal and who offer the biggest opportunities for future profit;

* Collaborate with each customer, one at a time, just as you now work with individual suppliers or marketing partners;

* Nurture your relationships with each customer by relying on new one to one media vehicles--not just the mail, but the fax machine, the touch-tone phone, voice mail, cell phones, and interactive television.

Leading-edge companies such as MCI, Lexus, Levi Strauss, and Nissan Canada, and thousands of smaller enterprises, have already adopted the one-to-one perspective. The strategies outlined in this book work just as well--often even better--for small companies, from two-person accounting firms to flower shops to furniture stores. ... Read more

Reviews (10)

Marketing Strategies for the Future
Clear and well-written exploration of market share approach to marketing versus the one-to-one approach to marketing. Explained well, and backed up with solid and very applicable examples.

It's important to remember that this book prepared the way for current Internet-based/personalized approaches to marketing. To a current marketeer, it may feel a bit dated (many of the examples are dependent on using snail mail and fax machines) but it given how many large IT projects are centered around database marketing, it's worthwhile reading for a lot of professionals and technical workers who may be missing part of the point of the systems they're developing.

Plan for the new marketing future with this book
This book helps bury mass marketing and even writes the tombstone "killed by relationship marketing." Chapter by chapter, this book spells out how to market to your customers instead of marketing your product. For instance, it shows you how to aim for customer share instead of market share. It is through examples that the authors show you how to win at 1:1 marketing. If you're in a competitive market or want to improve your marketing focus, read from it. Learn from it. And execute strategies from it. Neither you, your company, nor your customers will be dissapointed.

What is a "Relationship?"
Peppers and Rogers wrote a pioneering work on reaching customers, that taught marketers to look beyond "segments" to the individual people who actually bought their products or services. But they make an essential mistake in confusing the customer's familiarity with a particular business with having a relationship. Relationships exist between people who know one another, and a business relationship is one in which the customer deals with the same provider for each transaction. An example is a personal trainer you go to each time you work out, or a using the same accountant (not just the same accounting firm) for many years at tax time, or going to the same hairstylist, even following her when she moves to a new salon. These are real relationships, but phoning a catalog company and talking to a different person each time, even if that person can check your past orders and already has the billing information, is NOT a relationship.

Using technology to make a transaction more efficient can be a service to customers. People do not always seek a relationship with their provider; sometimes they want anonymity, and the idea that the provider organization "knows" all about them can be scary. Only by distinguishing between real relationships and the kind of "pseudo-relationship" that Peppers and Rogers advocate can you sort out these issues.

To learn more about the concept of "relationship" versus the more common service encounter (between customer and provider who do not know each other and do not expect to interact again), read The Brave New Service Strategy by Dr. Barbara A. Gutek and Theresa Welsh. They postulate a service model that consists of a triangle of Customer, Organization and Provider (COP).

In Search of Excellence for the Information Age
This is revolutionary stuff. Neither you or your business customers have the luxury of sticking your head in the sand on this. When you pull it out, you'll be all alone...and out of business.

An excellent book for beginners and professionals
Having spent many years in sales and marketing, and now as an author (Windows 98 and MCSE Study Tips for Dummies) and trainer/documentation specialist, I can tell you that no one has a better handle on the customer relationship building subject than Don Peppers and Martha Rogers. Following this book through several reprints and revisions, it continues to get better and better. The subject matter is complex, yet they have encapsulated it in a way that makes it easy for anyone to read and comprehend. Kudos for an excellent job! ... Read more

Book Description

Attention, all sales professionals! Here at last are the revolutionary secrets of success you have been searching for! Want to know how to increase your referrals and get more appointments, conquer fears of rejection and failure, and not only reach but exceed your sales goals and quotas? Sales Power will teach you how the superstars accomplish miracles of success.

Now you can easily learn how The Silva Method™ -- used by millions of people to increase productivity by lowering their brain waves -- can be applied specifically to selling, with astonishing results. Listen, as Sales Power takes you on a step-by-step guided path to super sales success.

Awaken the sleeping genius within you! Let Sales Power show you how The Silva Method™ can quickly develop the power of your greatest asset: your mind, Listen to Sales Power and become a superstar of sales success.

Reviews (4)

Coupled with baisc sales and mind exercises its great.
This book is awesome, I was trying to motivate myself to get off my but and build a Multi-level Marketing business. It showed me not only how to maintain good records to track my progress, but also how to increase my desire to build my business. It showed me how to live my life from the inside out, and let my most valuable employee go to work for me. "MY MIND" I recommend it to anyone wanting to change their life and live their drems. There are three authors that I will read for the rest of my life, Cathering Ponder, Napoleon Hill, and Jose Silva I'm looking for miracles to happen this year and you will to after reading this book.

The best book I've ever read on self-improvement!
I've read a lot of books on selfimprovement. This one beats them all. Read it!

How to train yourself mentally and devlop effective mindset
This program provides a person who always wonders what makes the top 10% sales people act, think and execute the way they do. Then, the program provides several techniques to develop these skills in your subconscience and you will be amazed on how easy things positively change. Implementing this program in your life will give you the mindset you always wanted to have to put yourself at the top.

Very Good
I have thorougly enjoyed the book. It gives the missing link ... Read more

Book Description

Based on an old folk tale, this perennial favorite is about about a poor peddler who loses his caps to a band of mischievous monkeys.

Reviews (1)

Deberia ser parte de la ninez de cada nino
Es una historia creativa y graciosa con dibujos que aun recuerdo de la primera vez que me lo leyeron a mi. Es uno de los libros que debe formar parte de la cultura literaria de cada nino, cualquiera que sea su patria. ... Read more

Book Description

For most sales professionals, stress is the number one enemy.  In Advanced Sales Survival Training, Tom Hopkins pinpoints The Dirty Dozen - twelve daily stressors that can drag you and your profits into the mud.

Rejection, canceled appointments, customer stalls, peer attacks, and more can inhibit performance, sap your enthusiasm, and prevent you from reaching your sales goals.  Learn how to identify and then modify your current selling and thought patterns and banish The Dirty Dozen forever!

Highly effective, often humorous, and always inspirational, Tom Hopkins shows how to relieve stress, communicate better with your clients, restore balance to your career, and enjoy yourself more in the process.  As these techniques become second nature, you will be on your way to increasing your overall effectiveness, and of course, your profits.

Book Description

Named "the world's greatest salesman" by the Guinness Book of World Records for twelve years running, Joe Girard shares his tips for selling your most important product --YOURSELF!

We are always selling ourselves, whether trying to motivate people, persuading others to see our point of view, or negotiating, the day'to-day details of life. By selling ourselves on ourselves, Joe Girard tells us we can get on the path to being winners. Nost intended solely for salespeople, How To Sell Yourself gives lessons in living successfully and with confidence.

Reviews (7)

Funny, Revealing, Enlightening Journey of Discovery
This book, which is not a travel book nor a psychological treatise although it has elements of both, will bring a feeling of recognition and self discovery to many Irish-Americans like myself. Gannon accurately reflects the upbringing in an Irish home where many things are left unsaid and much of family history is shrouded in mystery. His trip to Ireland to learn more about his parents and his forebears is a treat--enlightening, educational and very funny. It is also dead-on in its take on Ireland and the Irish. It is a fascinating trip that will keep the reader laughing and engrossed. Highly recommended.

surprisingly touching and funny.
I recieved this book as a present. I thought of it as a sort of travel book, but it's something much different. It's a very funny, personal and touching book. It's not a "fact book", and I don't think it pretends to be. But it is very memorable, very funny , and very entertaining. Just a lovely read. At the end I was genuinely moved

Mildly amusing, wildly inaccurate
This book is mildly amusing but if any book called for a careful editor it's this one. It's got geography, history, culture all astonishlingly wrong. Irish as a Germanic language. Athlone 150 miles from Dublin. 1879 a Famie year.

A delightful read
This book is a pleasure. It was very funny, yet also inforrmative (and very well written). In parts it moved me emotionally. I was sorry when it was over, my highest compliment for a book. It has to be the funniest, and just plain best, book I've read this year.

hilarious and touching
I was surprised and delighted by this book. My wife, Briget, has Irish folks, so I picked it up. I thought it was going to be a sort of travel book. I was shocked when I started reading it, and I couldn't put it down. It has to be the funniest book I've read in years, but it is, in parts, very touching. All in all, a marvelous book, one anyone would love. ... Read more

Book Description

Everyone is a sales person. Some make their living selling products or services, others must sell ideas or even themselves. This program will show you the way the One Minute method can be put to work to increase success no matter what you're selling and to help you enjoy your job, and your life, more.

First you need the right attitude. A new way of looking at managing yourself-and selling yourself to yourself. Most important, you'll come to see selling in a new light: you'll understand that you are helping others get what they want even as you are enjoying greater prosperity yourself. ... Read more

Reviews (22)

Excellent book for anybody in sales and customer service
I've been a Financial Avisor for three years, and read a lot of books on how to understand the client. You first need to understand yourself and why you are doing the things you do for yourself and others. It is important that we work on purpose and that will give you a solid foundation on how to communicate with others. This book will teach it to you and you can use its pricapals to enhance your life. But you need to share it with others.

Excellent Primer on Closing Those Sales!
Johnson and Wilson have written an excellent book how to close sales without putting stress on the buyer.

While some of the concepts may sound basic and insulting to the reader, remember that sticking to the basics is often the best way to close the sale.

Among the points the authors cover include:

1. Key points to remember before you make the sales call.
2. Common objections to a sale (trust is a big one!).
3. Acting in the buyer's interest.
4. Follow up on the sale.
5. 80 - 20 rule: 20% of what we do provides 80% of the results.
6. How to write out your sales goals.
7. Honesty and integrity is an important part of the selling process.
8. The One Minute Sales Person's Game Plan.

Since I work in sales, the book has been an excellent encouragement to continue to display honesty and integrity in the selling process.

Read, be encouraged to be a better salesperson, and close those sales!

It's Good to start at correct fundamental.
Very simple book, but offered very valuable advise, as it point out one of the most important concept - The Wonderful paradox:
"I have more fun and enjoy more financial success, When I stop trying to get what "I" want, and start helping other people get what "THEY" want." Do the first thing first.
When we start something, it is important that we start doing it based on the right fundamentals/beliefs.

Just as the Author itself mention it in the book, "One minute selling is not perfect and it doesn't solve all your selling problems all the time. But the point is: "IT DOES WORK".
It work very well for me indeed.

Simple and easy to follow
I found this book easy to read and even easier to follow. After reading this book I felt more prepared when I was prospecting and meeting with potential accounts. I highly recommend this to anyone in sales.

Create a Vision of Your Past Successes
Prior to pitching your sale, take one minute to envision yourself selling to the customer that you want to sell to. Feel what it feels like to successfully do this. Describe those feelings to yourself.

Now, take a minute to think back to a time when you have sold something to someone, in the past. Notice this as though you are watching a 60 second commercial.

Praise yourself for that past accomplishment. And praise yourself for being able to create a vision of your success.

Use this self-image of yourself to sell to your next prospect.

This is a great book that reminds of our abilities, when we harness them. ... Read more

Book Description

Tom Hopkins is one of the most sought after sales trainers in the country. His unique enthusiasm for the sales profession (where no one limits your income but you!), combined with the unbeatable sales techniques he has developed have made him a record-breaking salesman and have helped top-selling producers in every field increase their incomes and enjoy regarding careers.

Whether you're a seasoned sales pro or just starting out, Master the Art of Selling is a classic - an indispensable source of information that includes the five essential steps to successful selling. Guaranteed to give you the edge you need to excel in today's competitive business environment, Master the Art of Selling is for anyone who is ready to realize their goals and fulfill their highest potential

Tom Hopkins is President of Tom Hopkins International. He has counseled over 2500 of America's largest corporations, trained over four million people on five continents, and is the author of six books, including the bestseller How to Master the Art of Selling.

Reviews (4)

This is what gives Salespeople a bad name!
In a nutshell, this book is awful. This guy is so cliché, I am surprised he has been successful. I have taken many legitimate sales courses that have taught me great things about dealing honestly and candidly with customers, but Tom Hopkins suggests a different approach. He espouses that, when faced with rejection, you should accuse the customer of not trusting you or your companies integrity and to "guilt" them into giving in. This is NOT how professional salespeople become successful. Give me a break, buddy! Go back to selling steak knives door-to-door.

Don't believe every reviewer rating like the ones below this
I purchased this cassette based on the "consumer's review" from Chicago below. I usually trust customer reviews because when I write a review I am as honest and hopefully as helpful as I can be. So that I provide insight for someone thinking about making a purchase.

So as for this tape, it is VERY basic in it's technics and information. This is sales 101. The most annoying thing about this tape are his examples of "Cold Calling". They are utopian and unrealistic with the caller having no resistance in gathering information and getting to the next step. Have you ever picked up the phone at dinner and it be a telemarketer and you kindly and politely give them all the information they ask for...I didn't think so either.

This tape is not even good for beginning sales people because it is too short and does not cover things in detail.

Save your money, or better yet skip this tape. I have enjoyed Brian Tracey's tapes. And no I'm not selling anything just being honest.

So that's what I was doing wrong!
I knew I was blowing sales - now I know why. I look forward to a presentation now - can't wait to try my new skills. If you are new to selling, get this tape and listen again and again. This tape shows how pros do it.

A Condensed, Well-delivered How-to for Sales Professionals
This tape runs one hour and covers every principle that I can recall Tom covering in his other works. Tom's the best sales trainer out there, in my opinion. I haven't studied everyone, but I have studied a handful of sales trainers. I've listened to a $100 tape set that Tom sells from his website. That title is "Low Profile Selling." That tape set is very good and runs probably four and-a-half hours. Somehow Tom seems to cover all of the points made in that program just as well in this one-hour program, not to mention that this title is much more affordable. If you haven't studied Tom Hopkins, you haven't exposed yourself to a very powerful and effective set of sales techniques. ... Read more

Book Description

MAKE SURE YOUR FIRST CALL ISN'T YOUR LAST!

Everyone in sales knows how to sell -- if they can get to the buyer. But in today's selling climate, the road between seller and buyer is frequently blocked with layer after layer of objections, distractions and delays. Now, America's #1 Corporate Sales Trainer shares his proven techniques for getting through all that interference to make the sale.

In this powerful program, Schiffman provides sound advice and proven strategies for cold calling -- the technique used by salespeople everywhere to make their appointments and increase their sales exponentially. ... Read more

Reviews (7)

It may seem simple, but it works!
I have seen some reviews that criticize Schiffman's techniques as being too simple and too sophomoric. I have to disagree. Just because a method is simple, doesn't make it null and void. Schiffman gives a sales person, who needs to have face-to-face meetings in order to sell product, very simple and repeatable procedures on how to set appointments and overcome objections to the appointment. After listening to the tape, you would think that you could come up with those steps on your own. But if you could, you wouldn't be surfing the internet looking for a book or tape.

I have listened to Schiffman's tape so many times, I can repeat it myself. I have practiced and used his techniques, and they work. Plain and simple. I have not had anyone not take me seriously when I got the appointment. In addition, the "hang up during the voicemail" technique works like a champ.

Don't listen to the guy who has to have a method developed by a PhD in order to validate it. Get the tape, listen to it, master the technique and just do it. My batting average went way up after I started using these techniques. My call back percentage increased too.

Not if you're calling anyone important
I bought this because other reviewers had said great things about it. Maybe it works if you are a salesperson who calls 800 random people a week. But when you fewer than 10 named accounts and are in larger sales, this is not the tape you need. His big secret to getting appointments is this: "Hi Mr/Ms Whoever, I'm so and so from company x. I want to make an appointment with you to talk about [enter product/service here]. You do want [enter benefit here], don't you?" I can't imagine that most people can't come up with that themselves. The moral of the story is: If you're selling life insurance, this might be of some use, since he lets you know almost everyone you use this technique on will say no, so you don't feel so bad when you're rejected. If you're selling anything else, save your money. Try "The Power To Get In" by Boylan.

Great for Beginners or Veterans
Steve Schiffman gives a quality effort in overcoming the myriad of objections that any sales representative faces. His practical approach deserves applause. I would recommend this for anyone just learning the ropes of the sales process or the road warrior who needs to brush up on his or her skills.

A must listen to for sales people
I've re-listened to this tape after having it for a few months and I've applied what Steve said. In just one week I was able to set 9 new appointments. Listen and just do it.

A must for anyone in the sales profession!
What makes and breaks sales people is their ability to effectively manage leads or prospecting activity. This brief educational tape is an absolute gem for creating successful and effective sales professionals. ... Read more

Book Description

Now, for the first time ever, the time-tested, proven techniques perfected by the world-famous Dale Carnegie® sales training program are available in book form.

The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view.

Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amid a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did as recently as ten years ago is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful -- a key competitive advantage. The book includes specific advice for each stage of the eleven-stage selling process, such as:

How to find prospects from both existing and new accounts

The importance of doing research before approaching potential customers

How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it)

How to reach the decision makers

How to sell beyond questions of price

The cutting-edge sales techniques in this book are based on interviews accumulated from the sales experiences of professionals in North America, Europe, Latin America, and Asia. This book, containing more than one hundred examples from successful salespeople representing a wide variety of products and services from around the world, provides practical advice in each chapter to turn real-world challenges into new opportunities.

The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.

Dale Carnegie and Associates, Inc, has produced three giant international bestsellers -- How to Win Friends and Influence People, How to Stop Worrying and Start Living, and How to Enjoy Your Life and Your Job -- with more than thirty million copies sold to date. Their most recent bestseller is The Leader in You. More than twenty-five hundred people around the world enroll in Dale Carnegie courses each week, adding to the five million people who have graduated from the world-famous self-improvement and training programs. ... Read more

Reviews (5)

Sales Advantage by Crome
This is a good introductory work for a salesperson or
someone opening his/her own business. The author teaches
how to develop credibility, interest, stories, instructional
approaches, needs analysis and a host of other components aimed
at cultivating customer sales. Later on, the work builds
upon a negotiation scheme involving information gathering,
resolution of concerns, conflict resolution, collaboration,
customer needs and multiple solution sets in order to produce
a successful sale through advanced negotiation techniques.
The thrust of the work teaches how to gain and cultivate
customer commitments. The book is a good introductory
rendition for budding salespeople. It will provide reinforcement
for experienced salespeople.

Disappointing at Best
As an agent for one of the largest life insurance companies in the world, I am always looking for "THAT" book which will reveal a missed point that can give the edge over my very capable competition. When I saw this I thought this might be it. After reading this book, my search must continue. The book may hold some value for someone brand new to the field of sales, but for anyone who has sold for more than a few months, the teachings are old hat with no nuggets to be found. I have other Carnegie books and this one is not worthy to be on the shelf beside the others. I would recommend books by Tracy or maybe "SuperSelf" by Charles Givens. Now there is a book to chew on for days. My advice, save your money and buy something else.

From Naperville
There are a ton of different sales books out there, and more written each day. From strategic to rainmaker, each plows into a well-worked strategy to get the sale and be the star. Yet, one must know the basics well, and this book does that in a complete fashion. Great for beginers, but essential for us all to run through so our heads don't get to big. The biggest message in this book is process - setting one and keeping to it. By having a process, one can look for the next target, with the knowledge that the ones in the pipeline are easy to identify as to status and progress. The fact that ACT! chose to use the 11 steps was also interesting. Worth the amazon.com price!

AWESOME!!!
You get a proven process, practical examples, and enjoyable reading.

Cliche Selling Approach For The 60s-80s
I read this book with great expectations, thinking that the Dale Carnegie School of Thought should have something useful and great to say about selling this time.

As it turns out, this book is poorly written, and is so naive about selling in such a hypercompetitive business world these days.

If Dale Carnegie is still alive, he can definitely write a better book on selling since his writing is more persuasive, and his suggestions on selling should be more practical and convincing.

At least, Dale Carnegie is a good salesman himself, with a strong philosophical rather than just how-tos, jargons-filled perspective on selling.

Try Non-manipulative Selling or SPIN Selling, you can get more dollars out of reading them instead. ... Read more

Book Description

Reviews (1)

If you are a serious "salesman", you need this book
I see the world in a whole new light...seriously! No fluff in that statement. After reading this book, I can truly say that I know how to sell anyone, anywhere, at anytime. It is so exciting to know that I can start my own business where I will be able to sell just about anything, and I know I will succeed at it. If you are like me, you hate to hear all of the inflated qualities of any topic. You want the bottom line! Well this book gives you just that. So, if you want one book that tells it all, here it is. When I open my business, I am going to give every salesman this book, and I know I will have a very successful business. ... Read more

Book Description

One of America's most sought-after speakers shares the secrets of his success on tape: how to win customersand turn every prospect into a closed sale.

An inspiring sales guru and favorite audio personality, Girard will helpyou bolster your income with step-by-step instructions, inside tips andcrucial subtleties most salespeople overclook.
... Read more

Reviews (5)

A Must Read For Every New Car Salesperson
If you're new to the auto sales business get this book and read it and use the techniques that Joe describes and you will see your sales/closes increase dramatically- on the other hand if you've been in the business for some years-don't bother because you have developed so many unprofessional and negative habits to the point that you would not understand the value of this book and will continue your gypsy like existence of going from dealership to dealership for employment. But if you're new,young,fresh and open minded, this book will be a great aid to selling and above all respecting the customer.

The Sage Speaks
I have read some of the reviews for this book and thought I would throw in my 2 cents. I have had the audio version of this book in my car for the last two years. I imagine it is like having your successful uncle ride along with you, giving you information and tips you immediately understood were priceless but did not have time to write down or were desperate to remember later. Sure his information is very basic. Yet, it serves as a constant reminder to any sales professional that selling is really about understanding some very rudimentary motivations and making sure your product/service meets those needs. Oh by the way, thanks Joe - I am #1 in my territory and customer referrals bring in a constant flow of new business.

Highly Recommended!
Author Joe Girard provides a view of traditional sales strategies. He presents every step in the sales process and offers advice about every obstacle that you are likely to encounter. While his impressive credentials and experience qualify him to speak and write about successful sales techniques, these strategies, as presented in this book, may backfire when used on today's savvy consumers. Nearly every one of the author's suggestions involves obvious sales one-liners, maneuvers, and psychological tricks that today's marketing-saturated consumer is either immune to or would see right through in an instant. Although written in great detail with plenty of useful examples, this book serves best as an adjunct to other reading material on the subject. We at getAbstract recommend this book to anyone who has to sell a product or service and wants basic information.

Why car salesman have lousy reputations
I got this hoping to find some new ideas on how to help more people get our services. Mr Girad is talked about quite highly in sales circles. I commend him for his acheivements. This book may work well for small ticket items, but I personally found it offensive. It treats prospects as if they are incapable of having independent thought, and enjoy being manipulated. The single redeeming idea I got from the book was how well he kept in touch with past sales. By the way...Since Mr Girad did so well in his sales career, I would recommend to him to hire someone to read his books for him in the future. His monotone voice is distracting.

With respect to selling, this book has it all.
I was assigned this book by my boss to gain any information usefull to me for selling purposes.

This book had so many great tips and usefull common sense reminders that I was just amaized.

Anyone in sales will learn something from reading this, guaranteed! ... Read more

Book Description

Book One in the Magic Kingdom of Landover Series

Landover was a genuine magic kingdom, with fairy folk and wizardry, just as the advertisement promised. But after he purchased it, Ben Holiday learned that there were a few details the ad had failed to mention.

The kingdom was in ruin. The Barons refused to recognize the king, and the peasants were without hope. A dragon was laying waste the countryside, while an evil witch plotted to destroy everything.

Ben's only followers were the incompetent Court Magician; Abernathy, the talking dog who served as Court Scribe; and the lovely Willow - but she had a habit of putting down roots in the moonlight and turning into a tree. The Paladin, legendary champion of the Kings of Landover, seemed to be only a myth and an empty suit of armor.

To put a final touch on the whole affair, Ben soon learned that the Iron Mark, terrible lord of the demons, had challenged all prospective Kings of Landover to a duel to the death - a duel which no human could hope to win.

The task of proving his right to be King seemed hopeless. But Ben Holiday was stubborn. . . ... Read more

Reviews (99)

A king without a kingdom?
This is definitely not your typical fantasy novel.While others have written stories about people from our world/universe taveling to alternates where magic functions, few place the protagonist in the throne of a land that refuses to recongize his rule.Ben Holiday finds himself in just this situation, and struggles mightily to find away to legitimize his reign.That he will ultimately succeed seems obvious, but the journey provides an interesting character study, as Holiday must face his demons and learn to control his fears.The other characters are quirky and often amusing, and this book is a pleasant read, but not quite good enough to motivate me to go out and hunt for the rest of the series.

Lackluster
Maybe I'm just not a fan of Terry Brooks' style, but I find his work extremely boring and dry, incapable of capturing either my imagination or my heart.I've read the Landover series (which begins with this book) and the Sword of Shannara, and I was disappointed to find it all quite tedious.The worlds and characters are so stereotypical and flat that I can't bring myself to care about any of it.Worse, many of his plot points and frameworks seem to be lifted directly from Tolkien, the parallels were so obvious it started to smack of plagiarism.I recently sat down with Magic Kingdom for Sale...Sold again and couldn't get through the first three chapters.I have given up on Terry Brooks.

Magic Kingdom
This was a pretty good book in my opinion.Too often fantasy books drag on, are hard to follow, and are boring, but this book was easily read.It was a pretty basic story, but I enjoyed the thought of moving to a fairy-tale kingdom. The book is well written and easy to read straight through.Its not the type of book you have to read slowly and analyze, but its great just to pass time. I actually got my husband to read it and he doesn't read so it can't be that bad.

Landover is Brooks' first non-Shannara book
It's Brooks' first completely original idea. The Shannara books were too much like LOTR. I'm actually 14 (13 when I read it) years old, but I think that it's a great book for young fantasy lovers. It's a combination of many fairy tales, but has an intresting passage from the normal world to the magical one. I've been to the mountains in Virginia and to the specific tunnel. Brooks describes the tunnel just like it is. It has original characters and the plot is simple/funny.

I was expecting more
The book cover for 'Magic Kingdom' didn't look very promising to me, but I was inspired by its reviews, its comical premise, andthe fact that Terry Brooks wrote it--hey, one of fantasy's best supposedly, though I never really made it through the first book of Shannara. The name itself suggests a fun, light-weight, humor filled adventure and that's what I went in expecting.

I was disappointed. Almost all elements of Landover follow standard fairy-tale cliches. Granted, that is pretty much what was promised, but the book did little to make up for its lack of originality, in humor or otherwise. It's actually quite serious and dry, and too much of it is just plain boring. Sometimes I found myself taking in the words as quickly as possible without bothering to visualize the scenes or soak it in, just to get on with it. Strange since usually when a book doesn't interest me I'll hardly finish it, I guess in this case, like Ben, I was stubborn.

It starts slow enough, introducing us to Ben Holiday's normal life preceding the purchase of Landover, and doesn't really pick up that much once he moves into the Kingdom and we are introduced to his four companions: bumbling wizard Questor, the talking dog squire Abernathy, and a couple of fierce monkeyish warrior kinda guys.

One major gripe I have is that Landover feels so barren, like endless plains of uninhabited earth. For the most part it fails to give us a sense of a real, living world. "Where are all the people?" I asked myself at one point. There was no sense of things happening, until of course the fivesome journey forth to wherever they must be for the story to progress and people seem to appear. At some points you'd think they're living on the moon or something.

It's really the last 100 pages that save my impression of the book, it turns into a real page-turner with some surprising and captivating elements. The character of Strabo the dragon is awesome, very well done, my favorite in the entire book. Most of the characters throughout are quite well done I think, if not outstanding. I take that back. They serve their purpose I should say, though some of the scenes between them strike me as cringe-worthily melodramatic. Let me quickly inject a complaint that the constant quibbling of Questor and the dog wore swiftly thin. I didn't care much for Willow, she seemed thrown in just to serve the "necessary" romance portion, which I didn't care for at all. It's forgivable since it wasn't the focus of the book but it was pretty straightforward and cringe-worthy. Throwing in a fairy-tale creature more-or-less reserved for Ben just seems like the easy route, and it kinda annoyed me adding to the "substanceless fantasy" feel. For being the only other female character can't say I'm too impressed.

Now I realize this review is starting to drag on so I'll sum it up. Terry Brooks still has work to do to esteem himself in my eyes, from what I've read of him he doesn't strike me as that creative and his writing lacks that... grandeur. I will pick up book two of this series because, even though it's far from the best out there, somehow it managed to keep me reading to the end and I came to enjoy Landover and its tiny group of mismatched characters. I wish to stick around a little longer. ... Read more

Book Description

A recruiter's guide to filling high-quality jobs and building long-term client accounts.

Tape One--Assessment, Preparation and Job Order Control

How to build your candidate flow, database and reputation from every search -- Increase your coverage potential -- Evaluate the employers sense of urgency -- Maintain control of the question and answer format -- Upgrade the perception of your value -- Test for commitment using trial closes -- Set expectations and deliverables to enhance your effectiveness.

Tape Two--- First-Class Fees and Guarantees

Discover how to trade premium fees for premium service -- Avoid unfair fee and guarantee agreements -- Identify sleazy negotiating gambits -- Find equitable tradeoffs -- Exploit your competitive advantage in the marketplace -- Sidestep excessive rules, regulations and restrictions -- Sell more effectively to affluent buyers.

Plus, answers to these questions: How do I deal with agency agreements? What if a client is using other recruiters? Should I put my fee agreements in writing? If my candidate quits in 30 days, should I refund the clients fee? ... Read more

Book Description

A comprehensive, industry-tested method to maximize your time resources and improve recruiting performance.

Tape One-- Million-Dollar Strategies

How to channel your energy and efforts -- Eliminate unnecessary rules and regulations -- Invest your time wisely -- Align yourself with more productive clients -- Sidestep dysfunctional relationships -- Identify and deal with time-intensive candidates -- Fill the funnel with developmental projects -- Leverage your recruiting ratios to increase production

Tape Two-- High-Impact Delegation Tactics

How to implement a delegation strategy -- Improve your email and voice mail recruiting efforts -- Recognize and cure Internet dependency -- Maintain control over candidate submissions -- Clear higher quality fees and guarantees -- Fill more positions in far less time -- Organize your daily activities with greater efficiency -- Delegate non-essential tasks

Plus, answers to these questions: Which recruiting software is best for my needs? How do I motivate a happily employed candidate? How do I identify---and improve a mismatched relationship? ... Read more

Reviews (2)

The Secrets are Out
I found this a very useful experience - partly through the information on the tapes, partly because you listen to Bill himself. As to the content, I rate it highly. I've been in executive search just over four years and made the investment in the tapes to take me to a higher level of productivity. The package lives up to its promise. In the first tape Bill covers some very sensible suggestions for measuring the types of people you're dealing with and how to take a step up. The second tape covers delegation and explains some pretty basic ideas from what was for me, a new perspective. Putting these suggestions into practice is certainly helping my business. I have little hesitation in recommending these tapes, I'd have none if there were a bit cheaper.

Good Basic Recruiting Information
I found this two tape package to be very basic in recruiting contents. Both tapes contain common sense ideas regarding how to manage your time in the recruiting profession. I found the tape package to be a bit costly. In my opinion, you'd be much better off getting Brian Tracy's "Time Management" 6 tape package for about the same money you're spending here. Again, very basic information for the price! ... Read more

Book Description

"The Closers-Part 2" picks up where the original "The Closers" leaves off. Beyond the set closes, planned presen-tations and objection nullifications contained in the first book, "The Closers-Part 2" shows you what successful, sophisticated salespeople really do with all of that basic information. If "The Closers" original book can double your income (it has for many salespeople!), "The Closers-Part 2" can double it again! ... Read more

Reviews (4)

Quality, Not Quantity
Please do not read this book. Let me continue to rack up the sales using these techniques, without any competition. Thanks.

the closers part two
First of all it should be stated that "the closers part two" has more or less nothing at all to do with the closers part one. which in turn might have to do with the fact that the closers part one was originally published under yet a different name (the art of closing any deal) and than re-named for marketing reasons. alright, now the are both advertised as being the master closers bible, blah, so be it. yet, they have been written by two different persons.

the closers part two is at times a witty written book, with a bit of fluff inbetween, but it will remind you in some of the chapters of manymany little things worth remembering. but still over-priced.

Eliminated the ceiling of my earnings in the first reading.
It is amazing how quickly I was able to remove the ceiling that impeded by sales production. Don't misunderstand; I was at the top of my company in terms of sales production, but I just couldn't "break free." Then, I had one of those nightmare months that sales professionals dread. The ones we blame on everything except our inability to close. I cleared the decks, read The Closers II, and removed the obstacles. Since I found this little treasure, I've produced more in the last TWO WEEKS than I produced last QUARTER. I loaned my copy of the original Closers to a friend in the insurance business and I can't get it back. I guess that means he's profiting from the material too.

Excellent book for the serious sales professional or novice
In 18yrs of direct sales I rate this book as a must read for those interested in becoming powerful,yet subtle sales pros.I have bought copies of this book and given it away to those in my office to see sales results, and results did happen.Many lessons learned by me even though I am experienced.It's a MUST READ for those who confuse sales pressure with professionalism ... Read more

Book Description

Your selling style has as much impact on your career as your product knowledge and skill. The finer elements of low profile selling include your manner, your personal style, your voice inflection and your attitude. Hear the style you need to adapt to in order to succeed with more of your clients. ... Read more

Book Description

Selling is the second oldest profession, often confused with the first.

The notion of selling carries a lot of baggage. As it has developed, sales has too often become a fear-based relationship. Customers are afraid that they will be "sold" a bill of goods, or that a salesperson will talk them into something that doesn't help them succeed.

On the other hand, salespeople fear they won't make the sale. If they "lose" too many sales, they won't make quota, and they won't personally succeed. In their quest to "close the deal," even some of the world's largest, quota-crazed organizations have, at times, developed a reputation for salespeople who are illusive, ignorant, and arrogant.

Buyers don't trust sellers. Therefore, sellers have to guess and often guess wrong. Buyers prove themselves right and create higher hurdles. And so it goes, with neither client nor consultant achieving success.

Helping Clients Succeed is fundamental to the success of any businesss. This program teaches you to become totally client-focused, break down the barriers of dysfunctional business development, and find rewarding, productive business relationships. With honesty, clarity, and authenticity, Mahan Khalsa cuts through the nonsense and focuses on getting results and helping clients succeed. ... Read more

Reviews (2)

Very Useful as a Review of the Unabridged Version
This audio CD does not stand-alone very well, but used as a review of the material presented in the UNABRIDGED version it is fantastic. Buy the UNABRIDGED version first and foremost, for it is fabulous. Then, based upon your desire to be able to quickly review the topics presented, get this version as well.

Let's Get Real or Let's Not Play [ABRIDGED]
The ABRIDGED version of this audio cassette is terrible.
The book is probably very good, but the ABRIDGED audio is so short that you only get an idea of what the book is about.
Don't waste your money. There's no "meat" to this audio. ... Read more

Reviews (1)

Goof Proof Grammar is not Bullet proof
This book is extremely condensed, and contains all the essential elements of grammar. The problem is that it is not very well laid out. I would instead highly recommend "Write Right!" by J. Venolia ... Read more

Book Description

Convenient and effective Sum and Substance audio series presents the essentials of sale and lease of goods in a clear, succinct, time-saving format. Includes quick reference indexing, allowing you to quickly locate all topics in the recording, and informed exam tips to maximize your performance. Sections discuss, among others: scope of U.C.C. (sales and leases articles), U.N. treaty on the sale of goods, offer and acceptance, warranties, Magnusson-Moss Warranty Act, terms of the contract, unconscionability, identification, risk of loss, perfect-tender rule, cure, acceptance, remedies, anticipatory repudiation, statute of limitations, and letters of credit. ... Read more